This document provides a summary of 5 telepresence products from Cisco, LifeSize, Polycom, RADVISION, and Vidyo. It includes sections on the companies and their products, competitive research on performance, funding, management, products, positioning, partners, and market share. The document aims to provide an overview of these key players in the telepresence market.

1. SalesMarketingTech
Competitive Market Research:
5 Telepresence Products
Andrew Manuel
May 16, 2010

2. SalesMarketingTech
Agenda
• What is Telepresence?
• Companies and Products
– Cisco
– LifeSize
– Polycom
– RADVISION
– Vidyo
• Competitive Research
– Company Performance
– Funding and Spending
– Management
– Products
– Positioning
– Partners
– Market Share

3. SalesMarketingTech
What is Telepresence?
• “Telepresence is the science
and art of creating visual
collaboration environments,
networks, and strategies that
duplicate in-person meeting
experiences as completely as
possible in both internal and
external business
communications”.
(from http://www.telepresenceoptions.com/solutions/)

4. SalesMarketingTech
Companies and Products

5. SalesMarketingTech
Cisco
• Founded 1984, (NASDAQ: CSCO)
• Introduced TelePresence products in October
2006, acquired TANDBERG April 2010
• Cisco and TANDBERG Telepresence Portfolio
– Endpoints (Immersive, Multipurpose, Personal,
Solutions Platforms)
– Infrastructure (Call Session Control, Media Switching,
Media Services, Management)
– Cloud Services
– Interoperability (Media Experience Engine,
Telepresence Interoperability Protocol)

6. SalesMarketingTech
LifeSize
• Founded January 2003
• Division of Logitech, December 2009,
(NASDAQ: LOGI)
• Product Portfolio
– Video (Personal Office and Teleworker, Small
Medium Business, Enterprise)
– Infrastructure (Video Center, Multipoint, Gateway,
Networker, Gatekeeper, Transit)
– Video Management (LifeSize Control)
– Accessories (Cameras, Microphones)

7. SalesMarketingTech
Polycom
• Founded 1990 (NASDAQ: PLCM)
• Introduced Telepresence products in May 2006
• Telepresence Product Portfolio
– Endpoints (Immersive, Room, Personal)
– Management Applications
– Conferencing Infrastructure
– Recording and Streaming
– Security and Remote Access
– Accessories

8. SalesMarketingTech
RADVISION
• Founded 1992 (NASDAQ: RVSN)
• In 1993 developed transfer of real-time video
over IP networks
• Telepresence Product Portfolio
– Endpoints (Room, Desktop, Unified Communications)
– Infrastructure (MCUs, Firewall Traversal, Gateways,
Media Server)
– Management Applications (Voice and Video,
Gatekeeper, Mobile)
– Developer Products (Client Frameworks, Testing and
Analysis Tools, Video Quality Monitor)

9. SalesMarketingTech
Vidyo
• Founded 2005, has raised total $63M
funding
• Product Portfolio
– Endpoints (Room, Desktop)
– Infrastructure (Router, Gateway, Proxy, Voice)
– Management Application

10. SalesMarketingTech
Competitive Research

11. SalesMarketingTech
Company Performance
Cisco was 41%
of 2009 sales.
Cisco has
acquired
TANDBERG.
Video Solutions
69% of revenue
Expects 40-60%
growth in
CY2010
Acquired
TANDBERG
$800M ’08 Sales
Trends
Privately held-4% from 2008-7% from 2008
to 2009
45% first 8
months of 2008
100% for
Telepresence
Dec ‘09
Annual Growth
Privately held$81M in 2009$523M for
Video Solutions
in FY2009
$90M in 2009$200M / yr for
Telepresence
products and
services Dec ‘09
Sales
VidyoRADVISIONPolycomLifeSizeCisco

12. SalesMarketingTech
Funding and Spending
Using April
2010 $25M
funding to
expand global
sales and
marketing
Acquired Aethra
HD technology
assets, $10M –
Introduced as
new product on
April 2010
Investing in
unified
collaboration
market
Expanding
APAC sales and
services
April 2010
completed $3.3B
TANDBERG
acquisition
Spending Trends
Four Rivers
Group, Menlo
Ventures, Rho
Ventures, Sevin
Rosen Funds
and Star
Ventures
$63M
$9M non-GAAP
net income in
2009, $126M
cash and
equivalents
$102M non-
GAAP net
income in 2009,
$331M cash
and equivalents
Acquired by
Logitech.
$65M Logitech
FY2010 net
income, $312M
cash and
equivalents
$26.99B net
cash at end of
Q3 FY2010
Funding Source
VidyoRADVISIONPolycomLifeSizeCisco

13. SalesMarketingTech
Management
Ilan Givon,
since 2006
Robert Steele,
since 2001
Alan Hagedorn
from Polycom
Operations
Roi Sasson,
SVP
Avishai
Sharlin, GM
Technology BU
Joseph Sigrist,
GM Video
Solutions
Joe Bulger, 20
years in
Development
Philip Graham, VP
Engineering, Since
2006
Engineering
Rob Hughes
SVP, formerly at
LifeSize and
RADVISION
Eitan Livne,
GM APAC
Itai Margalit,
GM EMEA
Colin Buechler
also from Dell
Corp Strategy
Sales
Marty Hollander
SVP, founded
CollectiveSpace
and Intellicorp
Heidi Melin,
CMO since
2007
Colin Buechler
from Dell
Americas BU
Randy Harell, Dir
Product Mkt,
TelePresence BU,
since 2006
Marketing
Dr. Alex
Eleftheriadis,
Chief Scientist,
co-founder
Roberto
Giamagli, GM
Networking BU
Jeff Rodman,
CTO / Co-
founder
Casey King, 20
years in video
technology
products
Philip Graham, CTO
TP Business Unit (BU)
Hakon Dahle CTO
TANDBERG
Technology
Ofer Shapiro,
co-founder, was
at RADVISION
Boaz Raviv,
since 2005
Andrew Miller,
former
Tandberg CEO
Craig Malloy
cofounded
LifeSize in 2003
Fredrik Halvorsen,
VP TelePresence (TP)
Technology Group
President/CEO
VidyoRADVISIONPolycomLifeSizeCisco

14. SalesMarketingTech
Products
•Developer and
SDK
•Developer
Solutions
•Certified Video
Network
Operations
Centers
•Global
Deployment
•Intercompany Services
•Directory
•Public Suites
Services
•Proxy
•Voice
•Unified
Communications
•Firewall
Traversal
•Bridges
•Security and
Remote Access
•Gateway
•Transit
•Media Experience
Engine
•TelePresence
Interoperability Protocol
Interoperability
VidyoPortal•Voice and Video
•Gatekeeper
•Mobile
•Converged
Management App
•Distributed
Media App
•LifeSize Control•TelePresence Manager
•TANDBERG
Management Suite
Management
•Router
•Gateway
•MCUs
•Gateways
•Media Server
•Conferencing
platforms
•Recording and
Streaming
•Video Center
•Multipoint
•Networker
•Gatekeeper
•Call Session Control
•Media Switching
•Media Services
Infrastructure
•Room
•Desktop
•Room
•Desktop
•Immersive
•Room
•Personal
•Enterprise
•Small Medium
Business
•Personal
•Immersive
•Multipurpose
•Personal
•Vertical solutions
Endpoints
VidyoRADVISIONPolycomLifeSizeCisco

15. SalesMarketingTech
Positioning
Designed to take
advantage of an
organization's
existing IP
infrastructure — with
no dedicated
networks required
Enable customers
and partners to
deploy unified
communication
networks and
services
We take a multi-
vendor UC approach
with interoperable
video, telepresence,
voice, and content-
sharing offerings.
Best Embedded
Multipoint Bridging to
ensure visual motion
and clarity while
adding participants in
real time
Seamless
Interoperability: Bring
all your
videoconferencing
users into Cisco
TelePresence
meetings with ease.
Patented
technologies leverage
the new H.264
Scalable Video
Coding (SVC)
standard to produce
the best error resilient
and lowest latency
products
Offers the broadest
and most complete
set of standards-
based video
networking
infrastructure and
developer toolkits
Only Polycom has the
Polycom Open
Collaboration
Network to give you
the flexibility to
choose from multiple
mission-critical UC
platforms and best-of-
breed solutions.
Only architecture with
Adaptive Motion
Control for real time
protection of visual
motion and clarity
TANDBERG is now
part of Cisco powering
the new way of
working, where
everyone, everywhere
can be more
productive through
face-to-face
collaboration.
Enabling multi-party
HD-quality video
conferences over
regular IP networks
using commodity
desktop systems
Leading provider of
products and
technologies for
unified visual
communications over
IP and 3G networks
World leader in
Unified
Communications from
desktop to immersive
telepresence.
Best Performance
Architecture at any
bandwidth
Extend and improve
collaboration with
customers, partners,
and prospects.
VidyoRADVISIONPolycomLifeSizeCisco

16. SalesMarketingTech
Partners
•CoroWare Inc
•TLK Distributions
GmbH
•ADCOM
•Delta
Communications
•Target Distributing
Certified Partner List•TKO Video
Communications
•Tech Data
•GBH
Communications
•TT Group
•Phoenix Systems
•GTRI
•ProSys
•Gulf Business
Machines
•TANDBERG Partners
Resellers
•Tempura
Communications
•Intesys Networking
s.r.l
•Connexus
•Videra
•Glowpoint
•Intercall
•Allstream
•Global Conferencing
Solutions
•Avaya
•AVI-SPL Inc
•BT Conferencing
•Glowpoint
•Informata
•BT Group
•Glowpoint Inc
•AT&T
•TELUS
•BT
•Orange
•Verizon Business
Service
Providers
•Hitachi
Communications
•Teliris
•Shortel
Extensive developer
solutions:
http://www.radvision.com/Developer-Solutions
/
•Avaya
•HP
•IBM
•Juniper
•Microsoft
•Siemens
•Alcatel-Lucent
•Avaya
•TANDBERG AlliancesTechnology
Integrators
VidyoRADVISIONPolycomLifeSizeCisco

17. SalesMarketingTech
Polycom
35%
Cisco
1%
Other
33%
TANDBERG
31%
Market Share
Group VC
Worldwide Unit Shipments
H1/2009
From Wainhouse Research, non-exclusive,
public distribution of subscription-only
research note sponsored by Polycom

18. SalesMarketingTech
Sources
• Wikipedia
• Cisco, LifeSize, Polycom, RADVISION,
Vidyo, and Logitech web sites
• NetworkWorld
• Sramanamitra.com
• Wikinvest.com
• Bloomberg Businessweek
• LinkedIn