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- 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/)
- 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
- 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