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Capitalize on the SMB Market Opportunities with Polycom Solutions
This document summarizes a presentation about capitalizing on opportunities in the SMB market with Polycom video conferencing solutions. The key points are: 1) The SMB market, consisting of companies with less than 1000 employees, represents a major opportunity with over 34 million companies. 2) Polycom offers a full suite of affordable and easy-to-use video conferencing products and services for SMBs, including on-premises, private cloud, and public cloud delivery options. 3) A new product, Polycom RealPresence Ready, provides an attractively priced bundled video conferencing solution starting at $17,999 along with mandatory service packages, in order to drive new business and growth in
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Capitalize on the SMB Market Opportunities with Polycom Solutions
- 1. All materials fromthis deck are confidential and for intended use only* and cannot be distributed outside this use without prior written consent of ScanSource.* Copyright © 2010. All Rights Reserved. Unless expressly authorized in writing by the copyright owner, any copying, reproduction, exhibition, export, distribution or other use of this product or any part of it is strictly prohibited. External sources and external trademarks are the property of the referenced sources.Intellectual Property
- 2. Capitalize on theSMB Market with PolycomSue Hayden│ Executive Vice PresidentOctober 6, 2011
- 3. Polycom RealPresence PlatformSMBMarket OpportunityPartnering with Polycom in SMBAgenda
- 4. UC investments mustwork together, support business processesFreedom to choose multi-vendor, best-of-breed productsNative integration with business tools and applications familiar to usersInvestment protectionFor legacy products vs. forklift upgrades – backward-compatibility requiredFor new standards, protocols, applications, devices – forward-compatibility requiredNo one-size-fits-all deliveryPremises, hosted, cloud options requiredMobility and social networking require cloud-based delivery of video servicesSingle management solution for ITTo provision, deliver, and monitor video solutions from mobile to desktop to room systemsCustomer Pains Driving Need for a UC Platform
- 5. Polycom: From Platformto EndpointsWeb ConferencingVideoCollaborationSocialIM/PresenceCall ControlMobilityOther Apps?Polycom® RealPresence™ PlatformServicesVirtualization ManagementUniversal Access and SecurityVideo ResourceManagement Universal Video Collaboration Video Content ManagementSoftware that easily and securely connects video participants in and outside the firewall and optimizes for a best collaboration experienceSoftware for multi-tenancy and massive scale, redundancy and resiliency – up to 25,000 concurrent calls and 75,000 devicesSoftware to centrally manage, monitor and deliver video collaboration across your organizationSoftware for multipoint video, voice and content collaboration that connects the most people at highest quality and lowest costSoftware for secure video capture, content management, administration and deliveryScalingProvisioningBridgingMedia ManagementB2B & B2CCore Networking & Security
- 6. SMB Market OpportunityMicro< 10 26M companies“S”mall 11-100 8M companies“M”edium 101-999 900K companiesLarge 1000+ 63K companies
- 7. Polycom’s SMB CustomerSegments*U.S. Census Data**Polycom Survey, June 2011
- 8. Polycom continues tobreak down the barriers that have prevented SMBs from taking advantage of business-grade video conferencing solutions.Intelligent Polycom solutions enable SMBs to enjoy reliable, high-quality video conferencing in less than ideal networking environments that are typical of new-to-video SMB customers.Polycom is committed to drive SMB-specific innovation to better meet the evolving communication needs of the SMB market Polycom Empowers SMBs to Communicate, Solve and Create
- 9. Polycom Offers aFull Suite of SMB UC Products and Flexible Delivery OptionsTelephonyVideoConferencing/TelepresenceMultiparty Conferencing/InfrastructureServicesOn PremisesPrivate CloudPublic CloudProfessional ServicesPlanning & Architecture
- 10.
- 11. Operation & OptimizationSupportServicesTrainingDeskPhonesGroup VideoConferencingMultipartyBridgeUC Solution ElementsNetwork/DeviceManagementConferencePhonesDesk VideoConferencingWirelessPhonesPC VideoConferencingFirewallTraversalStreaming &Content ManagementBusinessMedia PhoneMobileVideoDelivery Options
- 12. Affordable, easy-to-use videoconferencing for SMBs Easy to purchase, deploy, use and manageDelivers high quality, reliable and secure conversations Sets a new standard for cost-effective business grade video at the lowest TCONewest Addition to the SMB Solution PortfolioPolycom RealPresence™ Ready
- 13. Exploding SMB marketopportunity enables incremental revenueAttractively priced, bundled solution at US$17,999 with mandatory services bundles (one- and three-year options)Drive new business & promote growth within the SMB installed baseDifferentiated competitive advantage in both price and performancePolycom PVX® users prime targetDifferentiate with your value add for increased margin opportunitySell complementary solutions – firewall traversal, displays, PCs, Web cams and conference phonesAdd-on services – network assessment, installationRealPresence Ready Partner Benefits
- 14. Case Study: JacksonSpalding ChallengeConnect team members who are geographically dispersed throughout the US to ensure full engagement on client projects. SolutionPolycom room telepresence solutions and desktop video conferencing software connect Atlanta HQ staff with employees in Athens, Ga., and Dallas, consultants in New York and San DiegoResults & Benefits• Time saved collaborating on projects distributed across multiple offices • Brainstorming is more productive, resulting in better work that’s completed more quickly • Company events and social gatherings held via telepresence keep remote staff from feeling disconnectedInteroffice Communications
- 15. SMB GTM StrategySMBCustomer BenefitsPre/Post Sales SupportComplete SolutionsCustomizationFinancing Options Delivery Choices Platinum IndirectResellersGold IndirectResellersOn PremisesPrivate CloudPublic CloudRegisteredResellersDMRITSP/RegionalService ProvidersSolution Providers (Gold/PlatinumVARs)Global Service ProvidersDistributionExampleSolution EnhancementsExample Platform ProvidersPolycom SMB/E SolutionsHeadsetsPersonal UCServicesFirewall Traversal, QoSNetwork OptimizationVertical ApplicationsGroup UCPolycom® RealPresence™ Platform
- 16. End-to-end UC solutionswith Polycom and Microsoft LyncOpportunity to uniquely integrate with one of the strongest brands in the industryPolycom CX7000 announcedLeveraging the Ecosystem in SMBComplete premises-based UC solutions with ShoreGear integration
- 17. Bringing telepresence-enabled UCto ShoreTel VoIP customers
Editor's Notes
- #5 Customers all over the world voice the same pain points about needing to make all their UC investments work together seamlessly.Customers want choice: multi-vendor, best of breed products – all working together seamlessly If a customer wants to choose Microsoft Lync or IBM Sametime and products from Polycom, or Cisco, or Apple, or any other product or vendor, these products need to work together within normal business workflows – which makes them easy to use and drives adoption.Customers want investment protectionLegacy products never die – need backward compatibility. Most IT environments are like an archeological dig, with newer technology added on top of legacy layers that still provide value. And they can continue to bring value to the organization so long as newer technologies are designed to work with what’s already there.New standards, protocols, applications, devices, networks will forever emerge – need assurance of forward compatibility. Customers want to future-proof their IT environments as much as possible with flexible, open solutions that can evolve as their businesses evolve.No one-size-fits-all delivery – premises, hosted, cloud options required. UC solutions may be on-premises, or hosted, or delivered from the cloud, and the most common scenario at any given customer will be a mix of these. Customers need multiple delivery options.Single Management Solution. IT needs a single management solution to provision, deliver and monitor the continuum of video solutions from mobile to desktop to room systems
- #6 Let me draw your attention to the bright blue box – the RealPresence Platform.There are 5 key components to the Platform. We’re using clear descriptions that describe the value and functionality across our platform (read each of the top-line descriptions from left to right).We are putting the emphasis on the software…it is the software that enables us to interoperate and deliver innovations and deliver them faster.Read through each of the boxes… “software… software…. software….”At the core networking layer and security layer, that is where we are plugging into the network to enable the resource allocation to power our solution. Applications like IM/Presence, call control …etc. across the top… this is where I will show the ecosystem.
- #8 Definitions:Experienced – Customers that have knowledge and experience with video and unified communications solutions. They are using video today in some capacity either via Skype or a premises-based solution. They most likely are using VoIP and are either familiar with UC or are using many of the components of a UC system (IM, presence, VoIP telephony etc.).Inexperienced – Customers that are new to using video for business. They do not have video deployed and are either looking to take an initial step by connecting 2-4 sites with group or executive video conferencing systems or view video as not important to the success of their business. These customers are not familiar with unified communications.Experienced MB customers are specifically interested in UC solutions.Experienced SB customers are interested in affordable advanced VoIP features including IM, conferencing, video etc.Inexperienced MB customers are exploring video and want someone to help them connect 2-4 locations with group systems.Inexperienced SB customers want the cheapest telephony solution available for their business.
- #16 Exploding Market Opportunity – Incremental RevenueAttractively priced bundled solutionMandatory services bundlesDrive New Business & Promote Growth Within The SMB Installed BaseRealPresence Ready provides a differentiated competitive advantage in both price and performance PVX users are a prime target for the RealPresence Ready solutionGTM programs and campaigns will help penetrate the SMB marketDifferentiate With Your Value Add for Increased Margin OpportunitySell complementary solutions – firewall traversal, displays, PCs, Web cams and conference phonesAdd-on services – network assessment, installation