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Polycom.pptx
- 1. Poly – Business Plan Overview Nadeem Ganai 01August2021
- 2. Agenda 01 02 03 04 06 Industry Trends And Research Overview About Poly. Products & Services SWOT Analysis Market Overview: Competition Analysis. Partners & Distribution CONCLUSION End Note. 05 Why Poly ? How to increase and strengthen the poly business
- 3. 34% of Employees worked from home before the pandemic. 3 Trends INDUSTRY DEVELOPMENTS & RESEARCH 70% of Employees worked from home after the pandemic. 30% of Companies the right cloud collaboration tools can improve company productivity. 74% CFO’s intend to shift some employees to remote work permanently. Hybrid Working structure Homes will be built with a dedicated workspaces. Built-in laptop cameras and smartphone microphones provide a sub-optimal experience when talking to a client, customer, patient, or a student. Hardware upgrade will be key for every business post pandemic - as per industry experts Courtesy: Gartner 30% of cost saving by Eliminating Travel
- 4. About Poly An American multinational corporation known for developing voice, video, and content collaboration and communication technology. Polycom has more than two decades of creation and innovation in its history. Over 950 technology patents that help to highlight their aim to unleash the true value of human collaboration. Polycom design and implement impeccable solutions for user experience, helping millions of people across the globe to enhance their productivity, accelerate innovation, expand education, and offer amazing customer service.
- 5. AT THE DESK (HOME OR OFFICE) BLACKWIRE 8225 Premium Corded UC Headset VOYAGER FOCUS UC Stereo Bluetooth Headset SAVI 8200 OFFICE AND UC Wireless DECT™ Headset System POLY STUDIO P5 Professional Webcam POLY STUDIO P15 Personal Video Bar CCX 400 Entry-Level Phone with Touchscreen POLY SYNC 20 USB/Bluetooth Smart Speakerphone BLACKWIRE 5200 SERIES USB Headset Our product specialists can help you find the right mix of solutions for your workforce and advise you on current offers and free trials. 5 Products
- 6. ON THE GO VOYAGER 8200 UC Bluetooth stereo Headset VOYAGER 6200 UC Bluetooth Neckband Headset VOYAGER 5200 OFFICE AND UC SERIES Mono Bluetooth Headset System POLY SYNC 20 USB/Bluetooth smart Speakerphone CALISTO 5300 Personal Bluetooth speakerphone POLY STUDIO P5 Professional Webcam Our product specialists can help you find the right mix of solutions for your workforce and advise you on current offers and free trials. 6 Products
- 7. IN THE CALL CENTER ENCOREPRO 700 SERIES Customer Service Headset VVX 350 6-Line, Mid-Range IP Desk Phone SAVI 8200 OFFICE AND UC WirelessDECT™ HeadsetSystem ENCOREPRO 500 SERIES Customer Service Headset SAVI 7300 OFFICE SERIES Ultra-SecureWirelessDECT™ HeadsetSystem POLY STUDIO P5 Professional Webcam Our product specialists can help you find the right mix of solutions for your workforce and advise you on current offers and free trials. 7 Products
- 8. POLY STUDIO X50 All-In-One Video Bar G7500 Video Conferencing System EAGLEEYE DIRECTOR II High-Performance HD Video Camera G40-T RoomSystem for MicrosoftTeams TRIO C60 Smart ConferencePhone IN THE CONFERENCE ROOM Our product specialists can help you find the right mix of solutions for your workforce and advise you on current offers and free trials. 8 ® POLY SYNC 60 USB/Bluetooth Smart Speakerphone for Conference Rooms Products
- 9. POLY STUDIO X30 All-In-One Video Bar POLY STUDIO X50 All-In-One Video Bar POLY STUDIO Premium USB Video Bar TRIO 8300 Smart ConferencePhone Our product specialists can help you find the right mix of solutions for your workforce and advise you on current offers and free trials. 9 IN THE HUDDLE SPACE POLY SYNC 60 USB/BluetoothSmart Speakerphone for conferencerooms Products
- 10. S 10 SWOT Poly’s innovation technology Poly end-to-end solutions Wide range of products UC platform interoperability Low bandwidth requirement Wider distribution & partner network It tools, service and support Poly teleconferencing business model can be easily replicated Solution cost - may not be affordable for all businesses Growing market size and evolving preferences of consumers Hybrid working to stay long Consumer hardware not keeping pace with the needs of business Impact on key industries Healthcare | Education | Government | Enterprise & SME’s Rapid change in technology Cheap Chinese products US china trade relations Threats of new entrants because of reducing costs and increasing efficiencies E-commerce platforms Severe competition from other brands O w T
- 11. 11 Market Overview: Competition The video conferencing market in MEA was valued at $619.5 million in 2019 and is projected to reach $1.2 Billion by 2027; it is expected to grow at a CAGR of 7.9% from 2020 to 2027. The global video conferencing market is projected to grow from $6.28 billion in 2021 to $12.99 billion in 2028 at a CAGR of 10.9% during forecast period 2021-2028
- 12. 12 Market Overview: Partners & Distribution BMTS Cell Information Technology Vector Digital Systems L.L.C Intertec Systems LLC Digital tech LLC Panacor Technologies LLC Tawasul Audio Visual Polymedia RAH Infotech Techmind Solutions LLC Webstream Communications LLC UK Infotech International LLC AL Roustamani Telematics Avientek FZE
- 13. 13 Why Polycom ? 7 Reasons to Choose Poly Video Conferencing Easy to Use Open and Interoperable Best TCO Investment Protection Broad Range of Solutions and Delivery Options Enterprise-level Security and Carrier-grade Scalability Poly + Ecosystem = Most Complete Solution Low Band width requirement OEMs Bandwidth Comments Poly 64 Kbps CIF (176 x 144) 128 Kbps 4CIF/ SIF @30fps 512 Kbps HD720p @30fps 832 Kbps HD720p @60fps 1 Mbps HD1080p @30fps 1740 Kbps HD1080p @60fps 2048 Kbps 4K, @30 fps(TX & RX) Blue Jeans 1.6 Mbps Max Bandwidth Supported 384 Kbps Recommended Min Bandwidth 1 Mbps Avg Bandwidth from Browser Endpoints Lifesize 600 Kbps 720p30 1.2 Mbps 1080p30 3 Mbps 4K
- 14. 14 How to strength Poly business ? Strengthen Ingram Polycom business by working with key partners and wining their business. Increasing the partner breadth quarter on quarter. Enabling more partner to the Poly business in Middle east. Partner training and development for Poly business, doing POC for the partner. Engaging with marketing team to create marketing promos to keep the partners motivated to do the poly business. Align with marketing teams to generate quality leads through digital channels. Working closely with vendor to win large complex opportunities. Conduct sales seminars with partners to keep them informed with product, offers, promotions, sales targets & discuss trends and opportunities. Activating dormant partners and onboarding new would be a task on list.
- 15. 15 Conclusion With more and more employees working from home after the pandemic the need for remote collaboration has increased exponentially. Giving rise to opportunities across multiple sectors. Poly’s product portfolio has some great advantages, coupled with the right sales strategy and proactive sales channel, this opportunity can be leveraged and can result into significant business.
Editor's Notes
- Hi Afreen, it is good to connect with you again , thanks for the opportunity, I have prepared a couple slide to showcase the poly business in middle east region Here we can start.
- So theses are the key agendas that will be discussed in the upcoming slides. Before we start about the poly & its offerings, let us have a quick overview of the current trends in the audio video conferencing industry pre & post covid-19 And what different industry experts have to say.
- As per the Gartner reports, Hybrid working structure is going to stay for long work from anywhere is the new way for majority of companies after this pandemic. The reports say, 34 % of employees worked from home before the pandemic & now 70 % of employees work from home . 74% of CFOs intend to shift some employees to remote work permanently, according to Gartner, some big names in the corporate world like cisco & LinkedIn have already started permanently working from home. 30% of companies say that a right cloud collaboration tools can improve company productivity. Companies have massively saved on travel cost and are starting to look for UC collaboration tools & homes will be having with a dedicated workspaces. Industry experts have also shown a concern regarding the built-in laptop cameras and microphones they say it is fine for chatting with friends, but poor video quality and background noise provide a sub-optimal experience when talking to a client, customer, patient, or a student. So both hardware & software upgrade will be key for every business in this pandemic. So thse were some numbers from experts, let us move now to what poly is about.
- Earlier know as Plantronics and now poly after followings it acquisition of polycom. It is an American electronics company which is know for developing voice, video, content collaboration and communication technology. They have move than 950 technology patents that define there supremacy in the collaboration and communication field. In this pandemic they have unleash the true value of human collaboration. In order to make this happen , poly come with a wide range of products which makes them customer choice and also is there USP in the market. So let have have a look at different range of products we got.
- These are some of the products which enable employees to communicate professionally whether in a central office or their home office. They make it simple to connect and collaborate with the highest standards, no matter where they work. Moving ahead……
- We have arrange of products called on the GO , these mobile solutions provide unmatched noise cancellation and the highest audio quality possible so your employees can sound professional no matter where business takes them.
- Now when it comes to customer engagement, your call center is the voice of your company. These products Enable the crystal-clear communication experience which enables customer service representatives with the highest quality interaction possible.
- Companies most important conversations take place in the conference room. With a hybrid work mode and pandemic these products make it easy for everyone to connect and communicate while maintaining safety with automatic production rules and simple one-touch and voice-activated interfaces.
- From unplanned brainstorms to weekly check-ins with remote coworkers, these help your employees have big conversations in even the smallest of spaces. with such a powerful range of products we can beat any product or competition in the market but is enough to have a good product? Let us see from SWOT analysis what strength, weakness, threats and opportunities we hold.
- So here is our swot , starting with strengths poly leads in innovation an technology. New features like POLY NOISEBLOCKAI which uses advanced machine learning algorithms to identify and remove unwanted noise caused by loud typing, paper shuffling, and noisy hallways. The other one is POLY PRESENTER TRACKING which helps to focus on the active talker and follow them around the room automatically, keeping them in the middle of the camera view at all times. POLY AUTOMATIC SPEAKER FRAMING by this technology it is possible to frame and zoom the camera on the active speaker(s) in the conference room, switching automatically as different participants are talking. ACTIVE NOISE CANCELLATION Eliminate background sounds before they even reach the ear. ALEXA FOR BUSINESS INTEGRATION this Allow users to ask Alexa for Business to join your meetings without ever pressing a button. This safe and convenient innovation brings the voice command world of the future to today’s boardrooms and on-the-go professionals. poly offer solutions for every workstyle and workspace, including headsets, video devices, desk and conference phones, management software, Integration with key UC platforms and global service support. Making it the best choice to buy. We have a wide range of products in our portfolio from desk to conference rooms and to call centers meeting all customer needs. UC platform interoperability , if we see todays world now runs on unified communications. Not only platforms like Microsoft Teams, Zoom, GoToMeeting, and many others make it possible to connect with customers and coworkers, but during the pandemic, these were critical in keeping many businesses operational. Poly solutions provide standards-based interoperability, it gives workforce the flexibility to switch between UC platforms easily. In addition, Poly devices natively integrate with both Microsoft Teams and Zoom, the two leading UC platforms. This makes it simple for employees to move from one device to the next with a consistent user interface. Low bandwidth requirement – poly requires a 50% lesser bandwidth for HD video conferencing as compare to others, the minimum speed required is 64kbps and 720p HD resolution can work on 512 kbps bandwidth. Wider distribution and partner network gives an edge to poly when it comes to making product and services available in every part of the world, making customer to avail from poly service & support from any part of the world. Poly solutions can be self managed by enterprise IT, or remotely monitored and managed by Poly, they can also provide remote or on-site high touch expert services to help IT teams set up, manage, monitor, and troubleshoot an end-to-end suite of devices. Poly business model can be easily replicated even with the number of patents and copyrights the company possess. The intellectual property rights are very difficult to implement in the industry that Poly operates in thus making in difficult to stop start ups disrupting markets at various levels. Poly solution cost may not be affordable for everyone making it easier for businesses to adapt an alternate. When it comes to opportunities, this pandemic has turned the tables for AV conferencing market, the market is growing and as projected by experts it is expected to grow by rate of 10% YOY. Plus work from anywhere has becoming a new norm and consumer preference are changing that creates an opportunity for poly to tap more business. Hybrid working is going to stay longer and demand for collaboration tools is going to increase. Consumer hardware's are not keeping pace with the business needs, as per industry experts built-in laptop cameras and smartphone microphones are fine for chatting with friends, but poor video quality and background noise provide a sub-optimal experience when talking to a client, customer, patient, or a student this making poly more relevant to the business . We all have been impacted by COVID-19 in some way. However, the healthcare, education sectors and central government agencies have been transformed by it, and it’s creating new realities for the way people connect, communicate, and collaborate. Technology is the driving force to help Enterprise & SME’s and their workforces to adapt. Hospitals are using telemedicine to with patients, psychiatrists are having phone and video calls to check in with patients and keep tabs on their mental health. Medical schools and teaching hospitals are running remote classes on surgical techniques. Elementary schools, high schools and colleges moved from class rooms to home But the shift to hybrid has exposed technology gaps and other difficulties that make learning and teaching from home challenging. Enterprise and SME’s is the main opportunity restricted business travel, less physical meetings and hybrid work is keeping mid & top management busy with video call making critical business decisions, with a reduction in travel cost GM’s, CFO’s and CEO’s are moving to high quality AV conferencing solutions for there personal cabins. Threats……. This was our SWOT now let us move to video conferencing market in MEA, who are our competitors, distributors and partners.
- video and workplace collaboration systems need to be easy to use and manage. And, they need to deliver great experiences across every work environment, from immersive theater to conference room to work and home office to mobile video on a tablet or smartphone. Advantages of video communication technologies to bring people together – not keep them apart. We live in a world of multi-vendor environments where interoperability is critical. In a recent global survey 60% of respondents said they "primarily use" more than one vendor's equipment or software to videoconference; 32% use three or more. What businesses don't want is a bunch of video islands separated by unbridgeable technologies. And this is where poly does its job businesses are looking for systems and services that should go in fast without requiring forklift upgrades or costly gateways. They should minimize network consumption to be more scalable at a lower cost. And they should provide cloud-based service options to be affordable for smaller organizations thus making it best when it comes to total cost of ownership Systems and services need to be backward- and forward-compatible to protect existing investments. Poly provide native integration into popular UC platforms including Microsoft, IBM, HP, Cisco, Avaya, and zoom, for both forward- and backward-compatibility with millions of systems without expensive gateways or added network complexity. Video and workplace collaboration needs to be universally accessible, connecting any number of people across any network, protocol, application, or device with the highest quality, reliability, availability, flexibility, security, and manageability "Polycom has the best combination with Microsoft & zoom, which is a unique differentiator in the market. Now we know the market we have opportunity to sell we know the competition we have the product and we have the reasons why customer should go with poly. Now the question would we win this business and strength it?
- In order to build up the Ingram poly business we be closely working with the key partners and ensuring they do business with Ingram. We will increase the scale of partner quarterly and enable more partners in middle east that would be actively doing poly business with Ingram. My focus after H2 would be to make exclusive poly Ingram partners rather than having multi completion partner. I will focus on Partner training and development in poly business. I will engage and align with the marketing teams to create promos, incentive and financial schemes. Moreover I will support the partners with quality lead generation and closing the deals.
- COVID-19 increased the need for remote collaboration, exponentially Engagement with top partners in Middle east Signing new partners & activating the dormant partners. Training & development support for the partners by offering product demonstrations. Nurture existing partners for future selling opportunities. Actively align with partner sales teams. Cold calling and prospecting leads for partners supporting them in revenue generation. Invest in sales development and team-building. Keeping a track of average deal size, average sales cycle length, lead to deal conversion rate, calls per day per rep, and the number of deals in the pipeline Maintain a high-quality pipeline by eliminating unqualified leads. Monitoring competition offerings and margins at partner level