1. The Quiet Revolution of Visual Communications in
the Western Enterprise
Richard Norris Izmailovo Alpha
Program Manager Moscow
Wainhouse Research April 6th, 2012

2. Agenda
•
Some History
•
The Millenium Age of Conferencing (2000-now)
•
What’s happening in the Enterprise today and what’s
driving the changes
•
The Services driven future
•
Summary
© 2011 Wainhouse 2

3. Wainhouse Research Overview
•
Market research & consulting firm
–
Founded 1999
•
Focus
–
Videoconferencing, collaboration, & unified communications
•
Clients
–
End Users
–
Manufacturers
–
Channel Partners
–
Financial Community
FREE Newsletter
Wainhouse.com/bulletin
© 2011 Wainhouse 3

4. 11 Analysts
Dedicated to UC&C
Marc Beattie
Hosted Collaboration Services
Boston
Ira Weinstein
Andy Nilssen Videoconferencing Richard Norris
Personal Web-Based Collaboration Ft Lauderdale Videoconferencing
Tampa Paris
Stefan Karapetkov
Videoconferencing
San Jose
Andrew Davis
Videoconferencing
Boston
Bill Haskins
Unified
Alan Greenberg Scott Walters Communications
Distance Ed & Hosted Collaboration Denver
eLearning Services
Austin Pittsburgh
Steve Vonder Haar
Stacy Austin-Li Streaming &
Chinese UC&C Webcasting
Specialist Dallas
Madison, WI
Make Smarter Decisions

5. My Credentials
Then...
•
Global Conferencing Manager – Mars Inc.
•
Responsible for:
–
400 video end-points (26 countries)
–
6 bridges (3 x video, 3 x audio)
–
Developing/managing internal, self-service VC booking system
Now.....
• End-User focus Consultancy
• WR Events Director
• Point9 Executive Director
̶
End-User collaboration industry association
© 2011 Wainhouse 5

6. Some History

7. A Brief History of Videoconferencing Time
H323 LifeSize intros New-normal
IP video HD economics &
Alex G. Bell
technology
Earth Cisco TP Mobility
ISDN
cools & social
intro
UC & SIP
© 2011 Wainhouse 7

8. The Dark Ages: 80’s-90’s
•
Rooms were VC enabled, not people
•
Inter-operability was a distant dream
•
TDM networks – copper pipes, some
ISDN
•
EXPENSE! - $100,000+ per room
•
Nightmare to for users to understand
•
A technology only adopted by the very
determined, or the completely insane
© 2011 Wainhouse 8

9. Why did we bother?
•
Business’ were beginning to go global
•
Visionary CEO’s could understand the
competitive edge that greater collaboration
could bring
•
Pharmaceuticals could perhaps shave 6
months off the development cycles for new
drugs – worth many millions $$$
•
Always justified on travel savings but not the
real prize
© 2011 Wainhouse 9

10. The (first) New Dawn – 1996
•
Industry standards – H.320 and then H.323
changed the game
•
B2B visual communications became a
possibility
•
PictureTel Swiftsite changed the game – 1996
•
Set-top appliances brought costs down to
$10,000 per room
•
Mars
•
1989-1996: 22 units
•
1996-2000: 250 units
© 2011 Wainhouse 10

11. The post-IP Era

12. The (second) New Dawn – 2000 to today
•
IP networks removed the uncertainty of calling
•
You dial and the call goes through
•
‘No-Cost’ calling
•
IP brought videconferencing into the IT
mainstream
•
Network Managers didn’t like it
•
The videoconferencing world was now all
about set-top room systems sitting on IP
networks
•
Costs were down, reliability up.... The future
looks very good!
© 2011 Wainhouse 12

13. High Definition
•
HD gave another major boost to visual
communications
•
It made VC be what people always expected
it to look like
•
Would not be possible unless underpinned by
high speed IP networks
Lower costs
Improved
Improved HD reliability
quality
© 2011 Wainhouse 13

14. Cisco & Telepresence
•
2006 - Cisco introduces ‘immersive visual
communications’ called telepresence
•
Massive impact on the visual communications
industry – mostly because of Cisco’s
marketing
•
Telepresence started to appear in people’s
homes via TV series
© 2011 Wainhouse 14

15. Cisco & Telepresence ... Why?
© 2011 Wainhouse 15

16. The Enterprise Today

17. VC in the Enterprise Today
•
Visual Communications are now becoming
prevalent, mainstream and mission critical
•
Becoming a feature in other (UC) applications
•
Ownership of collaboration in the enterprise is
not clear
•
VC is part of IT
•
The need for greater collaboration is now
accepted but there’s great fear, uncertainty
and doubt
•
Video is now the new voice
© 2011 Wainhouse 17

18. VC in the Enterprise Today
•
Visual Communications are now becoming
prevalent, mainstream and mission critical
•
Becoming a feature in other (UC) applications
•
Ownership of collaboration in the enterprise is
not clear
•
VC is part of IT
•
The need for greater collaboration is now
accepted but there’s great fear, uncertainty
and doubt
•
Video is now the new voice
© 2011 Wainhouse 18

19. Collaboration & Mobility
•
Senior Management now accept that
collaboration and conferencing are important
to their business efficiency and effectiveness
•
The messaging from major players (their
existing partners) – MS, IBM, Avaya, Cisco
etc have reached the boardroom
•
UC & Mobility are the hottest buzzwords
•
Use of Visual Communications embedded
within other collaborative applications is
becoming widespread
© 2011 Wainhouse 19

20. Collaboration & Mobility
Source: WR Rich Media Metrics – Dec 2011
530 respondents/298 end-users
© 2011 Wainhouse 20

21. Collaboration & Mobility
Source: WR Rich Media Metrics – Dec 2011
530 respondents/298 end-users
© 2011 Wainhouse 21

22. Collaboration & Mobility
•
People are now being empowered
and NOT rooms – B I G change!
•
Collaboration is being driven down
to the user
•
Users are dictating how and where
they work
–
BYOD
–
High growth in home workers
•
Tablet PC’s with collaboration
applications are becoming common
•
Cloud services are the future
© 2011 Wainhouse 22

23. Collaboration & Mobility
000
0 0 0, s
2, 2 50 , she
br u
o ot h s e
T
in u
© 2011 Wainhouse 23

24. Collaboration & Mobility
6,900,000,000
World population
© 2011 Wainhouse 24

25. Collaboration & Mobility
... So 4.6B people
don’t own toothbrushes!!
© 2011 Wainhouse 25

26. Collaboration & Mobility
, 00 0 , 00 0
>5,0 00 c rip t i o ns
hone su b s
© 2011 Wainhouse mob ile p 26

27. Collaboration & Mobility
e opl e o wn
b le th e p ow n
> do u
ones th a n
obi le p h h e s!
© 2011 Wainhouse
m
to o t h brus 27

28. Mobility in the Enterprise

29. Where do you usually work from?
Options
Home office
Branch office
HQ
Travel & work on road
Source: WR 2011 User Survey
© 2011 Wainhouse 29

30. Old-Style Corporate Office
§ Bored workers
§ Poor motivation
§ Poor productivity
§ No creativity
§ No individuality
§ NO COLLABORATION
© 2012 Wainhouse 30

31. Times are changing
§ 20-30m US people work from
home at least 1 day/week
§ 74% increase since 2005 in US
workers working from home at
least 1 day/month
§ 61% of federal employees are
considered eligible for telework
Ø
5.2% do so on a regular
basis
Source: Telework Research Network
© 2012 Wainhouse 31

32. Source: AT&T 2010 Calculations
© 2012 Wainhouse 32

33. What increases / decreases your use of
conferencing services?
Options
Travel restrictions
Encouragement by management
Increased productivity
Budgetary reasons
Climate
Other
Source: WR 2011 User Survey
© 2011 Wainhouse 33

34. Has your use of conferencing services
changed this year versus last year?
Options
Much more
Somewhat more
About the same } >50% eo
Less
id
eb ,V
io ,W
Aud
Source: WR 2011 User Survey
© 2011 Wainhouse 34

35. So……
•
Users are spending less time in the corporate office
•
More time on the road or home offices .......
•
Using more conferencing/collaborative services
•
Using their own devices
–
iPads
–
Androids
–
Smart Phones
•
Cloud services are a natural choice
–
no Capex
© 2011 Wainhouse 35

36. Summary

37. In Summary....
-
More people, with more services, by 2014
-
>40M UCaaS users
-
>139M audio users
-
>131M web users
-
>176M video users
-
More services become cloud-based
-
More cloud-based services provide intelligent
integration
-
More intelligent integration provides a “preference
for use” and drives greater demand
© 2011 Wainhouse 37

38. Thank You
Make Smarter Decisions
Richard Norris
Tel: +44 207 023 9347
Email: richard@wainhouse.com
www.wainhouse.com