Download - BC Summit Vendor Landscape 2016
The UC&C Vendor LandscapeAnnual Summit Review of the
Strengths & Cautionsfor Industry Leaders
Blair Pleasant, President & Principal Analyst, COMMfusionDave Michels, Principal Analyst, Buffalo Communications.
Landscape Highlights
• The UC product market is mostly mature– IP telephony, presence, phones, and mobile
– Solution life increasing
– PBX is back – Too many vendors; market consolidation continues
• Shift to the cloud continues– Enterprises moving to UCaaS
– Contact centers as a service
New and Hot 2017• CPaaS: Twilio IPO was a game changer. Cisco, ShoreTel,
Vonage, and more…. • Workstream Messaging: The new IM• Video: First year where both Cisco and Microsoft will lead
with integrated room systems. Vidyo, Logitech, Polycom, Pexip, Starleaf…
• Contact Center as a service reaching larger markets• Cloud first. Cisco, Microsoft and most UC vendors now• SDN WAN: Sometimes MPLS and OTT isn’t enough
Summit Hat Tips• Polycom• Logitech• Revolabs• Starleaf• Enghouse• Inteliquent• Masergy• Plantronics• vSpatial
• Vidyo• Kandy• AVST• ATT• Tata• AudioCodes• Nectar• Nyansa
The Landscape
• 8x8
• Alcatel-Lucent Enterprise
• Avaya
• BroadSoft
• Cisco
• Fuze
• Microsoft
• Mitel
• NEC
• RingCentral
• ShoreTel
• Unify
• Vonage Business
8x8Strengths• Robust offering, UCaaS Leadership• Accelerated midmarket & ent adoption• Integrations to Google Apps & O365• Integrated video• Full contact center offering – ECaaS• Security and compliance (HIPPA)• Int’l expansion in Europe & Asia –
added 3 data centers• 26th consecutive quarter of profitability
Cautions• Limited messaging solution • Hybrid is challenging• Contact center still not properly
integrated in with VO• Flash based collaborative client• Large scale deployments are yet
to be proven• Enough resources to support
growth & customer base?• No workstream msg solution - yet
Alcatel-Lucent EnterpriseStrengths
• Building Momentum after year of establishing independence
• Strong Telephony share Europe
• Solid UC product capabilities
• Strong focus on hospitality –creative tech and financing.
• Global
Cautions
• Effects of Chinese ownership
• Weak distribution presence in NA
• Behind in Cloud – though OT is prem, cloud, and hybrid ready.
• Rainbow delayed – coming soon. Includes workstream messaging
AvayaStrengths
• Contact Center Leadership – new: Oceana • Huge installed base • Strong midmarket solution – IP Office• Focus on Embedded comms • Developer enablement - new Breeze SDK,
Zang CPaaS– Zang Spaces – workstream messaging
• New team engagement portfolio & unified client - Equinox
• Global product and service coverage• Network offering – strong growth in fabric
Cautions• Losing market share, esp. in enterprise• Huge debt load – exploring asset sale -
no suitor in sight• Uncertain future limiting sales• Behind on cloud - confusing story• Midmarket IP Office cloud hosted by
partners - ScanSource, Carousel
• New channel program – may be good or bad
BroadSoftStrengths
• Huge global UCaaS Market Share
• Penetration outside English speaking countries
• Announcing TeamOne, CCOne, and expanding Project Tempo
• Powers Verizon OneTalk
Cautions
• Shifting to wholesale model with BroadCloud
• Many partners struggle with differentiation
• Launching “Powered by BroadSoft” branding
• Software-only
• Tends to lag on innvoation
CiscoStrengths• #1 in current year IP Telephony
revenues• Spark to glue together UC,
WebEx, Telepresence• Broadest voice & video endpoint
portfolio in industry• Voice/Video/Web conferencing
leadership • Spark Encryption model• Spark OS
Cautions
• Spark is not done
• UCC is one small part of the company
• New management may de-emphasize this lower-growth Cisco unit
• Premium pricing for most endpoints
FuzeStrengths• Track record with enterprise
• Business process integration
• Video-centric collab experience
• Rich technology platform -WebRTC, APIs
• Mature Channel Strategy
• Int'l expansion
• Funding – more development $
Cautions
• Branding – low profile, light marketing
• Small Company (<500 EE)
• Slow Adoption of Web and Video Conferencing
• Not appropriate for <200 users
• 3rd party contact center
MicrosoftStrengths• Leverages Office “anchor”• Vision is back with Satya • Both Skypes enable
intercompany federation• Very Global - major share in
127 geo-markets• Ecosystem strength - phones,
headsets, etc.• Global Conferencing service
Cautions• Third-party contact centers -- a
lot of them
• Co-opetition with resellers and providers
• Fragmented video solution with native SfB and Polycom solutions
• Strong cloud focus, but limited features on SfB Online
• Good enough SLA
MitelStrengths• Playing every angle: premises, cloud,
hybrid; wholesale, retail, supplier; managed
• Merger-driven growth: Revenue, Int’l., platforms
• Parity across premises, cloud, hybrid• Vertical offerings – APIs, partners• Adjacency expansion – Mavinir for
mobile – VoLTE• New: World Cloud – same UC features
anywhere
Cautions• Too many options &
platforms• Becoming the “consolidator”
- more acquisitions• Product roadmap
consolidation continues –uses up resources
• 3rd party for SMB cloud contact center - LiveOps
NECStrengths
• Global
• $40B revenue company
• Strong in verticals
• Broad IT portfolio (SDN, Biometrics, Servers)
• UNIVERGE BLUE building momentum
Cautions
• Weak Marketing and Analyst Outreach
• Consolidating Portfolio with 3C and SV
• Technology Lags Market
• No Workstream Messaging
RingCentralStrengths• Comprehensive - voice, UC, video,
WCC (Glip), conferencing
• RingCentral Connect - platform for integrations & workflows
• Strong marketing, good market mindshare for OTT vendor
• Self provisioning & management
• Cloud Connect – dedicated connection to RC cloud
Cautions• Third-party contact center offering • RC Meetings is separate app• Move upstream may provide
challenges • No large customers – largest is 5k• Limited language support globally –
only French & Spanish• Direct hybrid solution is difficult –
no consistent experience across onprem & cloud
ShoreTelStrengths• Established SMB/Mid market
simple premises play• Next generation common
platform released• Consistent growth and
profitability• Arguably the newest UC
platform in the industry• New CPaaS Play (Summit)
Cautions
• Unproven new product
• Sky Status and Migration unclear
• North American focus
• No workstream messaging solution
• For sale?
UnifyStrengths• Huge installed base, esp. in Europe
• Solid, flexible technology base
• First UC vendor w/ WCC (Circuit)
• Vertical expertise
• 3rd-party integrations (Fusion)
• Broader portfolio of solutions & market access via Atos
• Added Circuit Freemium model
Cautions
• North American GTM
• Significant staff reductions
• Having difficulty selling Circuit
• Continuing senior management changes
• Uses 3rd party for cloud CC
VonageStrengths• Strong marketing and brand
awareness
• Strong leadership
• 3 UCaaS Services
• Nexmo CPaaS
• Integrated MPLS and SDN WAN
• Strong OSS/BSS with (Zeus)
• Financial strength from consumer success
Cautions
• Lots of acquisitions – still internal fragmentation– SDN WAN on 1 Service
– Nexmo integrating with Vonage
• Three Contact Centers
• Predominately Voice-oriented and OTT