polycom keynote
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Intellectual Property
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Andy MillerPresident and CEO
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ScanSource Polycom Global Distributor of the Year
ScansourceGlobal Distribution
Partner
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Our Vision
Make it possible for millions of people
to use video collaboration as their
preferred method of communicating –
easily, reliably and securely –
regardless of network, carrier, protocol,
application or device.
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Our Unique Approach
Only through open standards and
native interoperability can all these
disparate parts work together
seamlessly.
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Industry Trends Driving Video Adoption and UC
Accelerate innovationSpeed decision making
Drive Customer IntimacyOutpace the Competition
Freedom to Work from Anywhere Explosion in Mobile Devices Social Networking Time and Economic Pressure for Efficient Travel Mission Critical Need to Connect Face to Face in RealTime To:
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Huge Market Opportunity
UC InfrastructureMarket
Mobility
Cloud Delivery
Social Connectedness
Growing to by 2015 (Gartner 2011)$17B
60M tablets sold in 2011
900M tablets and 1B+ smartphones by 2015
60M900M 1B+
$41B today to $241B by 2020; $5B for hosted UC “By 2012, 40% of enterprises will adopt a blend of cloud and premises-based delivery options to meet UC needs.”
$41B $241B $5B
750 on Facebook Business social platforms will grow
400% to $3 billion in 2015
750M400%
$ “80% of Fortune 100 deploying iPad and iPhones”
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The Time is Now!
Desktop videoconferencing
Traditional room-based videoconferencing
Enterprise IP video for internal use(e.g., training, demos
HD room-based videoconferencing
Telepresence
Base: 1,992 IT decision-makers responsible for network and telecom technology and/or services
Source: Enterprise and SMB Networks and Telecommunications Survey, North America and Europe, Q1 2010
“What are your firm’s plans to adopt the following video technologies?”
Implemented Planning to implement Interested, but no plans
28% 29% 27%
51% 9% 13%
25% 19% 27%
27% 16% 27%
16% 13% 32%
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Winning Together: Polycom + ScanSource
SME Enterprise State
End User
Reseller
Solution Polycom RealPresence Platform and Microsoft Lync
Polycom RealPresence Platform and Microsoft Lync
Polycom RealPresence Platform
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7 Differentiators for Winning Together
Open Standards and Interoperable
1 Polycom Solutions are Easy to Use
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3 Best TCO: Up to 50% less bandwidth
Backwards and forwards compatible4
5 Range of solutions (immersive, room, desktop, mobile) /delivery options (cloud and premises based)
Enterprise Level Security and Carrier Grade Scalability6
7 Software Platform embraced and extended by a broad ecosystem for the most complete UC solution – channel and POCN partners
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Polycom Software Strategy: Putting the “Unified” in Unified Communications
With The Polycom RealPresence Platform
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UC Investments must work together· Customers want choice: multi-vendor, best-of-breed products
Investment protection· For legacy products vs. forklift upgrades – backward compatibility required· For new standards, protocols, applications, devices – forward compatibility
required
No one-size-fits-all delivery· Premises, hosted, cloud options required· Mobility and Social Networking require cloud-based delivery of video
services
Single management solution for IT· To provision, deliver and monitor video solutions from mobile to desktop to
room systems
Customer Pain Driving Need for a Platform
14Polycom Software Strategy │ September 2011
Polycom: From Platform to Endpoints
Core Networking & Security
Polycom® RealPresence™ Platform
Software for secure video capture, content
management, administration and
delivery
Software that easily and securely connects video
participants in and outside the firewall and
optimizes for a best collaboration experience
Software for multi-tenancy and massive
scale, redundancy and resiliency – up to 25,000
concurrent calls and 75,000 devices
Software to centrally manage, monitor and
deliver video collaboration across your organization
SocialIM/Presence Call ControlVideo
Collaboration Mobility
Services
Software for multipoint video, voice and
content collaboration that connects the most
people at highest quality and lowest cost
Video Content Management
Universal Access and Security
Virtualization Management
Video ResourceManagement
Universal Video Collaboration
Web Conferencing Other Apps?
DMACMARMX AccordentVBP
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Interoperates With Broad Ecosystem
Core Networking & Security
Polycom® RealPresence™ Platform
Software for secure video capture, content
management, administration and
delivery
Software that easily and securely connects video
participants in and outside the firewall and
optimizes for a best collaboration experience
Software for multi-tenancy and massive
scale, redundancy and resiliency – up to 25,000
concurrent calls and 75,000 devices
Software to centrally manage, monitor and
deliver video collaboration across your organization
SocialIM/Presence Call ControlVideo
Collaboration Mobility
Services
Software for multipoint video, voice and
content collaboration that connects the most
people at highest quality and lowest cost
Video Content Management
Universal Access and SecurityVirtualization
Scaling
Video ResourceManagement
Provisioning
Universal Video Collaboration
Bridging
Web Conferencing Other Apps?
Media ManagementB2B & B2C
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Multiple Delivery Options
Private Cloud Public CloudOn Premises
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Through Open Video Cloud Services
Leading the Open Visual Communications Consortium™ (OVCC)™
services· World’s largest public cloud exchange
· Consortium of 14 global Service Providers across six continents and growing
· Enables simplified, secure calling for B2B and B2C customers
Making UC video calls as ubiquitous as a phone call, opening the door to:· Faster knowledge transfer and decision
making
· Easier collaboration with partners, suppliers and customers
· Game-changing applications in Education, Healthcare, Government and Business
Extending UC to millions worldwide through private, public and hybrid options
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OVCC Value PropositionAny Vendor Any DeviceAny Network
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Polycom’s B2B Strategy: 3 Step Approach
Support
An agreement to establish technical methods and commercial policies necessary for each member to share and exchange video between each other as a consistent service
Enable Growth and Scale
Arm the service providers with the solutions, services, options needed to deliver the OVCC baseline service
Promote intercompany video-enabled communication across the Polycom customer base driving increased demand and overall adoption
Lead OVCC
A telecom consortium comprised of mutually-interested service providers, MSPs, and manufacturers
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Video collaborate with a click · Schedule, join, record and playback multi-party voice, video and content sharing meetings with
just a click – right from within Lync, Outlook, SharePoint or Sametime
Extend business reach · Develop deeper relationships with customers and partners with secure high-quality video
communication
Rely on face-to-face collaboration from anywhere · All sessions, whether planned or ad-hoc, connect and stay connected even during peak periods
with the sharpest and richest HD voice, video and content
Dial with ease · Simple, unique single dialing plan software technology for voice and video endpoints makes
connecting with peers quick and easy
Create and share rich media · Capture, create and publish straight from the desktop, mobile device or conference room with
YouTube simplicity and enterprise-grade HD quality
Benefits of Platform for End Users
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Increased Share of Wallet· Integration with open standards-based communications applications
· Shift from selling point products to selling an end-to-end communications infrastructure
Increased Customer Loyalty · Trusted advisor relationship-building with CXO
· Customer investment protection, with forward/backward compatibility across apps, call control systems, endpoints
Enhanced Revenue Opportunity· Simplified messaging accelerates decision making
· Creates new opportunities – through standards-based infrastructure delivered on-premises, hosted, or with service providers from the ‘video cloud’
· Higher-value sales and account “stickiness” – significant up-sell and cross-sell
Enhanced Margin Opportunity· Increased service renewals and enhanced professional service & consulting offerings
· Hosted and managed services
Benefits of Platform For Your Business!
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Revolutionize how people work Phenomenal customer response to Polycom Beta Trial RealPresence Mobile + RealPresence Platform
· Pro Edition leverages all platform features in mobile environment
Only true enterprise software solution · For End Users: BYO tablet and enjoy reliability, security, lifelike quality you expect from Polycom
· For IT: provisioning, management, interoperability, firewall traversal and the industry’s highest level of scalability
Pull Through for RealPresence Platform and endpoints
New! Polycom RealPresence Mobile
Ships October 11
Galaxy Xoom IPad
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Together: Transforming Unified Communications
From
Point products
IT managers
Tactical selling
Sales transaction
To
Platform
CXO and LOBs
Strategic solution selling
Trusted Advisor relationship
ASPs
Profitability
Relevance
Differentiation
>
Yields Increased
>
>
>
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Our Commitment to You. Our Ask of You.
Lead with the “Platform”
CompeteTo Win
EmpowerYour Team
Robust Training Curricula to Support Your Development
Partner Resource Center Case Studies & Collaterals
RealPresence Platform Incentives
Leverage Polycom Go-to-Market Teams
Choice Partner Program
Leverage ScanSource Value Add Distribution
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THANK YOU
Andy MillerPresident and CEO
4750 Willow Rd. Pleasanton 94588California