UCC Vendor Landscape 2014

Dave Michels Marty Parker Blair Pleasant

TalkingPointz UniComm Consulting COMMfusionwww.TalkingPointz.com www.UniCommConsulting.com www.COMMfusion.com

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UC Summit 2014

Landscape: Engines, Appliances, Networks, Apps

UC Engines & UX

UX Devices Collab. End Points & Apps

Mobility Devices

Carriers

Gateways & Networks

ALU Avaya AVSTCisco DigiumEsnaININMitelNEC ShoretelUnifyZeacom/Enghouse

8x8 ThinkingPhones

West

HPJabraJawboneLogitechPlantronicsPolycomSennheiserSnom

Cisco VideoLogitechPolycomRadvisionSonexisVidyo

AdobeCisco (WebEx)CitrixDolbyGoogle InterwiseMicrosoftSkypeZoom

AppleGoogle(many brands)

Microsoft(Nokia)

RIM

(US list only)ATTLevel 3SprintT-MobileVerizon+ Many others

AudioCodesAvayaCiscoExtremeHPOracleSonus

B

Strengths

• Global footprint

• Increased Asian

presence

• SP + enterprise skills

• Strong Network portfolio

– voice and data

Challenges

• N. American presence• Change with

new ownership?

• New branding inevitable

• SDN/UC

• Profitability

• Continued innovation?

B

What's New• SOLD! Huaxin Private Equity. ALUE Only• Focusing on OpenTouch• OpenTouch Suite for Cloud - Cloud service thru

partners: US ICON• New line of endpoints• Platform expansion, 5k users • New UX Clients

B

Strengths

• Large installed base• Contact Center

Leadership• Broad portfolio (SMB,

enterprise, video, networking)

• Session Manager• DevConnect partners• Managed services –

growing 100% YoY

Challenges

• Multiple product lines, UX clients

• Customer Retention• Debt & financial outlook• Direct cloud SMB sol-

ution bypasses channel• Overcoming past

channel conflict issues

M

What's New• Focus on mid-market, IP Office expansion• New cloud (managed) strategy aimed at SPs

- UCaaS, CCaaS, VaaS• New Managed Service aimed at mid market and

contact centers• Intent to consolidate UX software clients

M

Strengths

• Dominant network share• Comprehensive portfolio• Leading IP Tel share• Leading video position• Strong distribution &

channel• Cloud platform and

carrier partners• Innovative marketing

BE6K, UCL pricing, etc.• Competitive culture

Challenges

• Plateau in IP Tel sales• Decline in Telepresence• Slow SP cloud (HCS –

managed) sales • Video adoption rate• Microsoft, IBM & Google• HP, Dell & Huawei• New focus on IoT• Networking at heart

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What's New• Video room innovations

• SpeakerTrack Experience• Expressway: no VPN; Lync integration• Lower cost room systems

• Enterprise Subscription agreements• Cisco Intercloud initiative

• Cloud-centric UC roadmap, too• WebRTC and free OpenH264• Increased focus on HCS

D

Strengths

• (Switchvox)• Turnkey, simple, all-in-

one solution• Enterprise-like features at

low cost • Simplified SIP phones• Low cost cloud service

Challenges

• Digium is open source company, but Switchvoxis proprietary

• Software-based solution only sold as an appliance

• Generally confined to SMB; limited scalability

• Small, privately owned company

D

What's New• Switchvox hosted CCTR

• Very successful with its own phones

• Digium decreasing relevance

D

Strengths

• Strong social business offerings and vision

• Ability to execute on UC as CEBP in verticals

• Large base of IM/presence, e-mail

• Prof. services, account management

• IBM brand and large enterprise account base

Challenges

• Lotus brand disappearing• Lack of UC market share• No enterprise voice or

call center products• Weak SMB penetration• Poor track record with

Voice• Needs partners for full

voice capabilities

M

What's New• IBM Connections Suite

• SmartCloud portfolio

• IBM Social Business Enterprise Strategy Accelerator

• Less relevant in UC technologies

M

Strengths

• All in one solution; ease of implementation and management

• Successful cloud offerings - CCaaSdelivery model

• Business/Communication process automation

• Microsoft alliance for UC

Challenges

• All-in-one solution difficult to operate in mixed environment (no best of breed)

• Perceived as contact center vendor

• Limited UC capabilities –e.g. for conferencing, collaboration, video

B

What's New• CaaS Small Center

• eCommerce website

• Interaction Mobilizer

• Acquisition of OrgSpan

B

Strengths

• Leader in IM/presence, e-mail, productivity apps

• Growing UC share in on-prem E.V. shipments

• Office 365 cloud UC• Ecosystem strength• Free Microsoft Live & Skype• Distinct pricing models• CEBP success (behind the scenes)

Challenges

• Lync E.V. adoption rates• Lync as PBX (if an issue)• Multi-vendor solutions –

Channel voice skills/focus• IP PBX, Video Interop’n• Google, IBM, Apple • Office 365 E.V. options• 3rd party contact centers

D1

Slide 15

1 innovation? really?Blair Pleasant, 4/22/2014

What's New• New CEO• Gurdeep is back• Skype Integration - voice, video, … • SIP phones (Snom and Polycom)• Lync Online with PSTN - 2015• Possible analytics emphasis• “Universal Communications”

D

Strengths

• Merger-driven growth: doubled revenue, more internat’l, new platforms

• Virtualization leader -Server & desktop virtualization – leads to low TCO

• Strong hosted offering• Managed service

offerings

Challenges

• Product alignment with Aastra

• Brand awareness –perceived as voice and hospitality

• Channel not as savvy as product requires

• No Distribution Partnermindshare

• Profitability

D

2

Slide 17

2 is this really an issue? don't nec need distnBlair Pleasant, 4/22/2014

What's New• Acquisitions (Aastra, Oiasys, PraiieFyre, Telepo)

• Mitel MiVoice endpoint (v2)

• Vidyo Partnership (prem and hosted)

• Significant growth in hosting (retail, wholesale, platforms, private

clouds)

• Complete suite of services: (managed services, PF, PaaS, network,

OpEx models

• Hybrid Cloud Options

D

Strengths

• Vertical industry focus• Dealer-friendly cloud

service• Products available

worldwide• “#1 Global line share”

• Appliance packaging• Reputation• Hospitality and higher ed• Top to bottom Solution

Challenges

• Marketing• Revamping portfolio to

“3C” - broader skill sets required in channel

• No Distribution Partner• Video

M

What's New• 3C hosted for verticals

• Hybrid premises-cloud offerings

• SDN will be key focus with networking portfolio

• Significant updates on SV imminent

• New CEO in NEC America

• 3C is JITC Certified for military grade security

M

Strengths

• Cloud offering – M5• Customer sat

• High Net Promoter Score• Sales and Marketing• Simple deployment and

management• Mobility

Challenges

• Two Platforms• Profitability• Merging & onboarding

channels• International distribution• Video• Server virtualization• Keeping it simple with

added features

B

What's New• Closer integration between Sky and Premises

• 400 Series IP Phone

• Channel programs

• New management team

• Virtualization

• Significant focus on engineering

• Steady growth of cloud

B

3

Slide 22

3 when is the announcement?Blair Pleasant, 4/22/2014

Strengths

• Global customer base • Open design:

architecture, standards• Fusion – for integrating

3rd party apps• Mature managed cloud

offering• Aggressive pricing• Innovation in UC:

Ansible, analytics, et al.

Challenges

• Market and mindshare in N. America

• Channel in N. America• Private equity backing• New Management

M

What's New• New Leadership (many from Westcon)• New Name, Branding, Marketing

• The ‘New Way To Work’• BT Partnership • Ansible• Ansible• Ansible

M

Overall Trends• Cloud/Managed

• Video

• Mobility: BYOD

• New Endpoints

• Midmarket push• Whether moving up-

or down-market

• Simpler Bundling

• Simpler themes• UC = voice, presence,

video, and mobile

• Verticals, Analytics

• Non-traditional Options

• Subscription model

BDM

Cloud Observations

• Expanding appeal• SMBs• Segments of large

enterprises• Strategic/tactical choice for

larger enterprises• Acceptance increased by

other cloud services • Serves preference for OpEx

• Though cloud TCO is higher

• Adoption continues to grow• Expect more Hybrid options

• From simple to complex• Will become preferred for

security and reliability• Customers will demand more

integration options, APIs, customization capabilities.

• More choices are coming• Q: Adopt now, or wait?

Market Dynamics Service Evolutions

DMB

UCC Vendor Landscape 2014

Dave Michels Marty Parker Blair Pleasant

TalkingPointz UniComm Consulting COMMfusionwww.TalkingPointz.com www.UniCommConsulting.com www.COMMfusion.com

Thank you!

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