2015 Global Installed Audio Conferencing Enabling Technology Leadership Award

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1 2015 Global Installed Audio Conferencing Enabling Technology Leadership Award 2015

2 Contents Industry Challenges... 3 Technology Leverage and Customer Impact... 3 Conclusion... 5 Significance of Enabling Technology Leadership... 6 Understanding Enabling Technology Leadership... 6 Key Benchmarking Criteria... 7 Best Practice Award Analysis for Biamp... 7 Decision Support Scorecard... 7 Technology Leverage... 8 Customer Impact... 8 Decision Support Matrix... 9 The Intersection between 360-Degree Research and Best Practices Awards... 9 Research Methodology About Frost & Sullivan Frost & Sullivan We Accelerate Growth

3 Background and Company Performance Industry Challenges Audio conferencing endpoints are increasingly playing a key role in complementing the video conferencing experience for users. The significance of integrating intelligent and professional audio with a visual layout is evident in the key challenges outlined below: Typically, video conferencing is bandwidth-intensive and as a result, leaves the enterprises IT team with the immense task of managing and distributing the network load appropriately. Therefore, it is essential to use intelligent and network-linked audio conferencing equipment for effective management of audio, video and data traffic on the network along with other IT infrastructure. A lack of interoperability with other conference phones and video conferencing devices is one of the key concerns that vendors need to address while building their products. Without interoperability, there emerge different islands of communication, which significantly degrades the user experience and reduces the overall value of conferencing solutions. Plus, the need to integrate conferencing endpoints with Unified Communication (UC) is becoming critical for developing smart and modern workplaces. Based on its independent analysis on this market, Frost & Sullivan is convinced that Biamp has successfully addressed all of these industry challenges thanks to its technological acumen and continuous delivery of products that are of exceptional quality in the market. Technology Leverage and Customer Impact Commitment to Innovation In a technology-intensive industry, it is increasingly important to stay at the forefront of innovation and continuously incorporate the latest technologies when developing new products. Biamp s innovation in networked Audio-Visual has disrupted the entire installed audio conferencing endpoint industry. Biamp focuses on tightly integrating audio visual components with the enterprises IT network. It has chosen to follow the open standard Audio Video Bridging (AVB) for transporting the data traffic natively over ethernet. The AVB standard, introduced by IEEE in 2011, enables ethernet protocols on Layer 2 to dynamically manage the data traffic as per an enterprise's bandwidth needs. It not only allows for transparency in measuring the bandwidth needed for transporting audio and video, it also accounts for scalability in meeting multitudes of conferencing environments. Thus, Biamp's networked audio conferencing endpoints are tailored to offer the best possible performance, but with reduced congestion on the networks. Frost & Sullivan We Accelerate Growth

4 Stage Gate Efficiency Biamp delivers stage gate efficiency through end-to-end product development. Biamp has been successful in taking the onus of design, development and delivery of hardware solutions and software applications. In terms of design, Biamp has a very friendly interface that enables users to operate its endpoints easily. As part of product development, the company has proprietary voice enhancement algorithms and hardware that go a long way in delivering exceptional sound quality. Its endpoints are compliant with a wide variety of industry standards and protocols and hence the endpoints can be effectively managed by users. The networked Audio Visual architecture simplifies the setup of communication infrastructure in enterprises and it also promotes scalability as per needs. In terms of delivery, its products are capable of detecting and mixing relevant voice signals and then distributing them to the desired location. Commercialization Success Biamp has a wide reach in the global installed audio conferencing endpoint market catering to customers across a variety of industries. It has deployed its endpoints in more than 10,000 locations. Some of its successful installations include deployments in: Sydney Olympic Park Athletic in Australia, Princess Nora bint Abdul Rahman University in Saudi Arabia, St. Vincent Medical Center in the USA. Due to its tremendous focus on networked AV, Biamp s go-to-market has been to build a strong ecosystem of IT and UC partners. To serve its growing base of customers worldwide, Biamp continues to expand its partner network in A few of its key collaborations include its alliance with ATEC Pro, BG Media Solutions and Interconnect Sales a long-standing partner that has been co-working with Biamp s engineering team. On the UC front, it has validated its products inter-operability with Cisco, Avaya, ShoreTel and Mitel. Frost & Sullivan firmly believes that Biamp s collaboration strategy has be critical in establishing a wide reach amongst its customers. Application Diversity Entering the landscape that caters to mid to large size board rooms, Biamp carved a niche for itself by penetrating into the large scale professional audio communication space. Its products address a variety of user groups as follows: Board rooms and conference centers Airports Hospitals Courtrooms Performing arts and Stadiums Frost & Sullivan We Accelerate Growth

5 Educational facilities Leisure venues Biamp s audio processing and distribution platforms offer considerable flexibility, enabling the customization of these audio solutions for a multitude of applications. Customer Ownership Experience Biamp provides a superior ownership experience through its highly efficient and scalable solutions with superior audio quality. The company illustrated this through its deployment in the Governor George Deukmejian courthouse in California in The project involved revamping the entire facility for want of better and safe infrastructure including the audio visual solutions. The new facility with an area of 50,000 square feet has around 31 courtrooms, administrative departments and offices of related judicial agencies. Biamp s Tesira and Audia digital audio platforms proved to be the best fit to serve such a massive infrastructure and to facilitate smooth audio communication across the facility. In addition to providing users with the flexibility to use multiple protocols such as AVB, CobraNet and Dante as part of a single chassis, the platforms also provided the much needed audio routing to cater to the entire expanse of courtroom. Because the company stays 'cutting edge' when it comes to technological innovation, Biamp has become the preferred vendor for large scale installations. Brand Equity Biamp has established a competitive position by focusing on large scale professional audio conferencing installations. The company s background of being a pioneer in sound reinforcement technologies has augmented its presence and given it the required push in the networked audio processing and distribution platforms industry. Biamp has managed to win customers by establishing a strong relationship with its partner ecosystem. The company also places great importance on nurturing open standards for communication. It is one of the key members of the AVnu alliance, which is an industry consortium that works on certifying Audio Video Bridging (AVB) products for interoperability. Strong brand value is essential for staying competitive in the market and Frost & Sullivan's research shows that Biamp's abundance in brand value has played a major role in the company's growth in the installed audio conferencing endpoint market. Conclusion Being a late entrant in the market, Biamp s ability to innovate has been paramount in the company becoming the key technology enabler in the installed audio conferencing market. The company s focus on end-to-end product development and its strong partner ecosystem has bolstered its positioning in the market. Because of its strong overall performance, Biamp is recognized with Frost & Sullivan s 2015 Enabling Technology Leadership Award. Frost & Sullivan We Accelerate Growth

6 Significance of Enabling Technology Leadership Ultimately, growth in any organization depends upon customers purchasing from your company, and then making the decision to return time and again. In a sense, then, everything is truly about the customer and making those customers happy is the cornerstone of any long-term successful growth strategy. To achieve these goals through technology leadership, an organization must be best-in-class in three key areas: understanding demand, nurturing the brand, differentiating from the competition. This three-fold approach is explored further below. Understanding Enabling Technology Leadership Product quality (driven by innovative technology) is the foundation of delivering customer value. When complemented by an equally rigorous focus on the customer, companies can begin to differentiate themselves from the competition. From awareness, to consideration, to purchase, to follow-up support, best-practice organizations deliver a unique and enjoyable experience that gives customers confidence in the company, its products, and its integrity. Frost & Sullivan We Accelerate Growth

7 Key Benchmarking Criteria For the Enabling Technology Leadership Award, we evaluated two key factors Technology Leverage and Customer Impact according to the criteria identified below. Technology Leverage Criterion 1: Commitment to Innovation Criterion 2: Commitment to Creativity Criterion 3: Stage Gate Efficiency Criterion 4: Commercialization Success Criterion 5: Application Diversity Customer Impact Criterion 1: Price/Performance Value Criterion 2: Customer Purchase Experience Criterion 3: Customer Ownership Experience Criterion 4: Customer Service Experience Criterion 5: Brand Equity Best Practice Award Analysis for Biamp Decision Support Scorecard To support its evaluation of best practices across multiple business performance categories, Frost & Sullivan employs a customized Decision Support Scorecard. This tool allows our research and consulting teams to objectively analyze performance, according to the key benchmarking criteria listed in the previous section, and to assign ratings on that basis. The tool follows a 10-point scale that allows for nuances in performance evaluation; ratings guidelines are illustrated below. RATINGS GUIDELINES The Decision Support Scorecard is organized by Technology Leverage and Customer Impact (i.e., the overarching categories for all 10 benchmarking criteria; the definitions for each criteria are provided beneath the scorecard). The research team confirms the veracity of this weighted scorecard through sensitivity analysis, which confirms that small Frost & Sullivan We Accelerate Growth

8 changes to the ratings for a specific criterion do not lead to a significant change in the overall relative rankings of the companies. The results of this analysis are shown below. To remain unbiased and to protect the interests of all organizations reviewed, we have chosen to refer to the other key players in as Competitor 2 and Competitor 3. Measurement of 1 10 (1 = poor; 10 = excellent) Enabling Technology Leadership Technology Leverage Customer Impact Average Rating Biamp Competitor Competitor Technology Leverage Criterion 1: Commitment to Innovation Requirement: Conscious, ongoing adoption of emerging technologies that enables new product development and enhances product performances Criterion 2: Commitment to Creativity Requirement: Technology is leveraged to push the limits of form and function, in the pursuit of white space innovation Criterion 3: Stage Gate Efficiency Requirement: Adoption of technology to enhance the stage gate process for launching new products and solutions Criterion 4: Commercialization Success Requirement: A proven track record of taking new technologies to market with a high rate of success Criterion 5: Application Diversity Requirement: The development and/or integration of technologies that serve multiple applications and can be embraced in multiple environments Customer Impact Criterion 1: Price/Performance Value Requirement: Products or services offer the best value for the price, compared to similar offerings in the market Criterion 2: Customer Purchase Experience Requirement: Customers feel like they are buying the most optimal solution that addresses both their unique needs and their unique constraints Criterion 3: Customer Ownership Experience Requirement: Customers are proud to own the company s product or service, and have a positive experience throughout the life of the product or service Frost & Sullivan We Accelerate Growth

9 Customer Impact BEST PRACTICES RESEARCH Criterion 4: Customer Service Experience Requirement: Customer service is accessible, fast, stress-free, and of high quality Criterion 5: Brand Equity Requirement: Customers have a positive view of the brand and exhibit high brand loyalty Decision Support Matrix Once all companies have been evaluated according to the Decision Support Scorecard, analysts can then position the candidates on the matrix shown below, enabling them to visualize which companies are truly breakthrough and which ones are not yet operating at best-in-class levels. High Biamp Competitor 3 Competitor 2 Low Low Technology Leverage High Frost & Sullivan We Accelerate Growth

10 The Intersection between 360-Degree Research and Best Practices Awards Research Methodology Frost & Sullivan s 360-degree research methodology represents the analytical rigor of our research process. It offers a 360-degree-view of industry challenges, trends, and issues by integrating all 7 of Frost & Sullivan's research methodologies. Too often, companies make important growth decisions based on a narrow understanding of their environment, leading to errors of both omission and commission. Successful growth strategies are founded on a thorough understanding of market, technical, economic, financial, customer, best practices, and demographic analyses. The integration of these research disciplines into the 360-degree research methodology provides an evaluation platform for benchmarking industry players and for identifying those performing at bestin-class levels. 360-DEGREE RESEARCH: SEEING ORDER IN THE CHAOS Frost & Sullivan We Accelerate Growth

11 Best Practices Recognition: 10 Steps to Researching, Identifying, and Recognizing Best Practices Frost & Sullivan Awards follow a 10-step process to evaluate Award candidates and assess their fit to best practice criteria. The reputation and integrity of the Awards are based on close adherence to this process. STEP OBJECTIVE KEY ACTIVITIES OUTPUT 1 Monitor, target, and screen Identify award recipient candidates from around the globe Conduct in-depth industry research Identify emerging sectors Scan multiple geographies Pipeline of candidates who potentially meet all bestpractice criteria 2 Perform 360-degree research Perform comprehensive, 360-degree research on all candidates in the pipeline Interview thought leaders and industry practitioners Assess candidates fit with best-practice criteria Rank all candidates Matrix positioning all candidates performance relative to one another 3 Invite thought leadership in best practices Perform in-depth examination of all candidates Confirm best-practice criteria Examine eligibility of all candidates Identify any information gaps Detailed profiles of all ranked candidates 4 Initiate research director review Conduct an unbiased evaluation of all candidate profiles Brainstorm ranking options Invite multiple perspectives on candidates performance Update candidate profiles Final prioritization of all eligible candidates and companion best-practice positioning paper 5 Assemble panel of industry experts Present findings to an expert panel of industry thought leaders Share findings Strengthen cases for candidate eligibility Prioritize candidates Refined list of prioritized award candidates 6 Conduct global industry review Build consensus on award candidates eligibility Hold global team meeting to review all candidates Pressure-test fit with criteria Confirm inclusion of all eligible candidates Final list of eligible award candidates, representing success stories worldwide 7 Perform quality check Develop official award consideration materials Perform final performance benchmarking activities Write nominations Perform quality review High-quality, accurate, and creative presentation of nominees successes 8 Reconnect with panel of industry experts Finalize the selection of the best-practice award recipient Review analysis with panel Build consensus Select winner Decision on which company performs best against all best-practice criteria 9 Communicate recognition Inform award recipient of award recognition Present award to the CEO Inspire the organization for continued success Celebrate the recipient s performance Announcement of award and plan for how recipient can use the award to enhance the brand 10 Take strategic action The award recipient may license the award for use in external communication and outreach to stakeholders and customers Coordinate media outreach Design a marketing plan Assess award s role in future strategic planning Widespread awareness of recipient s award status among investors, media personnel, and employees Frost & Sullivan We Accelerate Growth

12 About Frost & Sullivan Frost & Sullivan, the Growth Partnership Company, enables clients to accelerate growth and achieve best in class positions in growth, innovation and leadership. The company's Growth Partnership Service provides the CEO and the CEO's Growth Team with disciplined research and best practice models to drive the generation, evaluation and implementation of powerful growth strategies. Frost & Sullivan leverages almost 50 years of experience in partnering with Global 1000 companies, emerging businesses and the investment community from 31 offices on six continents. To join our Growth Partnership, please visit Frost & Sullivan We Accelerate Growth

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