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1 INSERT COMPANY LOGO HERE 2014 Global 2013 North Enterprise American Video SSL Webcasting Certificate Solutions Product Market Leadership Award

2 Contents Background and Company Performance... 3 Industry Challenges... 3 Market Leadership of VBrick Systems... 4 Conclusion... 6 Significance of Market Leadership... 7 Understanding Market Leadership... 8 Key Performance Criteria... 8 The Intersection between 360-Degree Research and Best Practices Awards... 9 Best Practices Recognition: 10 Steps to Researching, Identifying, and Recognizing Best Practices About Frost & Sullivan Frost & Sullivan 2 We Accelerate Growth

3 Background and Company Performance Industry Challenges Webcasting has become a must-have, oftentimes business-critical feature in enterprises around the globe today. For any large enterprise with a geographically dispersed workforce, webcasting is seen as a tool that helps not only to save costs but also to train workforces, communicate with employees and partners and create efficiencies. Video, both live and on-demand, is thus being increasingly adopted by enterprises. Several technology vendors have identified the business opportunity that resides in webcasting platforms and over the years have launched their own webcasting solutions. Apart from the traditional vendors in the space like VBrick, Qumu and Haivision, companies like MediaPlatform, TalkPoint and Kontiki have had success in this market. Companies with traditional core competencies in other areas have also played in this space- for example, video conferencing giants like Cisco and Polycom, virtual events companies like ON24 and INXPO, and online video platforms like Brightcove and Kaltura. As a result, the enterprise video webcasting space is both crowded and dynamic. A number of different vendors offer a variety of different solutions- while some vendors provide point solutions that enable enterprise IT departments to build home grown solutions, others provide end-to-end platforms that power all parts of the video workflowfrom ingest to delivery and management. For many customers, this market fragmentation is confusing. The sheer number of vendors and the comparison of product and pricing models, and integration capabilities, usually make for long sales cycles. For vendors, market education is an important priority and the messaging of competitive differentiation is critical. Companies that invest in this and not only have a great product but also significant market and mind share stand to do well in the market should they constantly evolve to meet changing customer requirements. Enterprises globally have a declining tolerance for building and fostering multiple different business relationships to solve different parts of the same problem. Demand analysis suggests that enterprises would like a single platform that caters to live and on-demand video requirements, for communication with internal (employees) and external stakeholders (customers, suppliers, investors, partners). Cloud solutions and hybrid models are hugely popular because of flexibility and scalability considerations. Consequently, there is an ongoing wave of convergence- wherein most vendors in the market are building out platforms to include all of the above mentioned capabilities. Another key challenge in this market is that enterprise IT departments usually have limited budgets and video is often a second class citizen in many enterprises. Even among organizations using video few truly devise enterprise wide video strategies. Therefore, Frost & Sullivan 3 We Accelerate Growth

4 even when budgets become available, funding is diverted for upgrades to existing document- based systems or more widely adopted video conferencing systems. The buyer ecosystem, as a result, is made up of enterprise departments with an urgent need for a webcasting solution. Once the departments are satisfied with the experience, it is adopted by others, and eventually there is a push for widespread enterprise adoption. Simplified pricing models that are more palatable for the customer are key in this environment. Scalability, reliability, security and high quality continue to be the most important requirements in this market. Webcasting solutions typically have high visibility because of their use by enterprise C-suite members. Networks and outdated enterprise technology continue to be a challenge during deployment, and vendors that can navigate this quickly and precisely have an edge on the competition. Video webcasting solutions have less than 8% penetration among enterprises in the US, and less than 1.5% penetration in enterprises worldwide. Vendors that have a market share advantage today are forecasted to remain competitive in the future provided that they invest in technology and business model innovations. Market Leadership of VBrick Systems Growth Strategy Excellence With a 12% share of the global enterprise video webcasting solutions market, VBrick Systems is the market share leader in VBrick has been committed to the enterprise market from the early years of its founding. Unlike many of its competitors, VBrick has been successful at identifying future growth trends in the industry while keeping a close eye on changing customer requirements and reflecting these in its product line and growth strategy. VBrick s preliminary offering to the enterprise video webcasting market is an end-to-end platform. This platform carries out all parts of the enterprise video workflow, from ingest and transcoding all the way to delivery and management. VBrick also solves the delivery problem faced by enterprises with the Distributed Media Engine, the company s ecdn (content delivery network) offering. VBrick has been among the few traditional webcasters to re-architect its solution from the ground up to a cloud architecture. VBrick s cloud solution empowers the company to deliver scalable, reliable webcasts across the largest global organizations. This has been a significant point of differentiation from much of its competition whose solutions are still based on old server-based technologies. Even as the cloud and hybrid deployment models are fast becoming solutions of choice, several enterprises that have the willingness, resources and time, have stitched together point solutions as a home-grown webcasting solution. This allows enterprise IT Frost & Sullivan 4 We Accelerate Growth

5 organizations to work within the constraints of their budgets while leveraging existing infrastructure investments. VBrick Systems is uniquely positioned to cater to this market as well. According to Frost & Sullivan s most recent analysis, VBrick is the market share leader in the global encoders market. This multi-pronged growth strategy that VBrick employs has served them well in the past year, enabling the company to strengthen its position in the webcasting solutions market. Implementation Excellence Up until two years ago, VBrick was known to be a provider of on-premises webcasting solutions. As the growth opportunity in cloud-based webcasting became evident, VBrick was among the first, on-premises based webcasters to invest aggressively, institute a new executive team with an extensive cloud and SaaS background, and completely re-architect its solution for the cloud. As of today, the number of VBrick customers who demand cloud and hybrid deployments is growing rapidly. Over the past year, VBrick s software revenues have grown from 60% to around 70% of its total revenues, decreasing the company s dependence on the sale of point solutions. The cloud solution has enabled the company to provide several new features to customers. VBrick now has a quarterly release schedule with the Rev platform, wherein new features are being offered on a quarterly basis. This transition from premises to cloud is one that many vendors in the space are struggling with. The benefits of a cloud- and SaaS-based solution in this market are undeniable. The scalability, flexibility, convenience and ease of maintenance that comes with the cloud, especially for large live events, far surpass that offered by an on-prem offering. Based on input from customers and the analyst community, VBrick has also drastically simplified its pricing model. Today, the solution is licensed based on a per-user fee. The per-user fee is lowered as the number of employees is higher. All components are rolled up into this single user fee. The Distributed Media Engine comes in three different capacities for large offices, mid-sized offices and smaller remote locations, and prices vary with capacity of DME. Customers deploying cloud, hybrid or on-premises versions of the platform can take advantage of this simplified pricing. Brand Strength Founded in 1998, VBrick has a legacy of commitment to the enterprise market. It is the video solution of choice for hundreds of global organizations across verticals. The company serves more than 100 of the Fortune 500 companies. From Saudi Aramco and Shell Oil to Microsoft and NASA, VBrick has undertaken enterprise video deployments for audiences of upwards of 50,000 employees. Frost & Sullivan 5 We Accelerate Growth

6 VBrick is particularly strong in healthcare organizations, business and technology services, financial services firms and educational institutions. Geographically, the United States is still the company s largest market. However, it has witnessed strong growth in Europe and the Middle East. Product Differentiation The most important differentiator for VBrick is that it has a platform offering which when combined with its Distributed Media Engine, can enable enterprises to reach employees irrespective of whether they are at corporate headquarters, large or small regional offices or remote locations. While the cloud-native architecture of the platform is a critical differentiator, VBrick Rev is also being offered as an on-premises solution for companies that have compliance and governance restrictions. VBrick is especially strong in the government vertical; the company works with local, national and state governments as well as several government agencies around the world. VBrick s on-premises deployment offering caters to such highly regulated organizations. The hybrid deployment option, in which the webcast is delivered behind the firewall while the application management tier is in the cloud, provides flexibility for companies that do not want to fully port to the cloud. One of the barriers to widespread adoption of webcasting lies in the ease-of-use of solutions. Simplification of user experience has been a core focus of VBrick. VBrick s Rev has a clean, simple, intuitive and easy-to-use interface that empowers business and technology users. Reporting and in-stream analytics continue to be another important focus area. Immediate product plans include expansion of Rev to have deeper integration with devices (such as encoders and the Distributed Media Engine), and tighter integration with other enterprise systems, such as Sharepoint and video conferencing, to further facilitate ease of use for business users, as well as enabling employees across geographies to present during a single webcast. Conclusion In conclusion, VBrick Systems has established a very strong position for itself in the enterprise market. It is the enterprise video solution of choice for some of the world s largest businesses; its illustrious clientele include 100 of Global Fortune 500 companies. VBrick has been among the first traditional webcasters to successfully to launch a viable cloud-based offering. VBrick s multi-pronged strategy- of transitioning to a cloud-native architecture, simplifying its pricing model while focusing on building an intuitive, easy-touse platform has been critical to lowering barriers to video adoption within enterprises, Frost & Sullivan 6 We Accelerate Growth

7 and is responsible for the company s success in Further, its strength in the video encoding market makes it uniquely positioned to cater to enterprise IT departments that have built homegrown solutions. Driven by its strong overall performance, VBrick has achieved a leadership position in the Enterprise Video Webcasting Solutions market with a market share of 12%. Frost & Sullivan is therefore proud to bestow the 2014 Market Leadership award to VBrick Systems. Significance of Market Leadership Ultimately, growth in any organization depends upon customers purchasing from your company, and then making the decision to return time and again. Loyal customers become brand advocates; brand advocates recruit new customers; the company grows; and then it attains market leadership. To achieve and maintain market leadership, an organization must strive to be best-in-class in three key areas: understanding demand, nurturing the brand and differentiating from the competition. This three-fold approach to delivering market leadership is explored further below. Frost & Sullivan 7 We Accelerate Growth

8 Understanding Market Leadership As discussed on the previous page, driving demand, strengthening the brand, and competitive differentiation all play a critical role in a company s path to market leadership. This three-fold focus, however, is only the beginning of the journey and must be complemented by an equally rigorous focus on the customer experience. Best-practice organizations therefore commit to the customer at each stage of the buying cycle and continue to nurture the relationship once the customer has made a purchase. In this way, they build a loyal, ever-growing customer base and methodically add to their market share over time. Key Performance Criteria For the Market Leadership Award, we focused on specific criteria to determine the areas of performance excellence that led to the company s leadership position. The criteria we considered include (although not limited to) the following: Criterion Requirement Growth Strategy Excellence Demonstrated ability to consistently identify, prioritize, and pursue emerging growth opportunities Implementation Excellence Processes support the efficient and consistent implementation of tactics designed to support the strategy Brand Strength The possession of a brand that is respected, recognized, and remembered Product Quality The product or service receives high marks for performance, functionality and reliability at every stage of the life cycle Product Differentiation The product or service has carved out a market niche, whether based on price, quality, uniqueness of offering (or some combination of the three) that another company cannot easily duplicate Technology Leverage Demonstrated commitment to incorporating leading edge technologies into product offerings, for greater product performance and value Price/Performance Value Products or services offer the best value for the price, compared to similar offerings in the market Frost & Sullivan 8 We Accelerate Growth

9 Customer Purchase Experience Customers feel like they are buying the most optimal solution that addresses both their unique needs and their unique constraints Customer Ownership Experience Customer Service Experience Customers are proud to own the company s product or service, and have a positive experience throughout the life of the product or service Customer service is accessible, fast, stress-free, and of high quality The Intersection between 360-Degree Research and Best Practices Awards 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 best-in-class levels. 360-DEGREE RESEARCH: SEEING ORDER IN THE CHAOS Competitive Benchmarking Availability of Capital Demographics Buying Behavior Growth Strategies Economic Trends Industry Expansion Industry Evolution New Vertical Markets GeoPolitical Stability Growth Implementation Technology Obsolescence Emerging Technologies CEO Sustainability Disruptive Technologies New Business Cultures Smart Cities Career Development New Applications Segmentation Industry Convergence Country Risk Branding and Positioning Crowd Sourcing Competitive Strategy Needs and Perceptions Capital Investments Emerging Competition Frost & Sullivan 9 We Accelerate Growth

10 Best Practices Recognition: 10 Steps to Researching, Identifying, and Recognizing Best Practices Our awards team strives to follow a 10-step process (illustrated below) to evaluate award candidates and assess their fit with our best practice criteria. The reputation and integrity of our 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 Once Licensed, share award news with 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 10 We Accelerate Growth

11 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 11 We Accelerate Growth

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