KBZ and Videxio Present:

Transcription

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2 KBZ and Videxio Present:

3 Welcome and Housekeeping Cortney Huff Partner Account Manager, KBZ

4 Introduction Jeff Nicoll BDM & Sr. SAM, KBZ

5 Videxio Karl Hantho, President Americas

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7 Agenda The changing Videoconferencing Market Videoconferencing as a Service (VCaaS): The Opportunity ZCloud TelePresence, powered by Videxio Enterprise User License MyVidexio: A New Personal Use Experience ZCloud Telepresence Partner-Branded Program Cloud-Based Billing System

8 It s not business as usual!!! Players are changing Interop a must Everybody talks cloud

9 5 year-estimates of the video market High growth in units, flat in infrastructure Millions New video endpoints (units) Personal video Group $900 $800 $700 $600 $500 $400 $300 $200 $100 Infrastructure revenue (MUSD) 0 Y2012AY2013A Y2014 Y2015 Y2016 Y2017 Y2018 $- Y2012A Y2013A Y2014 Y2015 Y2016 Y2017 Y2018 Source: Video Conferencing Endpoints, Infrastructure, and Services Market Sizing & 5-Year Forecast 2014, Wainhouse Research, April 2014

10 Video collaboration is moving to as a service Revenue from VCaaS to bypass Infrastructure in 2017 $1,200 Infrastructure revenue (MUSD) $1,200 Videoconferencing as a Service (MUSD) Over $1B $1,000 $1,000 $800 $800 $600 $600 $400 $400 $200 $200 $- Y2014 Y2015 Y2016 Y2017 Y2018 $- Y2014 Y2015 Y2016 Y2017 Y2018 Source: Video Conferencing Endpoints, Infrastructure, and Services Market Sizing & 5-Year Forecast 2014, Wainhouse Research, April 2014

11 What do we believe?? From the cloud On any device As the button says Partners: Your Brand. Your Customers. Your Service. Leave the complexity to us!!

12 Subscription services to meet your customer s needs Virtual Meeting Rooms Shared Minutes Fixed Capacity Special Events Personal Video Accounts Pay for Active-Users Endpoint Subscriptions Basic (768Kbs) Plus (1.5Mbs) Premium (3.0Mbs) Enterprise User License Domain Hosting

13 One license a complete personal use experience Unlimited use of video collaboration features Your personal conference room Up to 30 participants on video and audio Your personal software client Up to 6 devices, connected anywhere in the world Introducing myvidexio: enhanced user experience Invite, join, and manage your meetings

14 MyVidexio makes it easy... Invite, join and host a meeting Schedule from Microsoft Outlook Manage your meeting Add, remove, and mute participants Monitor usage and call history Local in-country, dial-in phone # s (25+ countries) 3 rd Party audio conference integration (AT&T today)

15 MyMeeting App Invite, Join and Schedule participants to your personal conference room. Key features: Join meeting over the phone with a single click Dials local country number based on location Invite participants using your contacts Schedule calls using your Calendar Available on both ios and Android

16 10 Reasons Customers Want Video from the Cloud Stop being their own service provider CapEx budget cuts / Shift to OpEx Flexible capacity Interoperability Self-service technology Risk of technology obsolescence 24 x 7 & global operations Simplicity & Ease of use, Quality & Reliability at scale

17 10 Reasons you (KBZ Partners) should Go Cloud VCaaS is forecasted to grow at a 40-50%/year Builds an annuity, monthly recurring revenue stream Improved margins and profitability Complements managed and professional services offering It gets you a meeting with prospective customers! Enable yourself with a competitive differentiator Provide a service to enable your customer s mobile workers Create stronger long term relationship with customer Use VCaaS to drive adoption which drives future business Gain insight into customer usage and future needs

18 10 Reasons to go with ZCloud TelePresence Powered by Videxio Your Customer, Your Brand, Your Service Leverages video expertise & services focus of two experienced teams Videxio is solely focused on VCaaS this is our only business 100% channels: Goals alignment, trust and credibility Partner Branding flexibility Pure Cloud: QoS video network & distributed PoP architecture Self-service technology Enhances a Cisco endpoint sales effort Extends your reach to include MS Lync users Simplicity, Ease of use, Quality and Reliability at Scale

19 It s all about Execution: Lessons Learned How will our sales organization look? Integrate into existing team Overlay SME s Dedicated service sales Is our sales team prepared to sell differently? transaction sales to recurring revenue hardware to services Are our reward systems aligned to our cloud sales goals? Compensation drives behavior Is our business operations ready? How will you accommodate monthly invoicing?

20 Show me the money! $2,000,000 $1,800,000 $1,600,000 $1,400,000 $1,200,000 $1,000,000 $800,000 $600,000 $400,000 $200,000 $- Monthly Recurring Revenue Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 1 New Cust/month 1 New Cust/wk Accellerating Success 300 Customers $1,700,000/month 100 Customers $600,000/month 24 customers $150,000/month

21 Monthly Recurring Revenue... it really adds up!!! $12,000,000 Cumulative Revenue $10,000,000 $8,000,000 $6,000,000 $4,000,000 $2,000,000 $- Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 1 New Cust/month 1 New Cust/wk Accellerating Success

22 ZCloud Powered by Videxio through KBZ Jeff Nicoll BDM & Sr. SAM

23 ZCloud TelePresence Partner-Branded Programs Advanced Partner branded Communications and materials partner branded KBZ delivered and managed We set up new accounts and subscriptions KBZ ZCare support Ideal for partners without managed services today Unlimited trials and demos for end users Gold & Silver Partner branded Communications and materials partner branded Partner delivered and managed Partner access to all portals Level 1 technical support Increased profit margin More internal demo subscriptions Ideal for partners with managed services operations today Unlimited trials and demos for end users

24 ZCloud TelePresence - Express Entry level KBZ ZCloud branded offering KBZ managed and delivered ZCloud branded Limited internal demo offerings Unlimited trials and demos for end users

25 ZCloud Billing BlueOSS platform Ideal if you do not have process for monthly billing Cloud-based solution Leverage KBZ catalog of cloud services Add your own to build partner-specific catalog Pay as you go model

26 Next Steps Engage your KBZ rep Discuss what level partnership makes most sense Schedule training Introduction to Videxio team Sell!!

27 Q&A Cortney Huff, Partner Account Manager, KBZ

28 Thank You!