The UC&C Vendor Landscape Annual Summit Review of the Strengths, Cautions, What s New for Industry Leaders Blair Pleasant, President, CommFusion Dave Michels, Principal Analyst, TalkingPointz Marty Parker, Principal Consultant, UniComm Consulting
Landscape Highlights The UC product market is mostly mature IP telephony, presence, phones, and mobile Still evolving in WCC and CEBP Shift to the cloud continues Does not appear to be a fad Multi-tenant providers moving up-market Volume will enable price drops for Multi-tenant Too many vendors; major shake-outs are coming
The Landscape 8x8 Alcatel-Lucent Enterprise Avaya Cisco Interactive Intelligence Microsoft Mitel NEC RingCentral ShoreTel Thinking Phones Unify Vonage Business
8x8 Strengths Very robust offering, UCaaS Leadership positions Integrations to both Google Apps and Microsoft O365 Integrated Video Full contact center offering Security and compliance (HIPPA)
8x8 Cautions Limited messaging solution (if you care) Flash based collaborative client Large scale deployments are yet to be proven Enough resources to support growth & customer base? No WebRTC
8x8 What s New More success moving up-market; recent major wins Lots of Contact Center acquisitions & new capabilities - Quality Software Corp., DXI; new analytics capabilities, VCC Global, integration of Virtual Office and VCC New partners - Arrow International expansion in Europe and Asia
Alcatel-Lucent Enterprise Strengths Claims access to funding Significant leadership changes Solid UC product capabilities Potential explosive growth in China (maybe) Global
Alcatel-Lucent Enterprise Cautions Geographic coverage will be changing Effects of Chinese ownership Weak distribution presence in NA Unify now French Behind in Cloud
Alcatel-Lucent Enterprise What s New New CEO and CFO & streamlined exec mgt team Launched Teamshare Collaboration Expansion in APAC, market expansion in US & China Vertical focus on travel/hospitality & others Positioning themselves as Cloud Service Provider New name? Not yet
Avaya Strengths Contact Center Leadership Huge installed base Managed services growing 100% YoY Embedded communications for Google Apps, Jive, SalesForce (Esna) Global product and service coverage
Avaya Cautions Losing market share, esp. in enterprise Behind on cloud (focused on private cloud) - very confusing story Lost marketing momentum Midmarket IP Office cloud hosted by partners - ScanSource, Carousel
Avaya What s New Focusing more on Mid Market Full Stack bundles Recent acquisition of Esna Betting big on network focus Partners - HP, VMware (hybrid cloud), Google, BT (co-branded wholesale hosting of UC & CC solutions) HP delivering Avaya Private Cloud Services (APCS)
Cisco Strengths #1 in WW network installed base; leverages this anchor #1 in current year IP Telephony revenues HCS: 150 provider partners; 40% market share? Broadest voice & video endpoint portfolio in industry Voice/Video/Web conferencing leadership - Telepresence and WebEx Marketing muscle
Cisco Cautions Minimal innovation with Jabber UCC is one small part of the company New management may de-emphasize this lower-growth Cisco unit Betting on hardware devices vs. soft clients? -- IP Phones, video units Premium pricing for most endpoints
Cisco What s New Focus on Spark Spark integration with CUCM and Telepresence Enabler in the cloud helping partners build new services Cisco Collaboration Cloud - new platform for delivering cloud-based, real- and non-real time collaboration services Rowan Trollope now also responsible for IoE Contact center offering more complete and competitive
Interactive Intelligence Strengths All in one platform, single UI Successful cloud offerings - CCaaS delivery model 55% of revenue is recurring 95%+ of cloud customers are new to ININ Microsoft alliance for contact center Strong balance sheet to fund transition to cloud Founder MoJo
Interactive Intelligence Cautions Enterprise telephony is less mature Perceived as contact center vendor PureCloud is not mature Hybrid - premise & cloud have different code bases PureCloud Interesting - Unproven
Interactive Intelligence What s New PureCloud Collaborate PureCloud Communicate PureCloud Engage PureCloud next generation tech (WebRTC and AWS) Expanding global presence
Microsoft Strengths Leverages Office anchor Both Skypes enable intercompany federation Market penetration of Skype, Lync, and Office 365 for IM, P-P, conferencing Very Global - major share in 127 geo-markets Ecosystem strength - phones, headsets, etc. Partners full cloud services - AT&T, Avenade, HP, Orange, et al.
Microsoft Cautions Third-party contact centers -- a lot of them Requires multi-vendor solutions (and SIs) O365 S4B Cloud PBX initial functionality Options for multi-vendor interop E5 Suite ramifications - though Cloud PBX available with E1, E3, et al.
Microsoft What s New Office 365 E5 at end of year with PSTN calling S4B Preview Program - Skype Meeting Broadcast, PSTN Conferencing, Cloud PBX, new security features, ediscover, Customer Lockbox Microsoft-supplied PSTN connections or Azure ExpressRoute Pivoting from premises to cloud-first Strategy centered around O365 Good enough good enough? (SLA)
Mitel Strengths Playing every angle: premises and cloud; wholesale, retail, supplier Merger-driven growth; 2x revenue, Int l., new platforms Parity across premises, cloud, hybrid Complete suite of services (managed services, PaaS, etc.) Cloud or hosted success and installed base
Mitel Cautions Too many options & platforms Becoming the consolidator - more acquisitions Product roadmap consolidation continues 3rd party for SMB cloud contact center - LiveOps Activist Investor
Mitel What s New Shift in focus with Maviner The only vendor featured in all 5 comms MQs - UC, CT, CCTR, UCaaS, and MMUC Mining installed base to drive cloud growth
NEC Strengths Global $40B revenue company Very strong in verticals 3C DoT secure SDN Leadership
NEC Cautions Has had difficulty with the cloud Weak Marketing and Analyst Outreach Overlapping Portfolio with 3C and SV Technology Lags Market
NEC What s New Launching UNIVERGE Blue Combining apps across product lines e.g. CMM 3C and SV integrated to UC platform Smart Enterprise vision & portfolio Biometrics, SDN, & analytics
RingCentral Strengths Comprehensive - voice, UC, video, WCC (Glip), conferencing RingCentral Connect as a platform for integrations & workflows with business applications Strong marketing, good market mindshare Partners - AT&T, BT, Dell, etc.
RingCentral Cautions Third-party contact center offering Move upstream may provide challenges No large customers Limited availability globally (APAC, EMEA)
RingCentral What s New Acquired Glip Partnership with Zoom Upper Right MQ UCaaS
ShoreTel Strengths Established SMB/Mid market simple premises play Next generation common platform released Consistent growth and profitability Significant R&D in past two years
ShoreTel Cautions Simple? Product is becoming more sophisticated Unproven new product Sky Status and Migration unclear North American focus
ShoreTel What s New Connect common platform ShoreTel Sky becomes Legacy Expanding internationally Changing to indirect GTM - may present challenges
Thinking Phones Strengths Track record with enterprise Rich technology platform - WebRTC, APIs Mature Channel Strategy Good adoption rate for mobile clients
Thinking Phones Cautions Branding low profile, light marketing Small Company (<500 EE) Contact center expansion from voice centric (Contactive) Slow Adoption of Web and Video Conferencing
Thinking Phones What s New Major recent wins New funding - $57M Expansions in US and EMEA Gmail, Office365 integration Acquired Fuze (Video and WCC)
Unify Strengths Huge installed base, esp. in Europe Leading global provider of UC and CC Solid, flexible technology base First UC vendor with WCC (Circuit) WebRTC
Unify Cautions North American GTM Significant staff reductions Having difficulty selling Circuit Circuit does not have a freemium model
Unify What s New Sale pending to Atos Continuing senior management changes cpaas based on Circuit available to all developers
Vonage Business Strengths Strong marketing and brand awareness Strong leadership Google Apps/SFDC integration Financial strength from consumer success
Vonage Business Cautions Two tech stacks (business and consumer) Part of stack dependent on Broadsoft Acquisitions take time to integrate Predominately Voice-oriented and OTT
Vonage Business What s New Implementing BroadSoft roll-up Increasing Enterprise marketing motions
QUESTIONS???
Thank you! The UC&C Vendor Landscape Annual Summit Review of the Strengths, Cautions, What s New for Industry Leaders Blair Pleasant, President, CommFusion Dave Michels, Principal Analyst, TalkingPointz Marty Parker, Principal Consultant, UniComm Consulting