UCC Vendor Landscape 2012 Dave Michels Marty Parker Blair Pleasant
Best of Breed vs. Suite? Telephony/ Switch* Messaging/ Presence/ Conference/ Collab Mobility SPs/Hosted Other (Partial List) Search ** Aastra ADTRAN ALU Avaya Cisco Digium Inter. Intell. Mitel NEC Shoretel Siemens Ent Comm Toshiba Zeacom Zultys AOL IBM/Lotus Google Microsoft Yahoo UM/UC: AVST Esna WebEx (Cisco) Interwise Lifesize Radvision Polycom Sonexis Oracle Vidyo Skype *All are in multiple categories ** Most are in multiple categories RIM Nokia Motorola Apple AT&T Telstra Verizon Orange IntelePeer CallTower BizCom Alteva Aptela Broadsoft Cypress ezuce Fonality RingCentral Packet 8 Smoothstone Google Intermedia Many others SBCs, Gateways: Audiocodes NET Acme Packet Devices and Headsets: Plantronics GN Netcom Jawbone Sennheiser Polycom snom Professional Services/SIs
Vendor UC Offerings Vendor Product Features Aastra Clearspan, MX-One Integrated Mobility, open standards ALU OpenTouch, OmniTouch UC Suite Dynamic enterprise, multimedia sessions Avaya Avaya Aura, Flare experience SIP Session Management Cisco Jabber, WebEx, Quad, Cius Social, mobile, virtual, visual Inter Intell Customer Interaction Center, IPA All in One platform, CaaS hosted offerings Mitel MCD, MAS, Mitel Anywhere Freedom Architecture, Virtualization, NEC Univerge 3C Service-oriented enterprise software Shoretel Shoretel Voice Switch, Communicator All in one, appliance based, M5 Siemens OpenScape UC Suite & Server, Fusion SW based, open; Multiple PBX integrations Zeacom Zeacom Communication Center UC + UM + CC + Mobility; SMB focus IBM Sametime, SUT, Connections, IBM Cloud Partner with switch vendors today Microsoft Lync, Office 365, Lync Online, Skype Partner with and compete with switch vendors
Commitment to openness and standards Global presence & local expertise Large Higher Ed vertical Consistent financial performance Diverse product line Decentralized marketing Diverse product line Inconsistent regional products offers Brand recognition
Extensible multi-capabilities architecture Global footprint, large installed base Strong networking solutions Innovation Market coverage in N. America The future of enterprise division is unclear Disruption from Genesys sale
SIP SIP SIP SIP SIP Large combined installed base (Avaya + Nortel) Contact center Product line - SMB-enterprise, apps, Radvision, network Will Nortel customers move forward with Avaya? Future product roadmap will take work Lots of changes for customers Have to continue building channel, train Nortel channel
VoIP to UC to Collaboration Video Everywhere - Cius, AppHQ Cloud, virtual offerings Dominant IP network position Strong distribution & channel Still weak in low end/smb Perceived as more expensive Perceived as walled garden Proving the value of video Confusing conferencing products
Asterisk branding, Switchvox product Market share via low price Open source platform Turnkey simple UC - all in one Open source vs. proprietary appliance Multiple complex products Generally confined to SMB - could change
Strong social business offerings Large base of IM/presence, e-mail Relationships with switch vendors Account control Lotus brand is losing mindshare Lack of UC market share Enterprise voice and call center products Weak SMB penetration Track record with Voice Needs partners for full voice capabilities
All in one solution; ease of implementation and management Successful cloud offerings - CaaS delivery model Business/Communication process automation Financial growth All-in-one solution difficult to operate Perceived as contact center vendor
Leading share in IM/presence, e-mail, Office apps Integration w/ Office, AD, Exchange, SharePoint Perceived Lucrative Pricing Cloud offers - Office 365/Lync; Skype Free IM - Office Suite, Windows Live, Skype Co-opetition with other Call Manager vendors Contact center offerings via partners Weak Mobile Experienced Competent Channel Complex pricing
UC apps Virtual Desktops, Virtual Servers Endpoints - support SIP, plus Mitel features Cloud, premise, hybrid, managed service offerings Freedom architecture Brand awareness perceived as voice and hospitality Channel not as savvy as product requires No strong video partnership No Distribution Partner Perceived as SMB
Broad range of product offerings Vertical market focus Products available worldwide Appliance packaging reputation Licensing structure has been confusing to resellers and customers Revamping portfolio to 3C - broader skill sets required in channel Weak Top Down Marketing No Distribution Partner
Low TCO value proposition Customer satisfaction ratings Simple deployment and management Wireless solutions with ShoreTel Mobility Much smaller vendor than its competitors UC portfolio limitations for large enterprises M5 alignment with channels
Very open - architecture, standards, all sw approach Broad portfolio OpenScape Fusion, including Google Apps Mature cloud offering Aggressive pricing Market and mindshare in N. America Likely about to rebrand Revamping vertical marketing Build channel in N. America
Questions? Dave Michels Marty Parker Blair Pleasant dave@verge1.com twitter: @DaveMichels mparker@unicommconsulting.com twitter: martyparkeruc bpleasant@commfusion.com twitter: bplez Up Next: Focus Sessions