UCC Where s the Business Opportunity Blair Pleasant COMMfusion LLC and UCStrategies.com bpleasant@commfusion.com www.commfusion.com www.ucstrategies.com #xsp13 www.xchange-events/xsp14 @TheChannelCo
Application Areas Linking to the Right Resource at the Right Time Fax Voice Video IM SMS Email UM Messaging Mobility Call Control Collaboration & Conferencing Social Media IM, voice mail, email, UM, fax, Mobile Extension One # reach FMC IP-PBX VoIP Presence Collaborative workspaces Doc sharing/repository Public & Private #xsp13 www.xchange-events/xsp14 Integration to Business Processes @TheChannelCo
UC: Communications Integrated to Optimize Business Processes UC-U: User Productivity UC-B: Business Process Helping individual users manage their communications Enhancing business processes with integrated communications
Benefits Enterprise UC Business Value Business Transformation Business Process Integration/ CEBP Teams/ Workgroups Basic UC Conferencing/ Collaboration Individual Worker Return on Investment Personal Productivity Workgroup Productivity Enterprise Bottom Line
Trends Creating Opportunities Today Tomorrow No more speeds & feeds Bundles & price drops Subscription model Premise vendor shakeout Hardware software BYOD Focus on use cases & user experience Mobile supplanting deskphone Video everywhere Cloud vendor shakeout More virtualization
Optimized Communications (OC) The use of communication and interaction tools and technologies to optimize organizational goal attainment while enhancing the user experience Device Mode Location Consumption Model
Where s the Opportunity?
$M Untapped Market + Prof Services 70000 60000 50000 40000 30000 20000 Prof Services Cloud Premise 10000 0 2013 2014 2015 2016 2017 2018 Source: COMMfusion LLC
$M Total WW UC Market 14000 12000 10000 8000 6000 4000 Unified Messaging Conf/Collab UC Server/IM/Presence Call Control/Switch Other* 2000 0 2013 2014 2015 2016 2017 2018
What UC technology solutions do you feel offer the most promise during the next 2-3 years? Web conferencing Virtual PBXs Video conferencing Unified messaging Presence Mobility Collaboration Cloud/hosted services 1# Choice EMEA #1 Choice NA CEBP Business process improvement Call control 0% 5% 10% 15% 20% 25% 30% 35% 40%
How to Differentiate Specialization Vertical & Horizontal, Segments Personalization - Business Value & End User Focus Services & Support Test lab User Focus - Training Innovation & Simplification Multi-Vendor Integration
Embrace the UCC Ecosystem SIP Trunking SBCs, Gateways Analytics, Monitoring Virtual Servers Applications
Embrace the UCC Ecosystem Telephony/ Switch* Messaging/ Presence/ Search * Application Vendors/ Virtual Platforms Conference/ Collab/Video Mobility SPs/Hosted Other (Partial List) Aastra ADTRAN ALU Avaya Cisco Digium ezuce Inter. Intell. Mitel NEC ShoreTel Siemens Toshiba Zeacom Zultys AOL IBM Google Microsoft Yahoo UM & More: AVST Esna Oracle/SAP Salesforce SugarCRM Vertical apps Virtual Platforms Vmware Citrix *In multiple categories Avaya/ Blue Jeans Cisco/Lifesize Magor Polycom Sonexis Oracle Vidyo Vidtel Skype Apple Blackberry Google Nokia Motorola Microsoft Samsung Testing Empirix VOSS 8x8 AT&T Telstra Verizon Orange Comcast CallTower Alteva Broadsoft Fonality gunify IntelePeer RingCentral Star2Star Google Simple Signal Many others Devices and Headsets: Plantronics Jabra Logitech Jawbone Sennheiser Polycom snom SBCs/Gateways Acme Packet (Oracle) Audiocodes Dialogic Sonus Patton
Partner for Success Verticals Services Products/Apps
Who Do You Sell To?
Turn Challenges Into Opportunities Cloud Threat or Goldmine?
Inhibitors to UC Adoption Product maturity 7% Requires rip & replace 9% Interop 11% Hard to estimate ROI 21% Cost/Lack of budget 40% 60% of potential UC sales are LOST due to ROI or budget issues Source: UCStrategies UC Channel Study
UCStrategies UC Benefit and ROI Analysis Tool Estimates benefits, costs, ROI and comparison to existing platform Quantifies UC Benefits: Business Continuity, Collaboration, Mobility, CEBP, Contact Center Qualify prospects, Close deals
Steps to UC Planning Identify business needs Identify UC solutions Design, Deploy and Implement Identify use cases and users Identify ROI, business case Train Users Communication hot spots Choose vendor & solution Measure, Optimize, Expand
Final Thoughts UC is a vision or philosophy that leads to solutions - it is not a product! COMMfusion LLC
Thank You Blair Pleasant COMMfusion LLC UCStrategies.com Blair Pleasant COMMfusion LLC & UCStrategies.com bpleasant@commfusion.com bpleasant@commfusion.com twitter @blairplez www.ucstrategies.com 707-538-4368 Follow www.commfusion.com me on twitter @blairplez www.ucstrategies.com