Hello, my name is Cara Daly, I am the Product Marketing Manager for Polycom Video Content Management Solutions and today I am going to be reviewing

Transcription

1 Page 1 of 19

2 Hello, my name is Cara Daly, I am the Product Marketing Manager for Polycom Video Content Management Solutions and today I am going to be reviewing the upcoming changes for our Q Solutions launch. Page 2 of 19

3 Let s have a look at the Agenda. We are going to cover Market Trends and Analyst Positioning and also a little bit about how customers are using Video Content Management today, before we get into what the new solutions are and exactly what s changing. Most importantly, we are going to tie everything in the portfolio together, so you have a full understanding of that and also share with you a customer case study. Page 3 of 19

4 So, Market Trends. Why sell Polycom Video Content Management Solutions now? Well the market opportunity is big, currently it s estimated around $500 million but Gartner is predicting that by 2015 that market should be around $1 billion. It is also a really fast growing market, 24% compounded annual growth rate makes it really attractive for this time to get into and to take a leadership position. Polycom is already considered a leader by the major analysts, so Gartner has already rated Polycom with a positive rating in their Q market scope, which was ahead of Cisco, who had received a promising rating. Forrester also rate Polycom as a leader in their inaugural video platforms of the Enterprise Wave, which was published in Q1 of Again, ahead of Cisco who was rated as a strong performer. Although now with customers we cannot do two-company comparisons, Polycom versus Cisco. But internally and with partners we can, because I understand that many of you are out competing day in, day out, from a video conferencing and video collaboration perspective against Cisco and you need to be able to understand that Video Content Management can be a true competitive differentiator when you are going up against Cisco and Cisco Show and Share is part of the equation. Page 4 of 19

5 So Analyst Positioning, why is Polycom a leader? Well according to Forrester, our complete solution for webcasting with video conferencing integration sets us apart from many of the other contenders. Additionally, we have a strong technology partner approach with connections to Microsoft Lync, Microsoft SharePoint, IBM Sametime and a lot of content delivery networks and digital signage solutions. These also play to Polycom s strength as being open and interoperable. According to Gartner, one of our major strengths is our integration with Microsoft and the fact that we have a very tight relationship. This is something that Enterprise customers really value: the fact that we can seamlessly integrate to their Microsoft environments. We also have a very strong workflow for Content Governance; how we can control and protect media and we also offer a broad spectrum of network optimization capabilities, which ties back into our content delivery network integrations. Page 5 of 19

6 So how are customers using Video Content Management? You see there is variety of use cases here, starting from the top down as the CEO Live Webcaster Town Hall events and then it trickles down to training and webinars and a lot of different ways you can have from one-to-many, down to some-to-many and then ultimately, many-to-many. I will just put a little red circle up here. The majority of reasons to buy and inquiries around Video Content Management are still being driven mostly from the top down around the CEO Corporate Communications and then Training as a secondary use case as some of the main drivers for why customers are interested in Video Content Management. Page 6 of 19

7 For target accounts, who uses Video Content Management? You see, as firms get larger, it is more probable that they are going to be implementing some type of Video Content Management Solution. So again, I will put another circle up here. The sweet spot where our solutions really are is right underneath 500 employees going up. We will get into a little bit more with our launch changes to support that but we have great solutions from the mid-market all the way up to the very large enterprise and that is really the sweet spot for our solutions. Page 7 of 19

8 So understanding the customer value is going to be really important for how you can engage with your customers around Video Content Management. The most important asset that an organization has is knowledge and Video Content Management speeds up that knowledge sharing, whether it is one-to-many or many-to-many. It overcomes the challenges of distance and time zones and it creates a more connected organization. What our solutions allow customers to do is capture video in any situation, manage all of that video content easily and automatically and then deliver that content seamlessly over any network to any device. Page 8 of 19

9 So what is new in this launch? Well, we are doing some updates to Media Manager and we are getting a dot release, so it is going from 6.0 to 6.5 and the main message is that we have a new rich-base feature set with industry leading total costs of ownership. We are introducing channel friendly installation and also enhanced mobile support, where we are adding the support for mobile uploads and also support for Microsoft Windows Surface Tablets. Additionally, we are going to be introducing Blackboard integration, which is a very important Learning Management System, RealPresence APIs and then also, Media Manager Enterprise Edition. We are also introducing a RealPresence Capture Series, which ties in a comprehensive portfolio: it ties together all of our different options for Capture Solutions. So we are coming out with a RealPresence Capture Server, which is an appliance, RealPresence Capture Station Pro and RealPresence Capture Station Portable Pro. Page 9 of 19

10 So let us dive into the updates for Media Manager. As you know Media Manager is Enterprise Video Content Management software that is scalable, it can help companies manage every aspect of live and on demand video content throughout the complete lifecycle and it is compatible with desktops and mobile devices. In this version release it is going to be much easier to implement, administer and afford. Additionally, we are coming out with a very powerful appliance addition. We are having a software addition, which can be installed on customer-provided servers and Blackboard Learner integration is a fantastic option. We will go into more details a little bit later on that. Then our application programming interfaces make it much easier for organizations to customize. Page 10 of 19

11 So Media Manager is now easier to implement, administrate and afford. We have wizard driven installation especially for the appliance, which is a turnkey solution it can install in about one hour. We also have software that installs in about three hours. It is really designed to work out of box and plug n play, and it is much easier to customize to suit customers needs using a lot more automated workflows. It is easier once it is up and running to administer, so we have improved some of the IT functionality to just take some of the work out, speed up steps and simplify processes. Most importantly there, we have completely rewritten our support documentation, which is great for quick reference. And what we are most excited about is that Media Manager is now much easier to afford. So we have a new license model that is based on concurrent users, I will go into that in a little more detail. And then we have the base license, including a lot more options that used to be a la carte and this new entry level pricing begins at around 500 users and it can scale upwards of tens of thousands. Page 11 of 19

12 So let us dive into what we are simplifying in this new software model. So what we used to have was very complex integration solutions, where you had to quote a proposed Media Manager for a customer. There were over a dozen optional features that could be ordered, which made proposing and quoting pretty challenging. Also there were different base feature sets across all of the different Media Manager editions. So we had an Enterprise edition, Standard edition, Hosted and Express. We are changing all of that. We are moving towards a 500 concurrent user packs which are simplified and feature rich, so this should make it much easier to quote and to order. Looking at the competitive landscape, we believe this is going to very disruptive pricing in the industry and create a compelling total cost of ownership for your customers. The majority of options that were a la carte are now included and there is going to be a consistent feature set regardless of whether it is the software or the appliance, or in North America where we have the Hosted edition, they will have the same types of features. Page 12 of 19

13 So, moving to the next product in our launch, is the new Polycom RealPresence Capture Server appliance edition. This is a centralized network appliance to record and stream from standard faced video endpoints. Some of the new features here is that it is very redundant and has built in fault tolerance. It has over 50% greater storage capacity than the previous version of the RSS4000 and it really translates to something that is high availability, high reliability and high capacity. We are coming out with four models that can address diverse customer needs. So starting at the base model we can support up to six calls, of which three of them can stream live and then you see the models go upward from there. What is interesting here is that the amount of calls that we can support, exactly half of that is what we can stream live. So this should be very easy for partners and sales people to remember that a 12 call RSS supports six live streams, an 18 call RSS supports 9 live streams. So the math is very easy. We are also introducing one that records 40 calls without live streams and this is excellent for high lecture capture type of use cases, where you need a tremendous amount of recording and capacity. Additionally, all of these units, they come on the same hardware box and they can be upgraded with software to increase their capacity. Page 13 of 19

14 The next solutions that we are launching are a new Capture Station Pro and a Capture Station Portable Pro and these appliances are for in-room lecture capture that captures both slides and video. What is exciting about these devices is that a single appliance supports both HD and SD from people and content. Many of the competitive solutions out in the market place, you have to buy either an HD or an SD appliance and you do not have the choice of having both. Additionally, wizard driven integration with RealPresence Media Manager simplifies the deployment of these solutions. For the Polycom RealPresence Capture Station Portable Pro, it has all of the benefits of the Capture Station Pro but it is designed in a portable form factor, so you can take it with you wherever you need to go. It comes in a really strong Pelican case to protect it. It has an integrated LCD monitor, so you can see that your content is being captured correctly and it is perfect for those remote webcast temporary location special events, tradeshows; those types of things. Page 14 of 19

15 So in terms of product replacements, we have some current solutions out on the price list right now, which are RealPresence Capture Station SD, we have an HD version, a Capture Station kit, a Capture Station Mobile and Media Manager Express. Those are the appliances that are current. We are simplifying the skews and replacing it. The Capture Station Pro is replacing all three of those skews, because with one unit we can do everything. We can do the SD and HD, there is no need to have multiple models. We are replacing the Capture Station Mobile with the Capture Station Portable Pro. It is just a little bit more compact, a little bit more rugged and again, you have both SD and HD with a single unit. The Media Manager Express is being replaced by the Media Manager Appliance Edition, which is a much more powerful appliance, which was needed to support the new rich base feature set. Page 15 of 19

16 So let us look at what Video Content Management does and how all of these different pieces fit together in a complete cohesive portfolio. So on the left of the slide, you see that you can capture from any source. Using the RealPresence Capture Server, you are able to capture status based video from any desktop, any mobile or any video conferencing system. Additionally, our integration with CloudAXIS expands both desktop and mobile capture, to include Google, Skype and other types of browser based collaboration applications. Additionally, we can capture from third party encoders and content servers and also the RealPresence Caption Station is that perfect appliance for the in-room lecture capture. All of those different types of content can be collected and organized by the RealPresence Media Manager, where IT administrators can manage with rules and logic. They can collect, transform, organize, protect and analyze all of their video assets. That works great with all different types of content delivery networks and both for live streaming and video on demand. Additionally, we can get the right types of video, in the right formats to the right people and they can look at those videos on video conferencing endpoints, on their desktops and laptops, smartphones and tablets and even digital signage. Page 16 of 19

17 So how does this updated portfolio fit together? Well on the capture side, you have the RealPresence Capture Series and you can see the products which are under those. So Capture Server, Capture Station Pro, Capture Station Portable Pro and the RSS there is no change with that. So Polycom really has the most comprehensive portfolio solutions to capture video in any situation. On the management side, we have our different editions of Media Manager, so the New Appliance Edition, Software Edition and in North America, we have a Hosted Edition. This provides simple automated rule based workflows to manage all aspects of video content and also deep integration with multi-vendor IT environments. Then we have Content Delivery Solutions, so we can integrate with a variety of different content delivery networks for BlueCoat, Cisco, Riverbed and Windows Media. So this is where we have our broad spectrum of network optimization capabilities and we support deliberated mobile devices. Page 17 of 19

18 So, let us take a look at one of great case study s here. We had a global auto manufacturer who had a need for live companywide webcast to thousands of concurrent viewers for more effective real time communications and these are the sort of one-to-many top down. They wanted to reach their dealer network across a diverse non-uniform IT environment, which presented a lot of technical challenges. So they ended up purchasing Polycom RealPresence Media Manager Hosted Edition, which is a softwareas-a-service subscription. They also purchased instances of Polycom RealPresence Media Manager Enterprise Edition and also the Capture Stations. So they have had approximately $32,000 saved per town hall meeting and 3,000 live viewers on their first dealership event and they are expecting up to 26,000 potential future viewers. So it is a great customer success story to see how this can be used in manufacturing. Page 18 of 19

19 And with that, thank you very much for watching the training. We have two other deep dive modules on the Media Manager and on RealPresence Capture Series to go much more into competitive positioning and product features. So I hope you check those out. Thank you very much. Page 19 of 19