Hello, my name is Cara Daly, I am the Product Marketing Manager for Polycom Video Content Management Solutions. Today we are going to look over the

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2 Hello, my name is Cara Daly, I am the Product Marketing Manager for Polycom Video Content Management Solutions. Today we are going to look over the launch for the RealPresence Counter Series, which is a series of new products that we are introducing in Q2, Page 2 of 17

3 As you can see from the Agenda, we are going to cover everything that is going to let you feel comfortable and confident talking to your customers about these new solutions and be able to position them to be successful. Page 3 of 17

4 Let us have a look at the Polycom Video Content Management Solutions portfolio, where you can capture from any source and deliver content to any device. We are going to be focusing mostly on the RealPresence Capture Server today, which enables recording from any standards-based desktop video, any mobile video or any video conferencing device, and also the introduction of new RealPresence Capture Stations. Page 4 of 17

5 From a customer value perspective, the Polycom RealPresence Capture Series is a comprehensive portfolio of video content creation tools that lets them record and stream in any situation. From an IT perspective, capturing and streaming content easily, reliably and automatically is a major benefit and being able to address any type of use case, whether it is the auditorium, the classroom or employee generated content at the desktop. The end-user value proposition is that they can deliver their message many times to many people, but the effort of delivering it once. So just being able to record and create compelling content from their preferred device, really empowers them to use their time efficiently. Also, easy to use tools make video content creation as easy any other type of content that can be created in the enterprise. Page 5 of 17

6 The RealPresence Capture Series includes four solutions, the RealPresence Capture Server, which is a scalable centralized network-based application for recording and webcasting from an organization s entire video network. Capture Station Pro is an easy to use room based appliance that enables anyone to record and webcast high value presentations. Capture Station Portable Pro is essentially the same as the Capture Station Pro, however, it is packaged in a portable form factor, so they can record and webcast from anywhere. Also the Polycom RSS will be part of this portfolio but there are no changes to the RSS in this particular launch. Page 6 of 17

7 So positioning when to sell each solution. Since we have such a diverse portfolio, here is what you need to know. If customers require a network based capture because they already have standards based endpoints, that is really where the RealPresence Capture Server and the RSS 4000 have their strengths. Additionally, the RSS 4000 s direct registration to Microsoft Lync 2010 Clients. When you would position Capture Station Pro or Portable Pro are in cases where there is traditional webcasting and lecture capture, especially from AV enabled classrooms or unusual locations like events, tradeshows and things where the Portable might come in handy. Other requirements to consider have to do with Content Capture. If an application requires both motion people and motion content, the RSS and the Capture Server can meet those requirements. If an application requires motion people, but does not require motion content, then the Caption Station Pro and Portable Pro are okay. Those capture content with high quality JPEGs, which is perfect for applications like medical diagrams or very technical engineering types of diagram, where you need a lot of detail and a still image. Also, if customers already have legacy video endpoints and standards-based endpoints installed and they have more than five of those, it is much better to leverage a network based recording and streaming application. If they do not have a use case for that, or they are not using video conferencing today and they do not have the infrastructure, then Capture Station Pro and Caption Station Portable Pro might be more cost effective. You can also see that there are bandwidth requirements that vary depending on what these customers want to do. The RealPresence Capture Server supports at least 200 web viewers from internal stream server. You can also add external stream servers to expand that number. Page 7 of 17

8 As a standard, the RSS 4000 supports up to a 100 web viewers, but that can be upgraded to 200. The RealPresence Capture Station Pro and Portable Pro needs to be manually configured to support Windows IIS servers and Windows Media Servers, which can be accomplished on Media Manager Version 6.5. Page 8 of 17

9 So let us take a deep dive into the RealPresence Capture Server Appliance Edition. This is a fantastic hardware platform that provides a lot of built-in fault tolerance and redundancy, in addition to 50% greater storage capacity than the RSS. So this is a much bigger solution, much higher capacity and high availability. We are introducing four different models. We are going to have very simple math to understand how much you can record and stream live concurrently. So you can record up to six calls, three of them which will be streamed live, 12 and then half of that is six. You can record 18 and then stream half of that, which is nine. And then we are actually come out with a model that can record up to 40 calls and it does not do live streaming. So that type of application would be a university that has a lot of lectures being recorded for playback on demand. Additionally, since these are all the same hardware platform, you can have software upgrades to increase the capacity, which will be available. So the release date for this is Q3, Page 9 of 17

10 Let us look at some of the new solutions that are coming out from the Capture Station perspective. We are introducing the Polycom RealPresence Capture Station Pro, which is a fantastic appliance that is pre-installed with the software and designed for lecture capture and webcasting. It is perfect for classrooms, auditoriums and webcasting studios. A unique feature is that it supports both HD and SD for people and content sources, which is an advantage over competitive solutions out there in the field and also an advantage over our previous offerings here. Also wizard driven integration with RealPresence Media Manager gets customers up and running very quickly. The Polycom RealPresence Capture Station Portable Pro has all of the benefits of the Capture Station Pro, but it has been designed with portability in mind. It comes with a Pelican case for shipping and transport to protect it. It has an integrated LCD monitor so you can be sure that content is being captured correctly. This is great for remote webcasts at temporary locations, such as tradeshows or special events. Page 10 of 17

11 With this launch we are also simplifying some of the SKU, so in the price list the current solution that we had were RealPresence Capture Station SD, HD and a Capture Station kit. These are going to be replaced by the RealPresence Capture Station Pro, because a single model does both HD and SD. Additionally, this solution supports a really wide variety of content sources through its included adaptors. The RealPresence Capture Station Mobile is actually being replaced by the RealPresence Capture Station Portable Pro. This is also a change, it includes the rugged casing that I described earlier and it has been designed for ease of movement. Page 11 of 17

12 Let us take a closer look at the features, benefits and differentiators of the RealPresence Capture Server Appliance Edition. Obviously the capacity is the biggest area where we have the most competitive advantage. We can support over twice the video calls, three times the HD capacity and five times the stream viewers than many competitive solutions. Also, another benefit is that we design the solution with supportability in mind and that equals more customer satisfaction. So you can see the variety of hardware specs here that all lead to having this built in redundancy. Four 2T hard drives and a hardware right away. Extra hard drive to further minimize the risk of downtime or data loss. Dual Six Core Intel Processors and Dual Power Supplies. So this is a very resilient, high availability redundant solution. Page 12 of 17

13 One of the major differentiators and benefits of the new Capture Station Solutions have to do with their installation wizard. So essentially it is as simple as one, two, three. You plug it in, you run the wizard, you start the session and view the presentation. But what this wizard actually does, is it joins or integrates the Capture Stations to Centralized Media Manager and then it enables people to be able to start the Capture Stations very quickly, either manually or through an event scheduler that is inside of the Media Manager and this content can be viewed live or on demand from inside of the Media Manager Portal. So this really simplifies deployments, and it is very important for partners to understand that. This wizard is included and pre-installed on both of the new appliances and it can be available for Capture Station customers, if they would like to have it as an upgrade. Page 13 of 17

14 So positioning to win. Let us dive into some of the competitive solutions out there. Cisco obviously has a TelePresence Content Server which is very similar in some of the features to the RealPresence Capture Server and RSS. VBbrick does have some appliances that are for in-room webcasting and lecture capture, which we will discuss in a moment, and Sonic Foundry does have a portable lecture capture device. But you know it is really important to understand our competitive strengths, weaknesses, what we are competing with and then how to position to win. So if we start with Cisco, some of their strengths have less to do with their TelePresence Content Server and more to do with Show and Share but they do have good speech detect technology. However, they are missing a lot of features where we are very strong in, such as SharePoint integration, they have less webcasting features than we do and they do not really have any Cloud support. So when you are competing against the Cisco TelePresence Content Server, you will be likely proposing either the Capture Server or the RSS 4000, and it is important to know that we outshine Cisco s product in these ways. The TCS has no native mobile capabilities, it needs an external transcoding. We definitely support mobile through H.264 and MP4. The max call capacity on Cisco is dramatically less than our RealPresence capture server. Ten calls with only two live streaming. So even some of our smallest Capture Servers can support more live stream than a Cisco. It is also built on an older hardware platform, Windows Server Page 14 of 17

15 VBrick is also a competitor that you will find out, especially in the lecture capture space. You know one of their strengths is that they have complete end to end hardware offering from capture to distribution but some of their weaknesses come from the fact that they have done acquisitions, where they have two different types of video platforms with separate capabilities that are not integrated. So understanding that their Rich Media Studio comes in either an HD or an SD flavor, is something that you can really compete against on the feeds and speeds perspective, because our appliance does both for a similar price. Also, they are going through disruptive company-wide changes with their acquisitions and essentially Polycom s end to end solution set is much stronger. Sonic Foundry is another company that is very big in the education and lecture capture space and they do have a media site recorder and a portable model that is a bit similar to our Capture Station Portable Pro. They do have some strengths and some unique features, because they have optical recognition technology that can take the text from slides and make it easier to search. But again, their platform lags in some areas, like support for SharePoint and other types of social capabilities. So what is important to know on the appliance level is that Polycom s portable appliance is significantly more powerful and competitively priced compared to Sonic Foundry s. And again, our complete end to end solution set is stronger. Page 15 of 17

16 So let us have a look at a case study. Linklaters law firm is based in the UK and it is a huge global law firm with 6,000 employees in 23 countries and they were having a demand increase in the training department. So, essentially everybody was asking for updated training and the training department could not deliver. They also had some challenging IT environments in their far flung locations. They ended up implementing RealPresence Capture Station, Media Manager and the RSS This is an example of an account where Capture Stations were used more for an auditorium type of capture and the RSS 4000 was used for video endpoint capture. The results and benefit was that it increased the productivity of the training department tenfold and they were able to mitigate a lot of their bandwidth constraints through some of our content delivery network optimizations and they were able to track that 100% of their partners have viewed very important presentations because of the analytics and viewership tracking metrics inside of Media Manager. Page 16 of 17

17 So with that, that is an overview. You should be armed and ready to go out to the field and tell your customers about these solutions. Thank you. Page 17 of 17