Capitalize on the SMB Market Opportunities with Polycom Solutions

1Project Vision │ September 2011

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Intellectual Property

ScanSource Communications Partner Conference │ October 2011

Capitalize on the SMB Market with PolycomSue Hayden│ Executive Vice PresidentOctober 6, 2011

3ScanSource Communications Partner Conference│ October 2011

Polycom RealPresence Platform SMB Market Opportunity Partnering with Polycom in SMB

Agenda


UC investments must work together, support business processes· Freedom to choose multi-vendor, best-of-breed products

· Native integration with business tools and applications familiar to users

Investment protection· For legacy products vs. forklift upgrades – backward-compatibility required

· For new standards, protocols, applications, devices – forward-compatibility required

No one-size-fits-all delivery· Premises, hosted, cloud options required

· Mobility and social networking require cloud-based delivery of video services

Single management solution for IT· To provision, deliver, and monitor video solutions from mobile to desktop to room

systems

Customer Pains Driving Need for a UC Platform


Polycom: From Platform to Endpoints

Core Networking & Security

Polycom® RealPresence™ Platform

Software for secure video capture, content

management, administration and

delivery

Software that easily and securely connects video

participants in and outside the firewall and

optimizes for a best collaboration experience

Software for multi-tenancy and massive

scale, redundancy and resiliency – up to 25,000

concurrent calls and 75,000 devices

Software to centrally manage, monitor and

deliver video collaboration across your organization

SocialIM/Presence Call ControlVideo

Collaboration Mobility

Services

Software for multipoint video, voice and

content collaboration that connects the most

people at highest quality and lowest cost

Video Content Management

Universal Access and Security

Virtualization Management

Scaling

Video ResourceManagement

Provisioning

Universal Video Collaboration

Bridging

Web Conferencing Other Apps?

Media ManagementB2B & B2C


Micro < 10 26M companies

“S”mall 11-100 8M companies

“M”edium 101-999 900K companies

Large 1000+ 63K companies

SMB Market Opportunity


Polycom’s SMB Customer Segments

Attribute Micro(<10)

Small(10-99)

Lower Mid-Market(100–499)

Upper Mid-Market(500 – 999)

# of Offices* 1 1.2 4.0 12.9

% of Remote Workers** 41% 22% 16% 18%

IT Support None or third party Generalist SmallGroup Department

Typical Buyer** CEO/Owner/Partner IT IT IT

Calling Majority Outbound Majority Outbound Internal and Outbound

Internal and Outbound

Typical Telephony Analog, Key System Analog, Key system, PBX Digital or IP PBX Digital or IP PBX

Typical Video Skype, Google, Facetime Skype, Google Some

Business GradeSome

Business Grade

Bandwidth Limited/Expensive Limited Available Available

Customization Simple Complete Solution

Simple Complete Solution Some Customization Customization

*U.S. Census Data**Polycom Survey, June 2011


Polycom continues to break down the barriers that have prevented SMBs from taking advantage of business-grade video conferencing solutions.

Intelligent Polycom solutions enable SMBs to enjoy reliable, high-quality video conferencing in less than ideal networking environments that are typical of new-to-video SMB customers.

Polycom is committed to drive SMB-specific innovation to better meet the evolving communication needs of the SMB market

Polycom Empowers SMBs to Communicate, Solve and Create


Polycom Offers a Full Suite of SMB UC Products and Flexible Delivery Options

TelephonyVideo

Conferencing/Telepresence

WirelessPhones

PC VideoConferencing

FirewallTraversal

DeskPhones

Group VideoConferencing

MultipartyBridge

ConferencePhones

Desk VideoConferencing

Network/DeviceManagement

Multiparty Conferencing/Infrastructure

Services

BusinessMedia Phone

MobileVideo

Streaming &Content Management

Professional Services· Planning &

Architecture· Deployment· Operation &

Optimization

Support Services

Training

De

live

ry

Op

tion

sU

C S

olu

tion

Ele

me

nts

On Premises Private Cloud Public Cloud


Affordable, easy-to-use video conferencing for SMBs

· Easy to purchase, deploy, use and manage

· Delivers high quality, reliable and secure conversations

· Sets a new standard for cost-effective business grade video at the lowest TCO

Newest Addition to the SMB Solution PortfolioPolycom RealPresence™ Ready


Exploding SMB market opportunity enables incremental revenue· Attractively priced, bundled solution at US$17,999 with mandatory

services bundles (one- and three-year options)

Drive new business & promote growth within the SMB installed base· Differentiated competitive advantage in both price and performance· Polycom PVX® users prime target

Differentiate with your value add for increased margin opportunity· Sell complementary solutions – firewall traversal, displays, PCs, Web

cams and conference phones· Add-on services – network assessment, installation

RealPresence Ready Partner Benefits


Case Study: Jackson Spalding

Challenge• Connect team members who are geographically

dispersed throughout the US to ensure full engagement on client projects.

Solution· Polycom room telepresence solutions and desktop

video conferencing software connect Atlanta HQ staff with employees in Athens, Ga., and Dallas, consultants in New York and San Diego

Results & Benefits

• Time saved collaborating on projects distributed across multiple offices

• Brainstorming is more productive, resulting in better work that’s completed more quickly

• Company events and social gatherings held via telepresence keep remote staff from feeling disconnected

“We’re not a huge company … some might wonder why we made the investment. But what we’ve gotten from Polycom telepresence has been immeasurable. Hands down … the best purchase we made last year.”

─Gene Crosby, Chief Operating Officer, Jackson Spalding

Interoffice Communications


SMB Customer Benefits

Personal UCServices

Group UC

Polycom SMB/E SolutionsExample

Solution Enhancements

Headsets

Network OptimizationVertical Applications

Firewall Traversal, QoS

Example Platform Providers

On Premises Private Cloud Public Cloud

Polycom® RealPresence™ Platform

Solution Providers (Gold/Platinum

VARs)

Global Service

Providers Distribution

DMRPlatinum Indirect

Resellers Gold Indirect

Resellers Registered

ResellersITSP/Regional

Service Providers

Delivery Choices Complete Solutions Customization Financing Options Pre/Post Sales Support

SMB GTM Strategy

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End-to-end UC solutions with Polycom and Microsoft Lync Opportunity to uniquely integrate with one of the strongest brands in the

industry Polycom CX7000 announced

Leveraging the Ecosystem in SMB

Complete premises-based UC solutions with ShoreGear integration Bringing telepresence-enabled UC to ShoreTel VoIP customers

Click to audio and video conference with Sametime and Polycom integration A compelling mid-market UC solution for Lotus-based businesses

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Exploding Market Opportunity – Incremental Revenue

Drive New Business & Promote Growth Within The SMB Installed Base

Differentiate With Your Value Add for Increased Margin Opportunity

Partner Opportunity


INTERACTION


THANK YOU

Capitalize on the SMB Market Opportunities with Polycom Solutions

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