Uc summit michels pleasant parker vendor landscape review 29 april 14
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UCC Vendor Landscape 2014
Dave Michels Marty Parker Blair Pleasant
TalkingPointz UniComm Consulting COMMfusionwww.TalkingPointz.com www.UniCommConsulting.com www.COMMfusion.com
D
UC Summit 2014
Landscape: Engines, Appliances, Networks, Apps
UC Engines & UX
UX Devices Collab. End Points & Apps
Mobility Devices
Carriers
Gateways & Networks
ALU Avaya AVSTCisco DigiumEsnaININMitelNEC ShoretelUnifyZeacom/Enghouse
8x8 ThinkingPhones
West
HPJabraJawboneLogitechPlantronicsPolycomSennheiserSnom
Cisco VideoLogitechPolycomRadvisionSonexisVidyo
AdobeCisco (WebEx)CitrixDolbyGoogle InterwiseMicrosoftSkypeZoom
AppleGoogle(many brands)
Microsoft(Nokia)
RIM
(US list only)ATTLevel 3SprintT-MobileVerizon+ Many others
AudioCodesAvayaCiscoExtremeHPOracleSonus
B
Strengths
• Global footprint
• Increased Asian
presence
• SP + enterprise skills
• Strong Network portfolio
– voice and data
Challenges
• N. American presence• Change with
new ownership?
• New branding inevitable
• SDN/UC
• Profitability
• Continued innovation?
B
What's New• SOLD! Huaxin Private Equity. ALUE Only• Focusing on OpenTouch• OpenTouch Suite for Cloud - Cloud service thru
partners: US ICON• New line of endpoints• Platform expansion, 5k users • New UX Clients
B
Strengths
• Large installed base• Contact Center
Leadership• Broad portfolio (SMB,
enterprise, video, networking)
• Session Manager• DevConnect partners• Managed services –
growing 100% YoY
Challenges
• Multiple product lines, UX clients
• Customer Retention• Debt & financial outlook• Direct cloud SMB sol-
ution bypasses channel• Overcoming past
channel conflict issues
M
What's New• Focus on mid-market, IP Office expansion• New cloud (managed) strategy aimed at SPs
- UCaaS, CCaaS, VaaS• New Managed Service aimed at mid market and
contact centers• Intent to consolidate UX software clients
M
Strengths
• Dominant network share• Comprehensive portfolio• Leading IP Tel share• Leading video position• Strong distribution &
channel• Cloud platform and
carrier partners• Innovative marketing
BE6K, UCL pricing, etc.• Competitive culture
Challenges
• Plateau in IP Tel sales• Decline in Telepresence• Slow SP cloud (HCS –
managed) sales • Video adoption rate• Microsoft, IBM & Google• HP, Dell & Huawei• New focus on IoT• Networking at heart
D
What's New• Video room innovations
• SpeakerTrack Experience• Expressway: no VPN; Lync integration• Lower cost room systems
• Enterprise Subscription agreements• Cisco Intercloud initiative
• Cloud-centric UC roadmap, too• WebRTC and free OpenH264• Increased focus on HCS
D
Strengths
• (Switchvox)• Turnkey, simple, all-in-
one solution• Enterprise-like features at
low cost • Simplified SIP phones• Low cost cloud service
Challenges
• Digium is open source company, but Switchvoxis proprietary
• Software-based solution only sold as an appliance
• Generally confined to SMB; limited scalability
• Small, privately owned company
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What's New• Switchvox hosted CCTR
• Very successful with its own phones
• Digium decreasing relevance
D
Strengths
• Strong social business offerings and vision
• Ability to execute on UC as CEBP in verticals
• Large base of IM/presence, e-mail
• Prof. services, account management
• IBM brand and large enterprise account base
Challenges
• Lotus brand disappearing• Lack of UC market share• No enterprise voice or
call center products• Weak SMB penetration• Poor track record with
Voice• Needs partners for full
voice capabilities
M
What's New• IBM Connections Suite
• SmartCloud portfolio
• IBM Social Business Enterprise Strategy Accelerator
• Less relevant in UC technologies
M
Strengths
• All in one solution; ease of implementation and management
• Successful cloud offerings - CCaaSdelivery model
• Business/Communication process automation
• Microsoft alliance for UC
Challenges
• All-in-one solution difficult to operate in mixed environment (no best of breed)
• Perceived as contact center vendor
• Limited UC capabilities –e.g. for conferencing, collaboration, video
B
What's New• CaaS Small Center
• eCommerce website
• Interaction Mobilizer
• Acquisition of OrgSpan
B
Strengths
• Leader in IM/presence, e-mail, productivity apps
• Growing UC share in on-prem E.V. shipments
• Office 365 cloud UC• Ecosystem strength• Free Microsoft Live & Skype• Distinct pricing models• CEBP success (behind the scenes)
Challenges
• Lync E.V. adoption rates• Lync as PBX (if an issue)• Multi-vendor solutions –
Channel voice skills/focus• IP PBX, Video Interop’n• Google, IBM, Apple • Office 365 E.V. options• 3rd party contact centers
D1
Slide 15
1 innovation? really?Blair Pleasant, 4/22/2014
What's New• New CEO• Gurdeep is back• Skype Integration - voice, video, … • SIP phones (Snom and Polycom)• Lync Online with PSTN - 2015• Possible analytics emphasis• “Universal Communications”
D
Strengths
• Merger-driven growth: doubled revenue, more internat’l, new platforms
• Virtualization leader -Server & desktop virtualization – leads to low TCO
• Strong hosted offering• Managed service
offerings
Challenges
• Product alignment with Aastra
• Brand awareness –perceived as voice and hospitality
• Channel not as savvy as product requires
• No Distribution Partnermindshare
• Profitability
D
2
Slide 17
2 is this really an issue? don't nec need distnBlair Pleasant, 4/22/2014
What's New• Acquisitions (Aastra, Oiasys, PraiieFyre, Telepo)
• Mitel MiVoice endpoint (v2)
• Vidyo Partnership (prem and hosted)
• Significant growth in hosting (retail, wholesale, platforms, private
clouds)
• Complete suite of services: (managed services, PF, PaaS, network,
OpEx models
• Hybrid Cloud Options
D
Strengths
• Vertical industry focus• Dealer-friendly cloud
service• Products available
worldwide• “#1 Global line share”
• Appliance packaging• Reputation• Hospitality and higher ed• Top to bottom Solution
Challenges
• Marketing• Revamping portfolio to
“3C” - broader skill sets required in channel
• No Distribution Partner• Video
M
What's New• 3C hosted for verticals
• Hybrid premises-cloud offerings
• SDN will be key focus with networking portfolio
• Significant updates on SV imminent
• New CEO in NEC America
• 3C is JITC Certified for military grade security
M
Strengths
• Cloud offering – M5• Customer sat
• High Net Promoter Score• Sales and Marketing• Simple deployment and
management• Mobility
Challenges
• Two Platforms• Profitability• Merging & onboarding
channels• International distribution• Video• Server virtualization• Keeping it simple with
added features
B
What's New• Closer integration between Sky and Premises
• 400 Series IP Phone
• Channel programs
• New management team
• Virtualization
• Significant focus on engineering
• Steady growth of cloud
B
3
Slide 22
3 when is the announcement?Blair Pleasant, 4/22/2014
Strengths
• Global customer base • Open design:
architecture, standards• Fusion – for integrating
3rd party apps• Mature managed cloud
offering• Aggressive pricing• Innovation in UC:
Ansible, analytics, et al.
Challenges
• Market and mindshare in N. America
• Channel in N. America• Private equity backing• New Management
M
What's New• New Leadership (many from Westcon)• New Name, Branding, Marketing
• The ‘New Way To Work’• BT Partnership • Ansible• Ansible• Ansible
M
Overall Trends• Cloud/Managed
• Video
• Mobility: BYOD
• New Endpoints
• Midmarket push• Whether moving up-
or down-market
• Simpler Bundling
• Simpler themes• UC = voice, presence,
video, and mobile
• Verticals, Analytics
• Non-traditional Options
• Subscription model
BDM
Cloud Observations
• Expanding appeal• SMBs• Segments of large
enterprises• Strategic/tactical choice for
larger enterprises• Acceptance increased by
other cloud services • Serves preference for OpEx
• Though cloud TCO is higher
• Adoption continues to grow• Expect more Hybrid options
• From simple to complex• Will become preferred for
security and reliability• Customers will demand more
integration options, APIs, customization capabilities.
• More choices are coming• Q: Adopt now, or wait?
Market Dynamics Service Evolutions
DMB
UCC Vendor Landscape 2014
Dave Michels Marty Parker Blair Pleasant
TalkingPointz UniComm Consulting COMMfusionwww.TalkingPointz.com www.UniCommConsulting.com www.COMMfusion.com
Thank you!
D