C D H

C D H Views from the UC Summit

June 2012

C D H Quick Facts

About Us• 22nd Year• Grand Rapids &

Royal Oak• 30 Staff

Approach• Vendor

Independent• Non-reseller• Professional

Services Only

Partnerships• Microsoft Gold• VMware Enterprise• Citrix Silver• Cisco Registered• Novell Gold

C D H Expertise

C D H Get Social with C/D/H

C/D/H Talks Tech C/D/H Tweets Tech

C D H Meet Your Presenter

Paul HillmanPartnerPMPpaulh@cdh.com

C D H Agenda

• When is Video Valuable?• Eliminating Meeting Tourists with Video• Video/UC Convergence• What should you do?

C D H Types of WorkersKnowledge Workers

Information (Task) Workers

Service Workers

Definition • Interaction and information

• Unstructured Process• Undefined Outcomes• Personal Workflow

• Structured Process with Information controllingflow

• Defined Outcomes• No Personal Workflow

• Structured Process• Do not use information to

structure their job• Information is only

gathered

Examples • Engineers• Executives• Salespeople• Managers

• Contact Center/ Agents• Bank Tellers• Nurses• Policeman

• Hotel Maid• UPS Driver• Refuse Engineer• Taxi Driver

US 15-25% 35-45% 25-45%

World 10-15% 25-40% 55-70%

WorkforcePercentages

Basis/Sources: Number of PCs – Gartner – 800M of 1.6B total – 50% Knowledge Workers World Workforce Size – World Bank “Labor Force” US “Know/Info” Worker % - Wolff/Growth of US Information Workers – 65%

C D H You might be a ____ if ____

• Do you have an assigned PC that is for your exclusive use?

• Do you take your PC with you outside the office?

• Do you manage your own time commitments?

• Do you use computing devices that are shared with others?

• Are your computing devices special for your job?

• Are the computing devices you use located in specific work areas?

Yes Yes

You might be a Knowledge Worker

You might be an Information Worker

Types of Migration to Unified Communications

Task Value of Collaboration Tools

Different Media Deliver Different Results

Media Modalities and Relationships

SellingCollaboration

Task BasedCollaboration

Collaborative Modalities

Collaborative Tools Use Among Worker Types

Asian Collaboration Emphasizes Visual Communications

C D H Current Video Solutions

Telepresence

Executive VideoRoom Systems

C D HFilling the Occasional Selling

Collaborator GapThe Middle Video Opportunity

Telepresence

Executive VideoRoom Systems

The Occasional Selling Collaborator

What is the “Occasional Selling Collaborator”?

Value of Video to the Occasional Selling Collaborator

Comparing the Occasional Selling Collaborator Video to Executive Video

C D HReducing Meeting Tourism

with Video

• Meeting Tourists are in most meetings• Not there to contribute• Comes on at the beginning then is quiet• 20%+ of meeting attendees are Tourists

C D HDavid Grady:

The Conference Call

http://www.youtube.com/watch?v=zbJAJEtNUX0

C D H Eliminating the Tourists

• With video the Meeting Tourist is visible• Lack of participation is obvious• Eventually Tourists do not show up• Meetings become structured

– Item times– Variable attendance

• Recording and Replay is Critical

C D HAnalyzing the Value of Tourist

Reduction

• Value Assumptions– 3 hours out of 9 hours in daily meetings - 34%

of time

– 50% are large group meetings - 17% of the time

– 20% of the attendees are tourists

– 3.4% of total employee time

– Average employee cost is $175K

• $7,000 lost value per employee

C D HUC/Voice and Video Convergence

Drives Installed Base Change• Using Guestimates of installed bases• Determine where the current and future convergence centers lie• Opportunity in helping your customers converge

Over 60% of the Installed Base MAY change either Voice/UC or Video Vendors

Guestimates of NA Installed Base Share‐ 2012 

C D H Conclusions

• Moving video out of the closet creates great value– Middle video for commitment and resource

management– Meeting video to eliminate “Meeting Tourists”– Can be a cultural change

• Will drive real UC Voice/Video convergence– Will result in less overlay video and more UC

integrated video– Will result in industry consolidation

C D H What should you do?

• Formulate a convergence/migration strategy

• Define which transitions you are going to leverage

• Consider whether a cloud video/UC offer is an area for your business

• Build value propositions for UC/video convergence for your customers

C D H Best of Breed vs. Suite

C D H Vendor Offerings

C D H Cisco

C D H Avaya

C D H IBM

C D H Mitel

C D H ShoreTel

C D H Digium

C D H Microsoft

C D H

Grand Rapids15 Ionia SWSuite 270Grand Rapids, MI 49503p: (616) 776-1600

Royal Oak306 S. Washington Ave.Suite 212Royal Oak, MI 48067p: (248) 546-1800

Thank You

www.cdh.com