Welcome to Clear-Com’s 2009 IBC Partners Meeting
description
Transcript of Welcome to Clear-Com’s 2009 IBC Partners Meeting
Welcome to Clear-Com’s2009 IBC Partners Meeting
A Vitec Group brand
IBC 2009Welcome!Introductions
Ahmed Magd – Middle East RegionDan Muchmore – UK & IrelandGary Rosen – CoachComm
IBC TeamOscar, Ahmed, Dan, Peter & Karlie Matt, Jake & PM team
IBC Partner Meeting 11th September 2009
A Vitec Group brand
Meeting Agenda Welcome and Introductions—Karlie Miles Partner Address—Matt Danilowicz Product Success—Jake Dodson Recent EMEA Successes—Oscar Mezquita EMEA Sales Promotions—Karlie Miles Tempest Demonstration—Gary Rosen Concert/Hybrid Network Demonstration—Jake Dodson Closing and Q&A—Karlie Miles
Distributor Meeting 12th September 2008
2009 IBC Partners MeetingOur Challenges Ahead
By Matt Danilowicz
11 September 2009
A Vitec Group brand
Thank you! Your dedication and support of the Clear-Com
business helped us through this difficult year.
IBC Partner Meeting 11th September 2009
A Vitec Group brand
Staying on course to be the first choice in our market
Despite a difficult year We remained financially secure with backing from
Vitec Group We continued investments in innovative technology
- Hybrid Network (TDM Matrix/IP Server Network)- Tempest2400—2.4GHz Digital Wireless Intercom System
We continued efforts to improve operations and processes across the company• Including our new Authorized Service Provider program
Distributor Meeting 12th September 2008
A Vitec Group brand
Our Commitment in Broadcast
IBC Partner Meeting 11th September 2009
Continued R&D to enhance Eclipse—the market’s newest, most powerful matrix intercom
New product offerings such as the Hybrid Network & Tempest address real-world market/customer changes
More sales staff, more co-op marketing, more customer references
A Vitec Group brand
We expect recovery, but broadcast remains challenging In H1 2009, Global broadcast advertising shrank by 28%Much of this advertising—more than half—will not return
or will move to on-line media The Euro-centric 2009 IABM survey of broadcast
manufacturers predicts only limited recovery in 2010Taxpayer revolt and governmental pressures are
reducing capital budgets for State Networks
Clear-Com’s new products will beat your competition, but you must diversify to grow
IBC Partner Meeting 11th September 2009
A Vitec Group brand
New Challenges for New ProductsIn 2010, Clear-Com will expand our distribution
partnerships to open new markets Concert/Hybrid Network --Universities/Media schools/Financial traders Tempest – Outdoor festivals, Houses of Worship, Sports TV, Mobile
Command Centers, Construction projects, Training, Military Water-proof FreeSpeak Beltpacks -- Offshore, Shipping
IBC Partner Meeting 11th September 2009
A Vitec Group brand
Market Expansion Opportunities We welcome you to take these new offerings into new markets
Interest? Let’s discuss your investment plan by end of year Not? Clear-Com will seek new partners for expansion into
new markets as you continue your focus on broadcast
IBC Partner Meeting 11th September 2009
ProductsIBC 2009 Distributer Meeting
Jake Dodson, Vice President of Product Management
A Vitec Group brand
Product Breadth
• Live Performance Comms
IPInterfaces & Accessories
V-Series PanelsEncore Partyline Eclipse Matrix
• Distributed Point to Point Comms • DSP Comms Panels
Digital Wireless
• Cellular Roaming Wireless• Interfaces, Headsets, Ancillaries • IP Interfaces, Concert IP Server
A Vitec Group brand
Our Product Strategy
Continue to Enhance our TDM platformExtend our Communications Reach with IPEnhance product family connectivityInnovative products to drive customer upgrades
Distributor Meeting 12th September 2008
Product History
A Vitec Group brand
Product Roadmap: Recent Achievements
Feb ’07Apr ’07
V-Series Panels
E-Fiber Card
ECS 4.1
ECS 4.0
E-Que FreeSpeak Wireless Card
Eclipse V4.1
Eclipse V4.0
Aug ’07
EncoreAnalogue Partyline
Easi-Pico16 Port Matrix
Sep ’07
Oct ’07
AES 6.0Digital COAX
ECS 4.2
Nov ’07
Eclipse V4.2 V-Series Desktop
ECS 4.2
Lever Key
PlannedCompleted
A Vitec Group brand
Product Roadmap: Recent Achievements
Jun ’08
Concert 1.0Native IP-basedmulti-user comms
Concert
Eclipse V 5.0
V-Series AES COAX
E1/T1 Telecom Trunking
Sep ’08
Concert Concert
Site 1
Concert Concert
Site 2
IP WAN
Online Mode
May ’08
FreeSpeak 1.5.7
Vibration AlertBattery Status MonitorRemote Mic Kill
PlannedCompleted May ’09
FreeSpeak 2.0• 20 Beltpack
Station
Aug ’09
V-Series Desktop• Pushbutt
on
A Vitec Group brand
Product Roadmap: Under Development
Concert/Eclipse Linking• Eclipse TDM matrixes linked
to Concert IP Server Network
Aug’09
Concert v2.0• New Panel UI +• Classic Concert
UI
IP WAN
Eclipse Concert
PlannedCompleted
V-Series IP
Eclipse V 5.1• 32 Port IP Card (IVC-
32)
Aug’09
Production Maestro• Conference Router
Logic Maestro• Graphical Logic
Programmer
Clear-Com Hybrid Network
2010
Digital Partyline• Digital
Masterstation• Digital Beltpack• 2-wire interface• 4-wire interface
Concert 2.5
Concert Server
Concert
Concert Server
Internet
Concert
• 4-wire Interface
Q4’09
New Products for IBC 2009
A Vitec Group brand
New at IBC 2009 (launched)
Concert 2.0Dual Mode (Directory or Intercom)
• Improved Directory Panel (auto sort)• Intercom Panel (push to talk)• Linkage to Eclipse
FreeSpeak 2.0 Increased Capacity added in V2.0
• 20 Beltpacks per basestation • Wireless Party-Line Groups• Unused pages are hidden• New IFBs configuration to and from BPs• “Loud” mode
Eclipse 5.1Eclipse/Concert Linking
• ECS 5.1• V-Series IP Panel• IVC-32 High Density IP card• Auto Scanning Feature ( V-Series IP, Concert & MVX)• Logic Maestro• Production Maestro
Tempest Wireless2.4Ghz Digital Wireless
• 2.4GHz Licence Free Wireless• 2xTX Resiliency Technology• Excellent Outdoor Range
A Vitec Group brand
Clear-Com’s Approach: Two Intercom Worlds
TDM Network IP Network
Matrix World (TDM) Concert World (IP)
DEPENDABLE PERFORMANCE NEW FLUID WORKFLOWS
Concert Server
Concert
Concert Server
Internet Concert
A Vitec Group brand
Matrix TDM
Clear-Com’s Hybrid Approach: One Universe
Concert IP
• Two Worlds Intelligently Linked together (best of both worlds)• Concert Panels Link to Matrix World (controlled by Matrix)• Concert to Concert Users have one to one/many calls and texting• IP Panels Link to Matrix from anywhere on IP network or over internet
Matrix World (TDM) Concert World (IP)
A Vitec Group brand
IP
IP
Key Elements of the Hybrid NetworkEclipse Omega or Median
V-Series IP Panel
IVC-32(32 Port IP Card)
IP SwitchConcert Server (Linux)
Browser BasedConfig.
IP LAN, WAN or Internet
V-Series Panel
MVX-D16(16 Port 4W Card)
PC (XP or Vista)
IP
IP
TDM
ConcertIntercom Panel
ConcertDirectory Panel
PC (XP or Vista)
IP
4222 Panel
4224 Panel
i-Station
TDM TD
M
TDM
Fiber or CAT-5Infrastructure
A Vitec Group brand
Hot News for IBC ‘09!
Listec PromptXpress wifi prompterwith ConcertTiffen Europe Hall11 Booth 11.E30
• Concert 2.0• Tried Intracom & it didn’t work well• Maintain constant contact with broadcast
control operations and mobile units.
Clear-Com & Associated PressHall 7, Booth 7.D31
• IBC Show Demo• Concert 2.0 integrated with ENPS Product• ENPS ActiveX launches Concert Conference
V-Series ModuleRoss Video Switcher Module
• Technology Demo only• Potential future product dependant on
interest levels• Other module formats possible
I.V.Core IP Technology
A Vitec Group brand
What is I.V.CoreI.V.Core is a patent pending technology from Clear-ComIt is an audio Intercom over IP technologyIt allows high quality audio intercom and conferencing
over any standard IP network globally.
A Vitec Group brand
Clear-Com I.V.Core Technology
All packets are decoded & re-mixed = heavy on resources/scalability issues
Packets must be buffered = added latencyAudio must be re-encoded = loss of quality
Jitter Buffer Eliminated = reduced latency
Elimination of Decode/Encode = reduced latency & Codec flexibility
MixerDecoder EncoderJitterBuffer
JitterBuffer Decoder
IP Packets
IP Packets
Decoder EncoderJitterBuffer
Mixer
Router
DecisionEngine
MixerJitterBuffer Decoder
Mixer replaced with Decision Engine & Router = ultra low latency core
Server Client
Server Client
Distributed Mixing at Clients = high efficiency on resources, highly scalable
VoIP
Centrally Mixed Packets = no individual Origin metadata
Central mixing at server = scalability issues on larger systems
Packets only ever decoded once = improved audio quality
S1
S2
S3
IP Packets
Packet Jitter
S1+S2+S3Mixed Packet
IP Packets
IP Packets
S1
S2
S3
IP Packets
I.V.Core
time
IP Packets
IP Packets
IP Packets
S1
S2
S3
A Vitec Group brand
Concert Soft Panel Crosses Both NetworksFor Intercom Users
Matrix Concert
For Office UsersConcert 2.0. Intercom Panel Concert 2.0. Directory Panel
Concert Conference
Matrix KeyConcert Key
Matrix keys assigned on Concert panel are controlled by Matrix
1
21
12 Concert keys assigned on Concert panel controlled by Concert rules (role access)
2
A Vitec Group brand
Today’s Intercom Approach
Relay
AES
4-wire
2-wire
Tel
Fibre
IPClassical Intercom World
TDM Network
IP Network
Remote Panels Limited to Periphery Status(1 to 1 Relationship to Intercom matrix)
In today’s Intercom IP is seen more as a connection layer, not a network
IP Network
2009 IBC Partners MeetingRecent success in EMEA
By Óscar Mezquita
11 September 2009
A Vitec Group brand
Agenda
Sales Summary YTDEMEA Significant WinsSummary & Conclusion
IBC Partner Meeting 11th September 2009
A Vitec Group brand
Order Intake by Geography
2008
20%
46%
34%
2009
17%
55%
28%
EMEA
AMERICAS
ASIA
IBC Partner Meeting 11th September 2009
A Vitec Group brand
Worldwide Order Intake YTD (As of Aug 31, 2009)
87% 85% 105%
0
01234567
Q1 Q2 Q3 Q4TargetOrder intake YTD
IBC Partner Meeting 11th September 2009
A Vitec Group brand
Order intake by Markets
2008 EMEA
10%
30%60%
2009 EMEA4%4%
35% 57%
37%
32%
13%
18%
Clear-Com Worldwide 2009
BroadcastLive PerformanceMAGothers
IBC Partner Meeting 11th September 2009
A Vitec Group brand
Order Intake by Product Group
2008 EMEA
14%7%
2%14% 63%
2009 EMEA
17%4%
9%18%
52%
Clear-Com Worldwide 2009
7%13%
5%
32%
43%
MatrixPLServicesWireless DigitalWireless Analogue
IBC Partner Meeting 11th September 2009
A Vitec Group brand
EMEA Significant Wins 2009Broadcast
RFO (Radio France Outre-mer) – France Magyar Televízió (MTV) – Hungary
Live Performance Llotja Auditorium Lleida – Spain
Other markets Roland Garros Tennis French open- France Aker Yards Cruises - Norway
IBC Partner Meeting 11th September 2009
A Vitec Group brand
EMEA significant wins 2009Broadcast
RFO (Radio France Outre-mer) – France Magyar Televízió (MTV) – Hungary
Live performance Llotja Auditorium Lleida – Spain
Other markets Roland Garros Tennis French open- France Aker Yards Cruises - Norway
IBC Partner Meeting 11th September 2009
A Vitec Group brand
EMEA significant wins 2009RFO – Radio France Outre-mer
Project value £125k We won because:
• IP technology – Concert linked to Eclipse• Integrated FreeSpeak• Customer confidence in local distributor• Future expansion possibilities and easy
connection with the other 9x overseas RFO locations
IBC Partner Meeting 11th September 2009
A Vitec Group brand
RFO – Radio France Outre-mer
IBC Partner Meeting 11th September 2009
A Vitec Group brand
EMEA significant wins 2009Broadcast
RFO (Radio France Outre-mer) – France Magyar Televízió (MTV) – Hungary
Live Performance Llotja Auditorium Lleida – Spain
Other markets Roland Garros Tennis French open- France Aker Yards Cruises - Norway
IBC Partner Meeting 11th September 2009
A Vitec Group brand
EMEA significant wins 2009Magyar TV
Project value £175k We won because:
• IP technology – integrated Concert software• Integrated FreeSpeak• V-Series features and functionality• Panel Backward compatibility (4000 and ICS)• Production Maestro and Logic Maestro• Customer confidence in local distributor
IBC Partner Meeting 11th September 2009
A Vitec Group brand
MTV – Magyar Televízió
IBC Partner Meeting 11th September 2009
A Vitec Group brand
EMEA significant wins 2009Broadcast
RFO (Radio France Outre-mer) – France Magyar Televízió (MTV) – Hungary
Live Performance Llotja Auditorium Lleida – Spain
Other markets Roland Garros Tennis French open- France Aker Yards Cruises - Norway
IBC Partner Meeting 11th September 2009
A Vitec Group brand
EMEA significant wins 2009Llotja Auditorium
Project value £45k We won because:
• Unique FreeSpeak features• V-Series features and functionality• Clear-Com are well established in LP market in
Spain• Customer confidence in local distributor
IBC Partner Meeting 11th September 2009
A Vitec Group brand
EMEA significant wins 2009Broadcast
RFO (Radio France Outre-mer) – France Magyar Televízió (MTV) – Hungary
Live performance Llotja Auditorium Lleida – Spain
Other markets Roland Garros Tennis French open- France Aker Yards Cruises - Norway
IBC Partner Meeting 11th September 2009
A Vitec Group brand
EMEA significant wins 2009Roland Garros
Project value £60k We won because:
• Easy set up and configuration• Median & V-Series features and functionality• Logic Maestro
IBC Partner Meeting 11th September 2009
A Vitec Group brand
EMEA significant wins 2009Broadcast
RFO (Radio France Outre-mer) – France Magyar Televízió (MTV) – Hungary
Live performance Llotja Auditorium Lleida – Spain
Other markets Roland Garros Tennis French open- France Aker Yards Cruises - Norway
IBC Partner Meeting 11th September 2009
A Vitec Group brand
EMEA significant wins 2009Aker Yards
Project value £50k We won because:
• Unique FreeSpeak features• V-Series features and functionality• Easy integration with Clear-Com Party Line
Encore
IBC Partner Meeting 11th September 2009
A Vitec Group brand
Summary & Conclusions
We are moving in the right direction Unique IP features (Concert, IP panel) Integrated FreeSpeak wireless / Tempest Continuous investment in our roadmap
Product reliability and stabilityNew market opportunitiesExcellent Distributor channels
IBC Partner Meeting 11th September 2009
Clear-Com’s mission is to be the global, first-choice for mission-critical voice communication systems through strong dealer/distributor relationships, delighting customers, and developing leading-edge technology.
A Vitec Group brand
Any questions?
Thank you!
IBC Partner Meeting 11th September 2009
2009 IBC Partner Meeting Sales Promotions
By Karlie Miles
11 September 2009
A Vitec Group brand
Sales PromotionsPromotions
To support and help you secure extra business Give you a reason to revisit / call your customers Enable you to carry additional stock Support you having demo systems Opportunity to offer lower prices to
• beat the competition • sell to customers with limited budget• use as introductory price
IBC Partner Meeting 11th September 2009
A Vitec Group brand
Sales PromotionsPromotions
Expect you to communicate promotions to end users Expect to generate an increase in sales We take the hit on our margin – we don’t ask you to
match We expect you to promote and communicate to
existing and new customers
IBC Partner Meeting 11th September 2009
A Vitec Group brand
Sales Promotions Concert Promotion
5x Concert 2.0 licenses FOC with IVC-32 card sales Customer invests in Concert server / extra licenses Introduction to Concert at very little cost Promotion September and October 2009
Tempest2400 Promotion Demo systems +10% discount Extended payment terms to 60 days (where applicable) Get Tempest in front of customers / target market Promotion September and October 2009
IBC Partner Meeting 11th September 2009
A Vitec Group brand
Sales Promotions Legacy system Trade In Promotion
Buy back legacy systems Support existing customers upgrade to Eclipse System expansions at full margin Talk to your RSM about other possibilities Promotion until end of 2009
FreeSpeak Trade In Promotion Offer customers the chance to replace ‘old’ beltpacks with MKII Discounted price <50% of list price Promotion ongoing
IBC Partner Meeting 11th September 2009
A Vitec Group brand
Sales Promotions B-Stock Promotion
Additional 10% discount on B Stock discount Current B-Stock list available on Partner site Promotion September and October 2009
Any questions?
IBC Partner Meeting 11th September 2009
2009 IBC Partner Meeting Tempest Sales Training
By Gary Rosen
11 September 2009
2009 IBC Partner Meeting Concert/Hybrid Network Sales Training
By Jake Dodson
11 September 2009
2009 IBC Partner Meeting IBC Message & Goals
By Karlie Miles
11 September 2009
A Vitec Group brand
IBC Message
Clear-Com are championing exciting new products. • Hybrid Network• Tempest2400 • Concert
Clear-Com are continuing to grow market share.• Broadcast – RFO, MTV• Live Performance – Theatres, Roland Garros
Clear-Com are committed to grow new markets. • Off Shore, Enterprise, House of Worship……
IBC Partner Meeting 11th September 2009
A Vitec Group brand
Come see us in Hall 9
IBC Partner Meeting 11th September 2009
Clear-Com Booth--Hall 9, Booth #9.E20b
Clear-Com is here.
A Vitec Group brand
Technology Demonstrations Bring your customers to Clear-Com’s Technology
Demonstration Sessions in the IBC Training Zone
IBC Partner Meeting 11th September 2009
Clear-Com Training Times: Tempest2400Saturday, 2-3pmGary Rosen
ConcertMonday, 11am-12pmJake Dodson
A Vitec Group brand
IBC 2009
Questions or comments?
IBC Partner Meeting 11th September 2009