haga clic para modificar el estilo de título del patrón mark kolarpresident channelcorp management

Haga clic para modificar el estilo de título del patrón

MarkKolar

President ChannelCorp Management

Mark kolar


The Radvision Rapid Rewards ROI:Why & How does Radvision = fast partner ROIMark Kolar


14 - 16 November 2012 | Cancun, Mexico

Agenda

Market Trends and Analyst Reports (Hot Market)

What is Radvision Scopia (Easy to use Video for the 99%)

Scopia Use Cases, End User ROI, Market Applications (Not your Dad’s Video Conferencing)

Analyst and Partner Accolades (It’s the Real Deal)

Radvision Channel Program & Demand-Gen Activity Results (Your Video Investment - Avaya’s Investment in Video)

Radvision Rapid Results ROI (Time to cash? More about Velocity of Deals)

Summary



Video

Is YourBusiness Ready?

Video Bridge/MCU

Has Been Now Includes

Costly

Scheduled

Specialized

Room-based

Go/Adapt to Video

Affordable

Ad-hoc

Integrated

Your Device

Video To/From You



Market Trends Confirm Increased Demand

Desktop Video Units Conference Room Video Units

Desktop video grows 13.6% - 2015 Wainhouse, 2011

Conference room video grows 5.5% - 2015 Wainhouse, 2011

Soft clients to grow 340% from 2010 – 2012 Gartner, 2011

Video Related Services grow 15.5% - 2015 Gartner, 2011

94% of users claim UC & Collaboration Budgets flat or growing for the next 2 years

Frost & Sullivan, 2011

35% of users claim remote collaboration as key driver for budgets Frost & Sullivan, 2011



Agenda







Summary



Conferencing, As Used by Most EveryoneStatus Quo (Audio & Web)

Buy, Install a System

Hand out Host Codes

Audio & Web Conference

- Anyone, Anywhere

- Internal/External

- My Bridge /Your Bridge

- Simple & Easy

(after a couple times)

- Simple & Easy

(after a couple times)

- PC & Mac Browsers

- Roll Calls very common

http://www.youtube.com/watch?v=00KvfeZm9VE



Avaya Radvision (Video) ConferencingInstall the System, Get a Conf Code, Invite Anyone/Anywhere to (video) Conference

Access PIN

Moderator PIN

Waiting room

Welcome Slide

Recording

Streaming

Mac/Windows

iPhone/iPad

Droid

Conf Room

http://www.youtube.com/watch?v=NuByvOukpz4&feature=youtu.be



Similar to an Audio + Web Conference, But BetterGet a Virtual Room (code); Invite Anyone; Click or call to join; See & Share!



Key Avaya Radvision Benefits Simplifies & Expands Video Use for Small to Large Enterprises

Key Value & Capabilities

1) Open, Standards-based Multivendor Management & Interop

2) UC Interoperability = Extends & Expands Current Investment

3) Market Leading Price, Performance, Scalability & Quality

4) Great User Experience = Easy for Anyone to Operate

5) BYOD & Mobility For “On the Go” Business Users

6) Expanded Business Applications Drive Customer Success

Customer BenefitsSpeeds the pace of decision making

Extends simple , affordable video to clients & value chain

Protect & extends existing Investment

Revenue-generating, cost savings mobility applications

Clients/customers reduces costs, solve problems faster

Makes you money:existing staff makes more customers happier sooner



Agenda







Summary



Video Use Case: Training Video

Frank, located at his NY headquarters, is on training 10 employees in Prague – a month! His budget definitely won’t cover travel costs.

Frank, located at his NY headquarters, is on training 10 employees in Prague – a month! His budget definitely won’t cover travel costs.

1

He includes a virtual training center link in each of his on boarding kits and new employees are given a schedule of virtual sessions to join.

He includes a virtual training center link in each of his on boarding kits and new employees are given a schedule of virtual sessions to join.

2

Each month, 10 employees gather on a virtual call where they share documents, ask questions of the teachers and collaborate with their new colleagues.

Each month, 10 employees gather on a virtual call where they share documents, ask questions of the teachers and collaborate with their new colleagues.

3

Employees are also given their own virtual conference room to continue bi-weekly discussions with colleagues in their specialty from around the world.

4

Full training is completed in record timeEmployees experience an “on site” training experienceTraining completed for a fraction of typical costs

Results



Video Use Case: Health Care

Susan’s radiologist is reviewing her scans to prep for her treatment that’s about to begin. There’s a node in question and she needs to consult with Dr. Bret, who’s across town at the main hospital.

Susan’s radiologist is reviewing her scans to prep for her treatment that’s about to begin. There’s a node in question and she needs to consult with Dr. Bret, who’s across town at the main hospital.

1

She sends an instant message to the doctor with a video link to join. They share Susan’s scans via video and determine a better course of radiation.

She sends an instant message to the doctor with a video link to join. They share Susan’s scans via video and determine a better course of radiation.

2

Last step, get concurrence from Susan’s oncologist who they know is out of town.

Last step, get concurrence from Susan’s oncologist who they know is out of town.

33

4 The radiologist texts the oncologist who sees it on het iPhone and clicks to join the conference. They review the charts and treatment options and together agree on the change.

4

Share documents and consult with experts in any locationInclude colleagues in full collaboration from any deviceDeliver better, more collaborative treatment decisions

Results



Video Use Case: Service and Repair Industry

Traditionally, a large trained & skilled service staff is scheduled and dispatched to fix customer outages. If not resolved, customer waits for a more senior tech to arrive.

Traditionally, a large trained & skilled service staff is scheduled and dispatched to fix customer outages. If not resolved, customer waits for a more senior tech to arrive.

1

Now, customer or the onsite service staff calls service company HQ for a video consult with a senior technician, who can also get the supplier on the video call as well

Now, customer or the onsite service staff calls service company HQ for a video consult with a senior technician, who can also get the supplier on the video call as well

2

Whether in the office, mobile or at another site, the senior technician or supplier rep sees the problem, and guides the onsite tech or person thru a few steps to solve the problem

Whether in the office, mobile or at another site, the senior technician or supplier rep sees the problem, and guides the onsite tech or person thru a few steps to solve the problem

3

The customer is back online and back in business more quickly.. .and more likely to use the same firm again

The customer is back online and back in business more quickly.. .and more likely to use the same firm again

44

Customers are happier, back online sooner, maybe save moneyStaff can service more customers per month, increase sales & marginsCompany can offer new remote assistance service with high marginsBonus vendor rewards for high customer satisfaction

Results



End User ROI Impact: Traditional Video vs Scopia

Cost Challenged

Virtually Limitless

Applications

# of Users & Apps(Return)

Time & $$ to Deploy(Investment)

Traditionally Now

Traditional Video vs

Scopia Video

Scheduled - Ad-hoc, can be Scheduled

Costly Room-based Units - BYOD w/Room Integration

Lengthy Multi-site Installs - Download & Go on BYOD

High Cost per Node - Low Cost per Node

Very foreign UI - Easy as Audio + Web Conferencing

Often just site-site apps - Any-Any, Endless Apps

Limited use externally - Nearly anyone internally & externally

Used by1% of the population - Used by 99% of the population



Video Market/SalesOpportunities are Everywhere!

Aging Gear No or Old MCU

New EPs & MCUs Competitively Held

Aura/CS1k Client Aura Video Client

Low Complexity

No Aura No VideoPure

Greenfield

Video Greenfield

New or Wide-scale

Video

Upsell Video

Low Complexity

Go! Go! Go!

Go! Go! Go!

MediumComplexity

High Complexity

Go! Go! Go!

Proceed with CautionRough Mapping

F1000

Mid-Size Enterprise

Small

Medium Business

F100 Most Challenging! Requires advanced

Skills/Experience

Need more Rooms No Desktop Video

New Client New Footprint

RFP Responses Pure/Hosted Video Apps



Agenda







Summary



Industry Awards

Nemertes Research PilotHouse Awards Q312

Frost & Sullivan New Product Innovation Award

Radvision Wins Market Challenger Award

Nemertes Research PilotHouse Awards, Video Conferencing Q312

Radvision wins PilotHouse Market Challenger Award on the strength of its technology and value. Its technology score was tops among all Market Challengers, while its value score led every other vendor, Challenger and Leader alike.

Radvision Scopia XT5000 Wins Innovation Award

Frost & Sullivan 2012 Global Video Conferencing and Telepresence Endpoints Innovation Award

Radvision has placed itself ahead of the pack by offering leading edge capabilities at an attractive price in its innovative Scopia XT5000.



What Partners Are Saying

“As an Avaya Connect channel partner, we not only aim to bring the best in communications to our customers, but also help them take the right steps to stay ahead of the curve. We are proud to add Radvision Scopia solutions to our portfolio as it fits perfectly with our unified communications strategy. SKC’s widespread experience in video, Avaya systems and audio visual integration allows us to design, install a complete UC solution for our customers. Combined with our video network operations center (VNOC) and managed services offering, we eliminate the need for multiple communication technology and service providers, simplifying the process for our customers.”

--Tray Vedock, President and CEO, SKC Communications, Inc

http://www.skccom.com/Index_



What Partners Are Saying “We are excited to now offer the Radvision Scopia video collaboration solution to our customers. The addition of this

video solution will greatly enhance our ability to offer customers state-of-the-art video conferencing technologies that will allow their businesses to collaborate more efficiently,”

-- Dan Ferguson, President and CEO of AdvanTel Networks.

“Video is the essential next step in collaboration, and Avaya has made video more cost-efficient and simple to use, while gaining in feature functionality. By authorizing Avaya Connect partners like us to offer Radvision Scopia solutions, we have a unique opportunity to help our customers take full advantage of a new generation of video communications tools, and make real-time collaboration a significant driver of value throughout the enterprise. “

--John Lyons, CEO, NACR



RADVISION - Market Leading ProductRating prior to Avaya’s Acquisition

Source: Info-Tech Research Group – Video Conferencing Vendor Landscape 2012

Post Acquisition?



Agenda







Summary



Avaya Connect RV Onboarding & Sales

Steps

Avaya Partner & Avaya Channel Team discuss partner’s video coverage, skills and deals… decide if/how/when to prioritize onboarding

Purchase (to later self-install) Demo Kit 1.b or 1.c (and 1.a once available)

Schedule & complete 3hr sales & positioning webinar, sales and SE staff

2 install/support engineers complete 5-day Implementation and Support Certification course & test; then self-install demo kit

Promote RADVISION thru daily use of Scopia Conferencing applications as well as quarterly end-user demand-gen campaigns

Leverage SFDC to register and track opportunities thru to closure

1.

2.

3.

4.

5.

6.



Partner Demo Packages1a: Portable SMB* 1b: Low-End Kit 1c: Mid-Range Kit

Average Purchase PriceSteeply discounted Hrdr & Sftw

~$5,000 ~$32,000(before MDF)

~$52,000(before MDF)

Run Standalone when Remote Yes No No

Video Infrastructure Included No Yes Yes

Supports 3rd Party H323 B2B No Yes Yes

Max # of Scopia Desktop or Mobile User Accounts

9 100 200

EPs/Room Systems 2 2 2

MCU Location Inside XT1200 EP In Data Center In Data Center

MCU Type Embedded One Elite 5110 Two Elite 5110s

Concurrent HD EPs 9 10 20

Concurrent 360p EPs 9 40 80

Partner Servers Req’d 0 2 2

Good For Internet-less tradeshows/customer demo, Smaller BPs

Mid-size 2-tier BPs Large 2-tier and 1-tier BPs, Disti

Now Now

* Coming Soon, Avaya Provided Initially



US: Awareness & Demand Generation

3,000+ Peoplein 4 Months!



FY13 Americas’ Campaigns:

FY13 Campaigns

Mobile Collaboration

Video Collaboration

Network BYOD and Virtualization

Customer Experience

Always On Demand Gen

Field Campaign Enablement

Integrated Stack

Community Branding (w/HQ)

Partner Programs

Integrate Key Promo/Incentives

Social Media and PR

Assets/Output Required

Events and Evolutions

Integrate into Communications

EM/DM DR (Direct)EM/DM DR ( PMC/ML)DM Postcard (PMC/ML)Seminar in a BoxBlitz in a BoxTelemarketing Talking Points( PMC/ML)Online BannerSocial Port social media campaign content cellsContent syndication assetsVideo/Flash translated impact moviesRe

al T

ime

Colla

bora

tion

Inside Sales Tele campaignsPartner and Sales Pitch PacksISS TrainingCampaign ToolkitsSales and Partner Portal sites/communicationsPMC and MarketLeaders Online banner 3 sizes driving to impact movieEmail signaturesEvolutions and Major Tradeshows/Road shows



US Field Engagement Flow: Video

Radvision Viral Video 8/6

Email 8/22

Online Search 8/6

Banner Avaya.com 7/26

IAUG Webinar 9/5

Social Media 8/6

Impact Movie 9/30

Demo scheduling website 8/20

Email Signature templates 8/6

Content Synd. Podcast 8/30

If we can’t show how easy it is to be face to face with your customers in 10 minutes, we’ll send you a $10 Starbucks giftcard!

Schedule a Scopia Demo

Demo & Starbucks Gift

Wave 1:•Catalyst US Disti •Jenne US Disti •Westcon US Disti•AdvanTel Networks •ArrowS3 •Carousel •Combat (Canada) •Mac Source •NACR •SKC •SPS

•STL Communication •TSG Wave 2•Techdata CAN Disti •Ingram CAN Disti •Altura •Black Box•Branttel (Canada) •BroadConnect CAN •Integration Partners•MTS Allstream •Sunturn •VICOM

Drive Interest Inside SalesDrive Interest

Fast Track Partners



Agenda







Summary



Example Partner ROI – Rapid RewardsBased on 4 month results, at partner with substantial video practice

Closed 1st Scopia deal worth ~$250K to the partner last quarter

Pipeline of 38 video opportunities

Next 12 month potential business to the partner of roughly $2.5M

Avaya has brought them into 5 very substantial opportunities with a 2yr potential of $3M

Entire sales team is leading with Radvision, instead of two traditional video players

2 install/Support engineers took 5-day ACSS class

Bought & self-installed Scopia Kit 1B

One customer seminar

- 1 Keynote Presentation

- 2 Breakout Sessions

- Dinner with Sales Team

Return ($250K sold / $5.5 pipeline) Investment (Less than $15K)

Sales team trained and using their Scopia system

Held one 45 person Webinar about Scopia

30-day Opportunity Registration SPIFF

It’s About Velocity of Deals, NOT just the First One!



Agenda







Summary



Summary - Why Avaya RadvisionClear Unique Value & Relevance

Protecting & Maximizing Your Existing Investment; While Growing Your Business

End User / Customer

Speed decision making / increased productivity

Increase sales, margins, customer sat

Easy to Deploy & Use = Broad daily usage as default conferencing tool

Collaboration includes customers/partners

Award-winning products

Patented Slider application

Maximum Return on Investment!

Easier to control, maintain and manage

Tested & proven HD H264 SVC rooms, desktop & mobility applications

As easy to use as Audio Conferencing

Business Partner

Max. use of in-house skills & client base

RADVISION = quick, cost competitive sell

Less to Test/Integrate = More customer focus

Simply to up-sell existing video conferencing customer base

Your org is core tech enabler for the client

You help customer’s entire business and value-chain to be more productive

Increased margins & cost competitive

Rapid Rewards ROI

Fewer competitors = more account control

Top of mind / seen as leader by customer

Open, Standards based any-to-any

Money

Complexity

Innovation


THANK YOUMark Kolar

US Video Channel Director

[email protected](720)977-2500

haga clic para modificar el estilo de título del patrón mark kolarpresident channelcorp management

Documents

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dads video conferencinganalyst

video related services

radvision scopia easy

radvision rapid rewards

scopia use cases