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Hello, my name is Cara Daly, I am the Product Marketing Manager for Polycom Video Content

Management Solutions. Today we are going to look over the launch for the RealPresence

Counter Series, which is a series of new products that we are introducing in Q2, 2013.


As you can see from the Agenda, we are going to cover everything that is going to let you feel

comfortable and confident talking to your customers about these new solutions and be able to

position them to be successful.


Let us have a look at the Polycom Video Content Management Solutions portfolio, where you can

capture from any source and deliver content to any device. We are going to be focusing mostly on

the RealPresence Capture Server today, which enables recording from any standards-based

desktop video, any mobile video or any video conferencing device, and also the introduction of

new RealPresence Capture Stations.


From a customer value perspective, the Polycom RealPresence Capture Series is a

comprehensive portfolio of video content creation tools that lets them record and stream in any

situation. From an IT perspective, capturing and streaming content easily, reliably and

automatically is a major benefit and being able to address any type of use case, whether it is the

auditorium, the classroom or employee generated content at the desktop.

The end-user value proposition is that they can deliver their message many times to many

people, but the effort of delivering it once. So just being able to record and create compelling

content from their preferred device, really empowers them to use their time efficiently. Also, easy

to use tools make video content creation as easy any other type of content that can be created in

the enterprise.


The RealPresence Capture Series includes four solutions, the RealPresence Capture Server,

which is a scalable centralized network-based application for recording and webcasting from an

organization’s entire video network. Capture Station Pro is an easy to use room based appliance

that enables anyone to record and webcast high value presentations. Capture Station Portable

Pro is essentially the same as the Capture Station Pro, however, it is packaged in a portable form

factor, so they can record and webcast from anywhere. Also the Polycom RSS will be part of this

portfolio but there are no changes to the RSS in this particular launch.


So positioning when to sell each solution. Since we have such a diverse portfolio, here is what

you need to know.

If customers require a network based capture because they already have standards based

endpoints, that is really where the RealPresence Capture Server and the RSS 4000 have their

strengths. Additionally, the RSS 4000’s direct registration to Microsoft Lync 2010 Clients.

When you would position Capture Station Pro or Portable Pro are in cases where there is

traditional webcasting and lecture capture, especially from AV enabled classrooms or unusual

locations like events, tradeshows and things where the Portable might come in handy.

Other requirements to consider have to do with Content Capture. If an application requires both

motion people and motion content, the RSS and the Capture Server can meet those

requirements.

If an application requires motion people, but does not require motion content, then the Caption

Station Pro and Portable Pro are okay. Those capture content with high quality JPEGs, which is

perfect for applications like medical diagrams or very technical engineering types of diagram,

where you need a lot of detail and a still image.

Also, if customers already have legacy video endpoints and standards-based endpoints installed

and they have more than five of those, it is much better to leverage a network based recording

and streaming application. If they do not have a use case for that, or they are not using video

conferencing today and they do not have the infrastructure, then Capture Station Pro and Caption

Station Portable Pro might be more cost effective.

You can also see that there are bandwidth requirements that vary depending on what these

customers want to do. The RealPresence Capture Server supports at least 200 web viewers from

internal stream server. You can also add external stream servers to expand that number.


As a standard, the RSS 4000 supports up to a 100 web viewers, but that can be upgraded to 200.

The RealPresence Capture Station Pro and Portable Pro needs to be manually configured to

support Windows IIS servers and Windows Media Servers, which can be accomplished on Media

Manager Version 6.5.


So let us take a deep dive into the RealPresence Capture Server Appliance Edition. This is a

fantastic hardware platform that provides a lot of built-in fault tolerance and redundancy, in

addition to 50% greater storage capacity than the RSS. So this is a much bigger solution, much

higher capacity and high availability.

We are introducing four different models. We are going to have very simple math to understand

how much you can record and stream live concurrently. So you can record up to six calls, three of

them which will be streamed live, 12 and then half of that is six. You can record 18 and then

stream half of that, which is nine. And then we are actually come out with a model that can record

up to 40 calls and it does not do live streaming. So that type of application would be a university

that has a lot of lectures being recorded for playback on demand. Additionally, since these are all

the same hardware platform, you can have software upgrades to increase the capacity, which will

be available.

So the release date for this is Q3, 2013.


Let us look at some of the new solutions that are coming out from the Capture Station

perspective. We are introducing the Polycom RealPresence Capture Station Pro, which is a

fantastic appliance that is pre-installed with the software and designed for lecture capture and

webcasting. It is perfect for classrooms, auditoriums and webcasting studios. A unique feature is

that it supports both HD and SD for people and content sources, which is an advantage over

competitive solutions out there in the field and also an advantage over our previous offerings

here.

Also wizard driven integration with RealPresence Media Manager gets customers up and running

very quickly.

The Polycom RealPresence Capture Station Portable Pro has all of the benefits of the Capture

Station Pro, but it has been designed with portability in mind. It comes with a Pelican case for

shipping and transport to protect it. It has an integrated LCD monitor so you can be sure that

content is being captured correctly. This is great for remote webcasts at temporary locations, such

as tradeshows or special events.


With this launch we are also simplifying some of the SKU, so in the price list the current solution

that we had were RealPresence Capture Station SD, HD and a Capture Station kit. These are

going to be replaced by the RealPresence Capture Station Pro, because a single model does

both HD and SD. Additionally, this solution supports a really wide variety of content sources

through its included adaptors.

The RealPresence Capture Station Mobile is actually being replaced by the RealPresence

Capture Station Portable Pro. This is also a change, it includes the rugged casing that I described

earlier and it has been designed for ease of movement.


Let us take a closer look at the features, benefits and differentiators of the RealPresence Capture

Server Appliance Edition.

Obviously the capacity is the biggest area where we have the most competitive advantage. We

can support over twice the video calls, three times the HD capacity and five times the stream

viewers than many competitive solutions.

Also, another benefit is that we design the solution with supportability in mind and that equals

more customer satisfaction. So you can see the variety of hardware specs here that all lead to

having this built in redundancy. Four 2T hard drives and a hardware right away. Extra hard drive

to further minimize the risk of downtime or data loss. Dual Six Core Intel Processors and Dual

Power Supplies. So this is a very resilient, high availability redundant solution.


One of the major differentiators and benefits of the new Capture Station Solutions have to do with

their installation wizard. So essentially it is as simple as one, two, three. You plug it in, you run the

wizard, you start the session and view the presentation. But what this wizard actually does, is it

joins or integrates the Capture Stations to Centralized Media Manager and then it enables people

to be able to start the Capture Stations very quickly, either manually or through an event

scheduler that is inside of the Media Manager and this content can be viewed live or on demand

from inside of the Media Manager Portal. So this really simplifies deployments, and it is very

important for partners to understand that.

This wizard is included and pre-installed on both of the new appliances and it can be available for

Capture Station customers, if they would like to have it as an upgrade.


So positioning to win. Let us dive into some of the competitive solutions out there. Cisco obviously

has a TelePresence Content Server which is very similar in some of the features to the

RealPresence Capture Server and RSS.

VBbrick does have some appliances that are for in-room webcasting and lecture capture, which

we will discuss in a moment, and Sonic Foundry does have a portable lecture capture device.

But you know it is really important to understand our competitive strengths, weaknesses, what we

are competing with and then how to position to win.

So if we start with Cisco, some of their strengths have less to do with their TelePresence Content

Server and more to do with Show and Share but they do have good speech detect technology.

However, they are missing a lot of features where we are very strong in, such as SharePoint

integration, they have less webcasting features than we do and they do not really have any Cloud

support.

So when you are competing against the Cisco TelePresence Content Server, you will be likely

proposing either the Capture Server or the RSS 4000, and it is important to know that we outshine

Cisco’s product in these ways.

The TCS has no native mobile capabilities, it needs an external transcoding. We definitely support

mobile through H.264 and MP4.

The max call capacity on Cisco is dramatically less than our RealPresence capture server. Ten

calls with only two live streaming. So even some of our smallest Capture Servers can support

more live stream than a Cisco.

It is also built on an older hardware platform, Windows Server 2003.


VBrick is also a competitor that you will find out, especially in the lecture capture space. You know

one of their strengths is that they have complete end to end hardware offering from capture to

distribution but some of their weaknesses come from the fact that they have done acquisitions,

where they have two different types of video platforms with separate capabilities that are not

integrated.

So understanding that their Rich Media Studio comes in either an HD or an SD flavor, is

something that you can really compete against on the feeds and speeds perspective, because our

appliance does both for a similar price. Also, they are going through disruptive company-wide

changes with their acquisitions and essentially Polycom’s end to end solution set is much

stronger.

Sonic Foundry is another company that is very big in the education and lecture capture space and

they do have a media site recorder and a portable model that is a bit similar to our Capture

Station Portable Pro.

They do have some strengths and some unique features, because they have optical recognition

technology that can take the text from slides and make it easier to search. But again, their

platform lags in some areas, like support for SharePoint and other types of social capabilities.

So what is important to know on the appliance level is that Polycom’s portable appliance is

significantly more powerful and competitively priced compared to Sonic Foundry’s. And again, our

complete end to end solution set is stronger.


So let us have a look at a case study. Linklaters law firm is based in the UK and it is a huge global

law firm with 6,000 employees in 23 countries and they were having a demand increase in the

training department. So, essentially everybody was asking for updated training and the training

department could not deliver. They also had some challenging IT environments in their far flung

locations. They ended up implementing RealPresence Capture Station, Media Manager and the

RSS 4000. This is an example of an account where Capture Stations were used more for an

auditorium type of capture and the RSS 4000 was used for video endpoint capture. The results

and benefit was that it increased the productivity of the training department tenfold and they were

able to mitigate a lot of their bandwidth constraints through some of our content delivery network

optimizations and they were able to track that 100% of their partners have viewed very important

presentations because of the analytics and viewership tracking metrics inside of Media Manager.


So with that, that is an overview. You should be armed and ready to go out to the field and tell

your customers about these solutions.

Thank you.

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