SIPfoundry CoLab 2013 - Blair Pleasant Unified Communications Market Update

Unified Communications Market & Update

Blair PleasantCOMMfusion LLC and

UCStrategies.com

(707) 324-3104 bpleasant@commfusion.com

www.commfusion.comwww.ucstrategies.com

Some Level Setting

Unified Communications is:

A. An oxymoron

B. A new viral dance craze

C. A great name for a band

D. A way for companies to improve business processes,

enhance employee productivity & reduce costs

Correct Answer: D

UC-U: User Productivity UC-B: Business Process

Helping individual users manage their communications

Enhancing business processeswith integrated communications

UC: Communications Integrated to Optimize Business Processes

UC – Tying it All Together

IM, voice mail, email, UM, fax,

Voice Video IM SMS EmailUMFax

MobilityMobility

Mobile ExtensionOne # reachFMC

SocialMediaSocialMedia

IP-PBXVoIP

Collaboration &

Conferencing

Collaborative workspacesDoc sharing/repository

Linking to the Right Resource at the Right Time

Integration to Business Processes

Presence

MessagingMessaging

Public &Private

Call Control

Call Control

Ap

plicati

on

Are

as –

Con

tact

Cen

ter

Some Changes We’ve Seen

• Focus on use cases – not “speeds &

feeds”

• Solution selling - finally

• Everyone offering Cloud, Hosted

• More options for SMBs

• Integration with contact center

Changes According to the Channel

“We’ve seen a big change in the past 6 months. People finally

understand that there’s not just cost, but also a benefit to UC - time

savings in mobile apps, click to call, video, etc.”

“I’m seeing a real bifurcation – customers who get UC and are

pushing the envelope for video. Others are stuck and haven’t been

able to find the business driver or articulate the value.”

“Up until now, people didn't know what the compelling use cases

were. Now it’s about mobile workers.”

Source: UCStrategies UC Channel Study, March 2013

Trends Behind UC Market Growth

Virtual Workforce

Consumerization of IT

New Meeting Experiences

Desktop Video on the Rise

Evolution of UC

UC

Collaborative

Communicatio

ns

Collaborative Communications Types & Tools

Voice, Text,Video, Web, Conferencing

Comm

unities

,

Contact

s,

Activ

ity F

eeds

Workspaces,

Repositories,

Doc/file Sharing,

Whiteboarding

E-Mail,

IM

File sharin

gWikis,Blogs,

Forums

A Look at the UC Market

Numbers and More…

How Much UC Growth Do You Expect in Next 12 Months?

Source: UCStrategies UC Channel Study, March 2013

What I’m Seeing

• IM/presence everywhere – but silo’d

• Big price drops

– UC bundled with call control, free clients

– Good for customers, but not vendor revenues

• CEBP? Still not that much

• Prof Services? Oh yeah!

Measuring the Market

UC

Total vs. Net Revenues ($M)

Source: COMMfusion LLC & UCStrategies 2012

Net (True) UC Revenues ($M)

Source: COMMfusion LLC & UCStrategies 2012

UC Seats Shipped (K)

Source: COMMfusion LLC & UCStrategies 2012

Drivers Behind UC Growth

UC Techs Offering Most Promise

Source: UCStrategies UC Channel Study March 2013

Image: FreeDigitalPhotos.net

Cloud/Hosted Services

Inhibitors to UC Adoption

Adoption Challenges

• “Without clear long-term visions, it can be tough to get these projects approved.”

• “Lack of clarity of vendor long-term direction. Vendors seem to be all over the map with a great story then some buzz word technology comes and it is "SQUIRREL!!!"

• “Customers must see clear value in not just the hardware and services costs, but the cost to changing the way they do business. That is where the real value is ultimately seen, but it’s very hard to show that changing the way they do business is ultimately required to stay competitive.”

Source: UCStrategies UC Channel Study March 2013

A Look at the PlayersTelephony/ Switch*

Messaging/

Presence/Search *

Application & Portal

Vendors

Conference/

Collab/Video

Mobility SPs/Hosted Other (Partial List)

AastraADTRANALUAvayaCisco DigiumeZuceInter. Intell.MitelNECShoreTelSiemensToshibaZeacomZultys

AOLIBMGoogleMicrosoftYahoo

UM & More:AVSTEsna

Oracle/Siebel SAPSalesforceSugarCRM

Vertical apps

Avaya/RadvisionBlue JeansCisco/TandburgLifesizeMagorPolycomSonexisOracleVidyoVidtel

Skype

AppleBlackberryGoogleNokiaMotorolaMicrosoftSamsung

8x8AT&TTelstraVerizonOrangeCallTowerBizComAltevaAptelaBroadsoftCypressFonalitygUnifyIntelePeerRingCentralPacket 8SmoothstoneGoogle Simple SignalMany others…

Devices and Headsets:PlantronicsJabraLogitechJawboneSennheiserPolycomsnom

Acme PacketAudiocodesDialogicSonus

Professional Services/SIs

*In multiple categories

A Look to the Future - What’s in Store

COMMfusion LLC

WebRTC

Battle for Channel

Presence everywhere Social everywhere

Virtual workplaces

Battle for leadership

Hybrid Cloud/Premise

More options for SMBs

BYOD CYOD

Mobile devices supplant deskphones

Final Thoughts

COMMfusion LLC

UC is a vision or philosophy that leads to solutions - it is not a product!

Thank You

Blair PleasantCOMMfusion LLCUCStrategies.com

bpleasant@commfusion.com707-538-4368

Follow me on twitter @blairplezwww.ucstrategies.com

Blair PleasantCOMMfusion LLC & UCStrategies.com

bpleasant@commfusion.comtwitter @blairplezwww.ucstrategies.comwww.commfusion.com

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