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

Management Solutions and today I am going to be reviewing the upcoming changes for our Q2 2013

Solutions launch.


Let’s have a look at the Agenda. We are going to cover Market Trends and Analyst Positioning and also a

little bit about how customers are using Video Content Management today, before we get into what the

new solutions are and exactly what’s changing.

Most importantly, we are going to tie everything in the portfolio together, so you have a full understanding

of that and also share with you a customer case study.


So, Market Trends. Why sell Polycom Video Content Management Solutions now? Well the market

opportunity is big, currently it’s estimated around $500 million but Gartner is predicting that by 2015 that

market should be around $1 billion.

It is also a really fast growing market, 24% compounded annual growth rate makes it really attractive for

this time to get into and to take a leadership position. Polycom is already considered a leader by the major

analysts, so Gartner has already rated Polycom with a positive rating in their Q2 2012 market scope, which

was ahead of Cisco, who had received a promising rating.

Forrester also rate Polycom as a leader in their inaugural video platforms of the Enterprise Wave, which

was published in Q1 of 2013. Again, ahead of Cisco who was rated as a strong performer. Although now

with customers we cannot do two-company comparisons, Polycom versus Cisco. But internally and with

partners we can, because I understand that many of you are out competing day in, day out, from a video

conferencing and video collaboration perspective against Cisco and you need to be able to understand

that Video Content Management can be a true competitive differentiator when you are going up against

Cisco and Cisco Show and Share is part of the equation.


So Analyst Positioning, why is Polycom a leader?

Well according to Forrester, our complete solution for webcasting with video conferencing integration sets

us apart from many of the other contenders. Additionally, we have a strong technology partner approach

with connections to Microsoft Lync, Microsoft SharePoint, IBM Sametime and a lot of content delivery

networks and digital signage solutions. These also play to Polycom’s strength as being open and

interoperable.

According to Gartner, one of our major strengths is our integration with Microsoft and the fact that we have

a very tight relationship. This is something that Enterprise customers really value: the fact that we can

seamlessly integrate to their Microsoft environments.

We also have a very strong workflow for Content Governance; how we can control and protect media and

we also offer a broad spectrum of network optimization capabilities, which ties back into our content

delivery network integrations.


So how are customers using Video Content Management?

You see there is variety of use cases here, starting from the top down as the CEO Live Webcaster Town

Hall events and then it trickles down to training and webinars and a lot of different ways you can have from

one-to-many, down to some-to-many and then ultimately, many-to-many.

I will just put a little red circle up here. The majority of reasons to buy and inquiries around Video Content

Management are still being driven mostly from the top down around the CEO Corporate Communications

and then Training as a secondary use case as some of the main drivers for why customers are interested

in Video Content Management.


For target accounts, who uses Video Content Management?

You see, as firms get larger, it is more probable that they are going to be implementing some type of Video

Content Management Solution. So again, I will put another circle up here.

The sweet spot where our solutions really are is right underneath 500 employees going up. We will get into

a little bit more with our launch changes to support that but we have great solutions from the mid-market all

the way up to the very large enterprise and that is really the sweet spot for our solutions.


So understanding the customer value is going to be really important for how you can engage with your

customers around Video Content Management. The most important asset that an organization has is

knowledge and Video Content Management speeds up that knowledge sharing, whether it is one-to-many

or many-to-many. It overcomes the challenges of distance and time zones and it creates a more

connected organization.

What our solutions allow customers to do is capture video in any situation, manage all of that video content

easily and automatically and then deliver that content seamlessly over any network to any device.


So what is new in this launch?

Well, we are doing some updates to Media Manager and we are getting a dot release, so it is going from

6.0 to 6.5 and the main message is that we have a new rich-base feature set with industry leading total

costs of ownership. We are introducing channel friendly installation and also enhanced mobile support,

where we are adding the support for mobile uploads and also support for Microsoft Windows Surface

Tablets. Additionally, we are going to be introducing Blackboard integration, which is a very important

Learning Management System, RealPresence APIs and then also, Media Manager Enterprise Edition.

We are also introducing a RealPresence Capture Series, which ties in a comprehensive portfolio: it ties

together all of our different options for Capture Solutions. So we are coming out with a RealPresence

Capture Server, which is an appliance, RealPresence Capture Station Pro and RealPresence Capture

Station Portable Pro.


So let us dive into the updates for Media Manager. As you know Media Manager is Enterprise Video

Content Management software that is scalable, it can help companies manage every aspect of live and on

demand video content throughout the complete lifecycle and it is compatible with desktops and mobile

devices.

In this version release it is going to be much easier to implement, administer and afford. Additionally, we

are coming out with a very powerful appliance addition. We are having a software addition, which can be

installed on customer-provided servers and Blackboard Learner integration is a fantastic option. We will go

into more details a little bit later on that. Then our application programming interfaces make it much easier

for organizations to customize.


So Media Manager is now easier to implement, administrate and afford. We have wizard driven installation

especially for the appliance, which is a turnkey solution it can install in about one hour. We also have

software that installs in about three hours. It is really designed to work out of box and plug n play, and it is

much easier to customize to suit customers’ needs using a lot more automated workflows.

It is easier once it is up and running to administer, so we have improved some of the IT functionality to just

take some of the work out, speed up steps and simplify processes. Most importantly there, we have

completely rewritten our support documentation, which is great for quick reference. And what we are most

excited about is that Media Manager is now much easier to afford. So we have a new license model that is

based on concurrent users, I will go into that in a little more detail. And then we have the base license,

including a lot more options that used to be a la carte and this new entry level pricing begins at around 500

users and it can scale upwards of tens of thousands.


So let us dive into what we are simplifying in this new software model. So what we used to have was very

complex integration solutions, where you had to quote a proposed Media Manager for a customer. There

were over a dozen optional features that could be ordered, which made proposing and quoting pretty

challenging. Also there were different base feature sets across all of the different Media Manager editions.

So we had an Enterprise edition, Standard edition, Hosted and Express. We are changing all of that. We

are moving towards a 500 concurrent user packs which are simplified and feature rich, so this should make

it much easier to quote and to order. Looking at the competitive landscape, we believe this is going to very

disruptive pricing in the industry and create a compelling total cost of ownership for your customers. The

majority of options that were a la carte are now included and there is going to be a consistent feature set

regardless of whether it is the software or the appliance, or in North America where we have the Hosted

edition, they will have the same types of features.


So, moving to the next product in our launch, is the new Polycom RealPresence Capture Server appliance

edition.

This is a centralized network appliance to record and stream from standard faced video endpoints. Some

of the new features here is that it is very redundant and has built in fault tolerance. It has over 50% greater

storage capacity than the previous version of the RSS4000 and it really translates to something that is high

availability, high reliability and high capacity.

We are coming out with four models that can address diverse customer needs. So starting at the base

model we can support up to six calls, of which three of them can stream live and then you see the models

go upward from there. What is interesting here is that the amount of calls that we can support, exactly half

of that is what we can stream live. So this should be very easy for partners and sales people to remember

that a 12 call RSS supports six live streams, an 18 call RSS supports 9 live streams. So the math is very

easy.

We are also introducing one that records 40 calls without live streams and this is excellent for high lecture

capture type of use cases, where you need a tremendous amount of recording and capacity. Additionally,

all of these units, they come on the same hardware box and they can be upgraded with software to

increase their capacity.


The next solutions that we are launching are a new Capture Station Pro and a Capture Station Portable

Pro and these appliances are for in-room lecture capture that captures both slides and video. What is

exciting about these devices is that a single appliance supports both HD and SD from people and content.

Many of the competitive solutions out in the market place, you have to buy either an HD or an SD

appliance and you do not have the choice of having both. Additionally, wizard driven integration with

RealPresence Media Manager simplifies the deployment of these solutions.

For the Polycom RealPresence Capture Station Portable Pro, it has all of the benefits of the Capture

Station Pro but it is designed in a portable form factor, so you can take it with you wherever you need to

go. It comes in a really strong Pelican case to protect it. It has an integrated LCD monitor, so you can see

that your content is being captured correctly and it is perfect for those remote webcast temporary location

special events, tradeshows; those types of things.


So in terms of product replacements, we have some current solutions out on the price list right now, which

are RealPresence Capture Station SD, we have an HD version, a Capture Station kit, a Capture Station

Mobile and Media Manager Express. Those are the appliances that are current.

We are simplifying the skews and replacing it. The Capture Station Pro is replacing all three of those

skews, because with one unit we can do everything. We can do the SD and HD, there is no need to have

multiple models.

We are replacing the Capture Station Mobile with the Capture Station Portable Pro. It is just a little bit more

compact, a little bit more rugged and again, you have both SD and HD with a single unit.

The Media Manager Express is being replaced by the Media Manager Appliance Edition, which is a much

more powerful appliance, which was needed to support the new rich base feature set.


So let us look at what Video Content Management does and how all of these different pieces fit together in

a complete cohesive portfolio. So on the left of the slide, you see that you can capture from any source.

Using the RealPresence Capture Server, you are able to capture status based video from any desktop,

any mobile or any video conferencing system. Additionally, our integration with CloudAXIS expands both

desktop and mobile capture, to include Google, Skype and other types of browser based collaboration

applications. Additionally, we can capture from third party encoders and content servers and also the

RealPresence Caption Station is that perfect appliance for the in-room lecture capture.

All of those different types of content can be collected and organized by the RealPresence Media

Manager, where IT administrators can manage with rules and logic. They can collect, transform, organize,

protect and analyze all of their video assets. That works great with all different types of content delivery

networks and both for live streaming and video on demand.

Additionally, we can get the right types of video, in the right formats to the right people and they can look at

those videos on video conferencing endpoints, on their desktops and laptops, smartphones and tablets

and even digital signage.


So how does this updated portfolio fit together?

Well on the capture side, you have the RealPresence Capture Series and you can see the products which

are under those. So Capture Server, Capture Station Pro, Capture Station Portable Pro and the RSS4000

- there is no change with that.

So Polycom really has the most comprehensive portfolio solutions to capture video in any situation.

On the management side, we have our different editions of Media Manager, so the New Appliance Edition,

Software Edition and in North America, we have a Hosted Edition. This provides simple automated rule

based workflows to manage all aspects of video content and also deep integration with multi-vendor IT

environments.

Then we have Content Delivery Solutions, so we can integrate with a variety of different content delivery

networks for BlueCoat, Cisco, Riverbed and Windows Media. So this is where we have our broad

spectrum of network optimization capabilities and we support deliberated mobile devices.


So, let us take a look at one of great case study’s here. We had a global auto manufacturer who had a

need for live companywide webcast to thousands of concurrent viewers for more effective real time

communications and these are the sort of one-to-many top down. They wanted to reach their dealer

network across a diverse non-uniform IT environment, which presented a lot of technical challenges.

So they ended up purchasing Polycom RealPresence Media Manager Hosted Edition, which is a software-

as-a-service subscription. They also purchased instances of Polycom RealPresence Media Manager

Enterprise Edition and also the Capture Stations. So they have had approximately $32,000 saved per town

hall meeting and 3,000 live viewers on their first dealership event and they are expecting up to 26,000

potential future viewers. So it is a great customer success story to see how this can be used in

manufacturing.


And with that, thank you very much for watching the training. We have two other deep dive modules on the

Media Manager and on RealPresence Capture Series to go much more into competitive positioning and

product features. So I hope you check those out.

Thank you very much.

Documents

Page 1 of 19 © Polycom Universitylearningcenter.polycom.com › plconline › courses › 2013 › VCM › ... · 2013-05-22 · Page 7 of 19 © Polycom University For target accounts,