Polycom Confidential – For Internal Use Only Polycom Converged Management Application™ CMA 4000/5000 Sales Training

Polycom Confidential – For Internal Use Only

Polycom Converged Management Application™ CMA 4000/5000Sales Training

2Title of Presentation Here | Date | Polycom ConfidentialConverged Management Application Sales Training | Summer 2008 | Polycom Confidential

Course Objectives

Upon completion of this course the student will be able to: Relate the Value Proposition for CMA/CMA Desktop Call out key benefits to the prospective customer Understand where the solution fits within the market needs Explain to the customer the key features Competitive differentiators Be able to demonstrate the CMA 4000/5000 and CMA Desktop to C-

Level and IT Management personnel Know service and support contacts and offerings Know Tips and Tricks for the CMA Desktop Understand who to contact within Marketing, Service, and Sales for

further support


SECURE –

Safe and secure

conferencing thru

encrypted Media

Signaling

SCALEABLE –

Thousands of

endpoints easily

deployed and

provisioned

For distributed enterprises seeking to communicate over video from anywhere, the Polycom CMA distributed video solution provides highly scalable deployment, powerful management, and a software-based video-client as simple to use as instant messaging.

Polycom Converged Management Application™ CMA

SIMPLE –

Streamline workflows

from centralized

management of

video conferencing

endpoints


Key Benefits

Enable your entire organization with visual communication

Centrally provision and manage up to thousands of endpoints

Easily schedule multipoint calls through web, Outlook, or Lotus Notes

Utilize the feature rich internal gatekeeper for bandwidth control

Provide a simple “pick-a-name” and call user model through Active Directory listings

Easily share Content to other desktops or telepresence systems

5Converged Management Application Sales Training | Summer 2008 | Polycom Confidential

Market Trends and Position

• Increased speed of operations• Improved productivity & efficiency• Sustainable competitive advantage

IT W

orkf

low

• Increased ability to reach business metrics• Compliance with green initiatives• Increased shareholder value• Maximized revenue/profitabilityF

inan

cial

• Enhanced communication• Improved life/work balance• Increased employee satisfaction• Reduced turnoverE

nd u

sers


Application/Vertical Alignment

Healthcare Administration Executive meetings between hospital campus and affiliate locations Human Resources – Daily communications Positive impact on organizational culture

Medical Education/Services Professional development – Doctors, Nurse Practitioners, Physician Assistants Teaching Hospitals and Medical Schools

Distance education Every student can be video enabled Centers of Excellence service to rural facilities

Financial Real-time collaboration between branch offices and HQ locations High Net Worth Customers Hoot-n-Holler (Morning Call) Real-time collaboration between branch offices and

HQ locations Financial market information and content broadcast over voice, video or wireless


Enterprise/Technology Executive and team meetings between campuses Remote work forces visual communications into corporate teams Collaborative Product Development

Shortening product development is key business metric Collaboration links cross-functional groups independent of location

Higher Education Admin Meetings (School Board, Regents) Intercampus Connectivity

Continuing Education Every student can have access to video Project Coordination Enhanced Research Projects Global Studies – call over video from a remote

location


8Title of Presentation Here | Date | Polycom Confidential

Government Staff & Regional Meetings Tele/Remote Work Force Integration Training & Education

Mission Critical Communications Operation Centers Command and Control

Fast, efficient and effective connectivity and information exchange between geographically distributed agencies



Product Feature Awareness

Centrally manage video endpoints using a simple web interface accessible from any locally networked PC

Schedule multipoint calls for all managed or non-managed H.323-based video conferencing systems

Monitor bandwidth usage and network health

Freely deploy CMA Desktop clients from a simple MSI install or application download

Enable users to call other CMA Desktop clients through telepresence systems – CMA Desktop receives 720p resolution video

Share standards-based high-quality Content across-the-board

Provision endpoint functionality – call speed, directory services, setup


CMA Professional and Support Services

Support Contracts are the MOST cost-efficient way a customer can achieve return on investmentProfessional Services offer consulting in a number of key areas, such as network consulting, assessment, project management and implementationPremier Plus Software Upgrades and Updates Advance Hardware Replacement Unlimited Technical Phone Support Onsite field Support eSupport and online tools

Premier – no onsite field support


CMA Support Services – Elite Service

Provides Elevated Focus on the Customer Dedicated organization with the sole charter of serving customers that

require mission critical support of Polycom conferencing solutions

Employs Expanded Resources Account-specific service manager and engineer Account-specific tech support phone access line to a support team that

knows the account details. Assigned management structure to ensure performance and

responsiveness Reserved product for replacement needs

Delivers Increased Accountability End-to-End case ownership by your assigned Elite Service Engineer Internal advocacy of customer issues by conferencing experts


Competitive DifferentiatorsReverse positioning for Systems Engineers – C-Level

1) Why are you not supporting Microsoft OCS?

2) Why would I chose CMA/CMA Desktop over TAA?

3) How can you assure me the CMA is a scalable and reliable solution?

OBJECTIONS

DE

FE

NS

IVE

1) The OCS client is SIP-based and will integrate in a future release. The HDX Series of endpoints will register as an OCS client in the second half of 2008

2) The CMA/CMA Desktop uses IT industry standards in place and proven in TODAY’S networks. And the Polycom solution is architected to grow with you when your needs for the “next-big- thing” are requested.

3) The CMA/CMA Desktop is built on a robust and redundant server that has world wide acceptance and reliability. Also, the industry standards embraced such as enterprise directory services facilitate contains robust gatekeeping

RESPONSE


Competitive DifferentiatorsReverse positioning for Systems Engineers – IT-Level

1) Why are you not supporting SIP?

2) Why have you changed your management platform?

4) Why does the CMA Desktop “receive-only” for HD?

5) What can I do with my new SE200 v. 3.x?

6) Why can’t I share my software client access with several users?

7) I do not need to deploy thousands of desktop clients – what can Polycom offer?

OBJECTIONS

DE

FE

NS

IVE

1) H.323 will maximize your investment in today’s video conferencing networks. For early deployments we will provide a H.323/SIP Gateway.

2) The CMA has repurposed the key components of the SE200, moved them to a more powerful hardware appliance and added new capabilities

3) The OCS client is SIP-based and will integrate in a future release. The HDX Series of endpoints will register as an OCS client in the second half of 2008

4) Most customers are not bandwidth-ready to enable HD desktop to thousands of PC users

5) Polycom is committed to it’s customers – the SE200 has a generous migration path to the new HW.

6) The current deployment model supports secure single user management and constant presence capability.

7) Polycom PVX is an excellent solution for smaller deployments not requiring centralized management

RESPONSE

Key Competitive Weaknesses

TANDBERG• TMS

• Does not scale• No internal Gatekeeper• Less robust HW solution than CMA 4000/5000• No redundant “hot swappable” HW for fail-

over• Less core languages supported (3 vs. 5)

• Chinese• Japanese• English

• Movi• Active X application• Ad Hoc usage only• No Directory support

RADVISION• Scopia Desktop

• Ad Hoc web-based video conferencing client – no standards based continuous presence


Demonstrating to LOB Executives

Line of Business Demonstration CMA Desktop Client

Begin by showing the CMA Desktop application Focus on ease of use, client presence, directory access, dialing and

content sharing

CMA 4000/5000 Focus on showing the centralized interface to managing ALL video

endpoints Show dashboard view of today's conferences, connected MCU’s,

licenses, and services Explain how the IT Admin will easily manage thousands of endpoints

from the web interface

*Note – Full script in speaker notes


IT Department Demonstration CMA 4000/5000

Focus on showing the centralized interface to managing ALL video endpoints

Show dashboard view of today's conferences, connected MCU’s, licenses, and services

Show: Scheduling

LDAP Connectivity

Device management page

Provisioning

Presence

CMA Desktop Client Explain how the CMA Desktop application central management will not require a

high-level of IT support because of ease of use and provisioning

Focus on ease of use, client presence, directory access, dialing and content sharing

Demonstrating to IT Department

*Note – Full script in speaker notes


Tips and Tricks

Access directory services Notice online/offline/busy status with icons Highlight a name and either Call or Call Right-click and modify users “friendly” name

Call “Non-Managed” H.323 systems or “Meet-Me” bridge rooms by entering IP or E.164 addresses

CMA Desktop Set Presence availability Set preferences as needed


VSG BU ContactsSales, Marketing, Service by Theatre

Marketing North America and CALA – Lana King EMEA – Chantal Smith APAC – Takeshi Ishimaru

Service Tom Lau

Polycom Confidential – For Internal Use Only

Thank you

Documents

Polycom Confidential – For Internal Use Only Polycom Converged Management Application™ CMA 4000/5000 Sales Training