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Unified Communications Market & Update
Blair Pleasant COMMfusion LLC and
UCStrategies.com
(707) 324-3104 [email protected]
www.commfusion.com www.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 processes with integrated communications
UC: Communications Integrated to Optimize Business Processes
UC – Tying it All Together
IM, voice mail, email, UM, fax,
Voice Video IM SMS Email
UM Fax
Mobility
Mobile Extension One # reach FMC
Social Media
IP-PBX VoIP
Collaboration &
Conferencing
Collaborative workspaces Doc sharing/repository
Linking to the Right Resource at the Right Time
Integration to Business Processes
Presence
Messaging
Public & Private
Call Control
Ap
pli
cati
on
Are
as
– C
on
tact
Ce
nte
r
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
Collaborative Communications Types & Tools
Voice, Text,
Video, Web,
Conferencing
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
0%
5%
10%
15%
20%
25%
30%
negativegrowth
0% to 2% 2% to 5% 5% to 10% 10% to 15% 15% to 20% over 20%
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
VoIP/
Call Control
UM
Conf/
Collab
Presence/
IM UC
Total vs. Net Revenues ($M)
Source: COMMfusion LLC & UCStrategies 2012
0
5000
10000
15000
20000
25000
2012 2013 2014 2015 2016
Total (UCCapable)
Net (True)
Net (True) UC Revenues ($M)
Source: COMMfusion LLC & UCStrategies 2012
0
1000
2000
3000
4000
5000
6000
7000
8000
9000
2012 2013 2014 2015 2016
$M
Net (True) UC Market
Other*
Call Control/switch
IM/Presence/ UC Server
Conf/Collab
Unified Messaging
UC Seats Shipped (K)
Source: COMMfusion LLC & UCStrategies 2012
20394
23885.519
28510.334
33124.86
38778.451
0
5000
10000
15000
20000
25000
30000
35000
40000
45000
2012 2013 2014 2015 2016
Drivers Behind UC Growth
Reduce Costs
Video conferencing
CEBP
Reduce Time to X
Collaboration tools
Presence & Click to Connect
Enable Mobile
Workers
Mobile Extension
Single # reach
Customer Service
Single # reach
Expert Agent
UC Techs Offering Most Promise
0%
5%
10%
15%
20%
25%
30%
#1 Choice
#2 Choice
Source: UCStrategies UC Channel Study March 2013
Image: FreeDigitalPhotos.net
Cloud/Hosted Services
Inhibitors to UC Adoption
Hard to estimate ROI, 21%
Cost/Lack of budget
40%
Requires rip & replace, 9%
Product maturity, 7%
Interoperability, 11%
Source: UCStrategies UC Channel Study, March 2013
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 Players Telephony/
Switch*
Messaging/
Presence/
Search *
Application & Portal Vendors
Conference/
Collab/Vide
o
Mobility
SPs/Hosted
Other (Partial List)
Aastra
ADTRAN
ALU
Avaya
Cisco
Digium
eZuce
Inter. Intell.
Mitel
NEC
ShoreTel
Siemens
Toshiba
Zeacom
Zultys
AOL
IBM
Microsoft
Yahoo
UM & More:
AVST
Esna
Oracle/Siebel
SAP
Salesforce
SugarCRM
Vertical apps
Avaya/Radvision
Blue Jeans
Cisco/Tandburg
Lifesize
Magor
Polycom
Sonexis
Oracle
Vidyo
Vidtel
Skype
Apple
Blackberry
Nokia
Motorola
Microsoft
Samsung
8x8 AT&T Telstra Verizon Orange CallTower BizCom Alteva Aptela Broadsoft Cypress Fonality gUnify IntelePeer RingCentral Packet 8 Smoothstone Google Simple Signal
Many others…
Devices and Headsets: Plantronics Jabra Logitech Jawbone Sennheiser Polycom snom Acme Packet Audiocodes Dialogic Sonus 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 Pleasant
COMMfusion LLC UCStrategies.com
[email protected] 707-538-4368
Follow me on twitter @blairplez www.ucstrategies.com
Blair Pleasant COMMfusion LLC & UCStrategies.com
[email protected] twitter @blairplez
www.ucstrategies.com www.commfusion.com
