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
3Title of Presentation Here | Date | Polycom ConfidentialConverged Management Application Sales Training | Summer 2008 | Polycom Confidential
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
4Title of Presentation Here | Date | Polycom ConfidentialConverged Management Application Sales Training | Summer 2008 | Polycom Confidential
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
6Title of Presentation Here | Date | Polycom ConfidentialConverged Management Application Sales Training | Summer 2008 | Polycom Confidential
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
7Title of Presentation Here | Date | Polycom ConfidentialConverged Management Application Sales Training | Summer 2008 | Polycom Confidential
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
Application/Vertical Alignment
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
Application/Vertical Alignment
9Title of Presentation Here | Date | Polycom ConfidentialConverged Management Application Sales Training | Summer 2008 | Polycom Confidential
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
10Title of Presentation Here | Date | Polycom Confidential
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
11Title of Presentation Here | Date | Polycom Confidential
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
12Title of Presentation Here | Date | Polycom ConfidentialConverged Management Application Sales Training | Summer 2008 | Polycom Confidential
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
13Title of Presentation Here | Date | Polycom ConfidentialConverged Management Application Sales Training | Summer 2008 | Polycom Confidential
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
14Title of Presentation Here | Date | Polycom ConfidentialConverged Management Application Sales Training | Summer 2008 | Polycom Confidential
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
15Title of Presentation Here | Date | Polycom ConfidentialConverged Management Application Sales Training | Summer 2008 | Polycom Confidential
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
16Title of Presentation Here | Date | Polycom ConfidentialConverged Management Application Sales Training | Summer 2008 | Polycom Confidential
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
17Title of Presentation Here | Date | Polycom ConfidentialConverged Management Application Sales Training | Summer 2008 | Polycom Confidential
VSG BU ContactsSales, Marketing, Service by Theatre
Marketing North America and CALA – Lana King EMEA – Chantal Smith APAC – Takeshi Ishimaru
Service Tom Lau