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Frost & Sullivan — AVI-SPL
Disrupt or Be Disrupted
Collaboration Trends and Growth Opportunities for 2016 and Beyond
April 6, 2016
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• Enterprise Collaboration Market Trends
• Voice of the Customer • Aligning AVI-SPL with Customer Aspirations
Agenda
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Connected Work Satisfies the requirements of the organization and its workforce
CONNECTED WORK
Collaborative
Multi-modal Conversations Content Collaboration
People-centric
User Experience Flexible Work Practices
Work-life Balance Global Talent Sourcing
Agile
Ubiquitous Connectivity Software-based Solutions
Cloud Architectures WebRTC
Mobile
BYO Mobile-first Tech Development
Wearable technologies IoT
Contextual
Single Pane of Glass User Identity-driven
Persistent Conversations Analytics
Focus on Work Results Rather than How, When and Where
Environment-friendly
Travel Reduction Remote Working
Innovating to Zero
Customer-driven
Omni-channel Support Context Awareness
Crowd Sourcing
Source: Frost & Sullivan.
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Mobile First and Cloud Change Everything
• Business environment and technology changes lead to shifts in user expectations
• Proliferation of devices - there will be more devices than people on the planet
• “Mobile first” prioritizes mobility of UX across computing devices – PCs , Macs, smartphones, tablets, wearables..
• Cloud is a table stake
Work – Not a place you go It’s what you get done from anywhere anytime
Source: Frost & Sullivan.
“38% of businesses are already deploying their UCC applications in the cloud and another 48% plan to move to the cloud over the next 3 years”
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Cloud Deployment Options Each type of collaboration cloud is positioned differently for support and customization
Public • SP hosted infrastructure; apps delivered as subscription service
• Shared environment and shared platform resources at lower cost
Private
• Single-tenant 1:1 service; all compute power dedicated to a single account
• SP or enterprise owned and SP-managed; infrastructure is CPE, SP or 3rd party hosted
• Lacks scale & cost benefits of public cloud but offers greater control & flexibility
Hybrid
• Integrated customer-owned and cloud SP elements
• Inter-cloud services integration
• Enables investment protection, control, OPEX & outsourced complexity
Source: Frost & Sullivan.
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Flexible Form Factors and Deployment Models
• On-Premises
• Hosted and Cloud
• Managed
Flexible Deployment Models
put the Choice in
Customers’ Hands
Video Communications
Integration into the
Workflow
Conference Rooms
Mobile Devices
Open spaces Desktops
Huddle rooms
Source: Frost & Sullivan.
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Video Conferencing—Tactical Benefits
51%
Reduces Development Time
55%
Shrinks Meeting Times
Supports Dispersed Workers
58%
45%
Directly Increases Revenues
59%
Makes Meetings more Effective
62%
Reduces Travel Time & Costs
Source: Frost & Sullivan.
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Video Conferencing—Strategic Benefits
Base: All respondents (406, specific number varies for each technology), S2Q5: Please rate the importance of the following technologies if used within your organization
Base year is 2016. Source: Frost & Sullivan.
0% 20% 40% 60% 80% 100%
Audio conferencing
Consumer softphones (e.g.,Skype, Google)
Desktop video conferencing
Enterprise socialcollaboration tools
Web conferencing
Instant messaging
Room-based videoconferencing
Percentage of Sample
Reduces enterprise costs
Helps us expand to new markets
Helps us attract and retaincustomersBoosts product innovation
Helps us attract and retainworkforceImproves marketing effectiveness
Improves productivity
Helps us gain a competitiveadvantageImproves collaboration
Accelerates decision making
Table stakes for doing businesstoday
Key Takeaway: Strategic adoption drivers are gaining more importance in video conferencing investment decisions.
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Video Conferencing Adoption Restraints
Base: All respondents (406, specific number varies for each technology), S2Q7: Which of the following best describes why your organization is not using nor has no plan to use following
Base year is 2016. Source: Frost & Sullivan.
Key Takeaway: Most of the top barriers to adoption (cost, perceived low value, complexity, security concerns) are legacy and can be overcome through education.
0% 20% 40% 60% 80% 100%
Room-based video conferencing
Audio conferencing
Enterprise social collaboration tools
Consumer softphones (e.g., Skype,Google)
Instant messaging
Web conferencing
Desktop video conferencing
Percentage of Sample
Cost is prohibitive
Do not see value
Too complex to manage
Employees do not want it
Executives do not want it
Rely on bring your owntechnology (BYOT) for thesetoolsWe have security concerns
Quality not good enough
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Communications Infrastructure, Current and Future
0%
10%
20%
30%
40%
50%
Multiple products from multiplevendors that are not integrated
Tightly integrated multi-vendorsolutions
End-to-end single-vendor solution
N= 406
Currently Use Expect To Use Two Years From Now
Source: Frost & Sullivan.
(8.4)
+9.4
(1.0)
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AVI-SPL
• Experience
• A/V integration leadership
• Symphony
• Vendor agnostic
• Full cloud portfolio
o Private
o Public
o Hybrid
• Installed base
• Customer education
• Establishing public cloud
• Co-opetition
• Heavy system integration/installation
focus
• Maintaining differentiation & brand
name recognition
• Changing nature of meeting spaces
• Competitor mindshare
Source: Frost & Sullivan.
Strengths Challenges
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Growing Business Complexities
and Communications Fragmentation
• Shorter technology lifecycles
• Need for immediacy & quick decision making
• Mobile support challenges
• Geographically dispersed customers, partners, work teams
Creates the Perfect Storm for
Services and Support
+
Video
Team Spaces
Online Meetings
Workflows
File Share/Sync
Productivity Tools
Group Chat
Source: Frost & Sullivan.
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Growing Need for Agile Clouds with
Advanced Services
Growing collaboration complexity increases need for:
Monitoring & management across clients, devices, networks
Integration & success services - adoption, optimization, benchmarking
Personalization + Engagement
Mindset shift from tech to “outcomes”
Connecting People + Business + Technology
Convergence is top of mind
Unified service across devices from “Pocket to Conference Room”
Video is integral to the collaboration experience
Not an end goal
Flexible consumption & hybrid growing
Source: Frost & Sullivan.
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Yesterday’s Video Conferencing Can’t Handle
Today’s Demands
Frost & Sullivan Market Data
(15%) global CPE video conferencing infrastructure revenue decline
25% global hosted/cloud video conferencing services revenue growth
22% 5-year CAGR in hosted/cloud video conferencing service revenue
35% 5-year CAGR in global hosted/cloud video conferencing seats
13% growth in managed & private cloud services revenues
12% 5-year CAGR in managed & private cloud services revenue
Base year is 2015. Source: Frost & Sullivan.
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Thinking Outside of the “Conference Room”
Past
Dedicated Conference Rooms
Board rooms; large
meeting spaces
Future
Dedicated Conference
Rooms
Executive Offices & Small meeting
spaces
Huddle Rooms Open Spaces
Multi-purpose collaboration friendly meeting spaces
• Meeting Rooms are Not Dying! The future is in software, but we expect more rooms and more meetings
• Meetings will be less structured - Less about technology and more about the UX and CX
Source: Frost & Sullivan.
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Total Market Opportunity
UCC - What We are Headed Towards...
$48 B*
2020
$27 B
2015
• Cloud Services will grow from 46.6% of TAM to 74.8% by 2020
• Total UCC TAM includes global business telephony; IM-centric UC; and audio, video and
web conferencing. The 5-Year CAGR is 11.2%
• The global pro AV market is an additional $91.8 billion market in 2014
(source: InfoComm International)
Source: Frost & Sullivan.
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Recommendations
Simple and Flexible
Unified Open Platforms
Smart Integrations
Today’s digital users have embraced social, mobile and cloud for pervasive connectivity and persistent access. The new opportunity centers on making the “collaboration experience” significantly better for users.
A new breed of providers is disrupting the status quo. Providers that understand emerging user behaviors and align their offerings for the next generation of digital users will win.
Source: Frost & Sullivan.
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Conclusion: AVI-SPL should continue to leverage and strengthen its core competency as a leading AV and IT service provider, while innovating on advanced services to attract the next generation of digital users that want a unified experience with simplicity, reliability, and smart workflows.
The Last Word
Mobile-Centric Unified Smart Workflows
Source: Frost & Sullivan.
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Contacts
Rob Arnold Principal Analyst, UCC [email protected] @RobArnoldUCC
Roopam Jain Industry Director, UCC [email protected] @Roopamjain