© 2012 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.

Avaya Vision – Unified Communications

Greg Weber CTO Architecture & Consulting Director

April 2014

Session 1101:

“Beyond the Conference Room”

Video Use Cases and Customer Success Stories

Slide

Comments

---------------------

© 2012 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy. 2

“nod in agreement”

“talk with your hands”

Does Visual Communication Matter?

Slide

Comments

---------------------

“your expression says it all”

“if looks could kill”

“give a blank stare”

“written all over your face”

“put a face with a name”

“look someone in the eyes”

“do you have something to say”

“a picture is worth a thousand words”

“let me paint you a picture”

“are you paying attention”

© 2012 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy. 3

Human Need for Visual Communication

Slide

Comments

---------------------

Body Language

Human Communication Feedback Effect Loop

Spatial Thinking

Visual Feedback

Social Relationships

Body

Language

Words

Voice

Tones

VARK

Fleming’s VARK Model Maslow’s Hierarchy of Needs

Physiological

Safety

Relationships

Esteem

Self-Actualization

55%

Visual

Auditory Reading

Kinesthetic

9% - Visual Only

52% - Visual + Another Mode

Understanding?

Attentiveness?

Excitement?

Tone

Pace

Repetition

© 2012 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy. 4

Slide

Comments

---------------------

personal connections

Visual Communication in the Consumer World

group video conversations

mobile video

sharing video content

© 2012 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy. 5

Evolution Video Conferencing in the Enterprise

Slide

Comments

---------------------

1980s 1990s 2000s 2010s

Adoption “Go to Video” “Video to You”

Introduction of Video Conferencing

Video Conferencing over

IP Networks

Hi-Definition Video Conferencing

Desktop/Mobile Video Conferencing

© 2012 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy. 6

Traditional Video Conference Market Dynamics

North America

$864M

EMEA

$743M

APAC

$888M

CALA

$139M

$2.63B Infrastructure / Service

Endpoints

1 Wainhouse Research 2 Nemertes 3 Frost

Slide

Comments

---------------------

Spending Split for Video Conferencing1

VaaS

On-Premises

Delivery Mechanism for Video Conferencing2

Spend by Region for Video Conferencing1

The Opportunity

Spending Analysis

Enterprises WITH Video Conferencing3

Employees USING Video Conferencing2

48% 28%

Uncommitted

Enterprises

Marooned

Users

© 2012 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy. 7

“Go to Video”

Expensive

Scheduled Basis

Complex

Room-Based

Internal

Traditional Video Conferencing

Slide

Comments

---------------------

Traditional Video Conferencing

Traditional Video Conferencing Use Cases

Executive Meetings Employee Travel Reduction

© 2012 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy. 8

Video Conferencing Market Trends

Slide

Comments

---------------------

Lifelike Quality Mobile Capabilities Cost Reduction

Enterprise Support Media Integration Scalable Video Coding WebRTC

Market Trends

Video as a Service

Market Trends Effect

“Beyond the Room” Video Conferencing

Traditional Video Conferencing

© 2012 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy. 9

“Beyond the Room” Video Conferencing

Slide

Comments

---------------------

“Beyond the Room” Video Conferencing

“Video to You”

Cost Effective

Ad-Hoc Basis

Simple

Any Device

Anywhere

“Beyond the Room” Video Conferencing Use Cases

?

Expanded Enterprise Virtual Visitation

Expert Anywhere Remote Eyes

Corporate Collaboration

Distance Learning

© 2012 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy. 10

“stay close to the project” “increase commit accuracy”

Slide

Comments

---------------------

“membership consulting”

Beyond the Room Use Cases – Corporate Collaboration

Consultation Services

Corporate Collaboration

Distributed Sales Force Construction Board Meetings

“ease travel burden”

allowed expansion into

geographical disperse markets

delivers consultation on office

processes and billing to

affiliated dentist offices

remotely

no device standardization

required for constituents

© 2012 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy. 11

Slide

Comments

---------------------

“reduce recruiting costs”

Beyond the Room Use Cases – Expanded Enterprise

Corporate HR

Expanded Enterprise

Talent Scout

“get a first hand look”

Head Hunters

“increase placements”

Venture Capitalists

“partner for investments”

expanded applicant pool

beyond local market

reduced candidate travel for

initial interviews

“ the company saves more in

expenses each month than the

cost of the solution ”

© 2012 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy. 12

Slide

Comments

---------------------

“reduce cost of interactions”

Beyond the Room Use Cases – Virtual Visitation

Corrections

Virtual Visitation

Library Systems

“increase event attendance”

Higher Education

“expand office hours”

Hospitals / Clinics

“allow more visitation”

inmate transport between jail

and courthouse challenges

included manpower costs and

security risks

dispersed judges were obliged

to travel long distances for

arraignments

witnesses, plaintiffs, and

defendants can now remotely

participate in trails

© 2012 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy. 13

Slide

Comments

---------------------

“bring an expert”

Beyond the Room Use Cases – Expert Anywhere

Banking

Expert Anywhere

Retail

“increase product sales”

Global Business

“extend translation

services”

Medical

“consult an expert”

made financial experts

accessible to customer in every

branch

financial expert availability

increased revenue streams

“ we serve customers when,

where, and how they want, ”

she says, “ but we do it with an

affordable model ”

© 2012 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy. 14

Slide

Comments

---------------------

“initial medical diagnosis”

Beyond the Room Use Cases – Remote Eyes

Medical

Remote Eyes

Real Estate

“tour premises virtually”

Home Service

“increase productive visits”

Insurance

“evaluate the situation”

specialists connect to patients

that are 3000 miles away

patients, from remote towns in

Panama, saved 2-hour

commute costing 1-2 weeks

salary to see a doctor

traveling team accommodated

varying internet and cellular

connections to share images

and data securely

© 2012 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy. 15

Slide

Comments

---------------------

“expand reach of professors”

Beyond the Room Use Cases – Distance Learning

Higher Education

Distance Learning

Medical

“teach from the situation”

K-12 Schools

“share specialist teachers”

Corporate IT

“show first hand”

expanded student reach

“outside the classroom”

instructors wanted to share

and allow viewing of practical

experiences

“ what we wanted was to

record the practicum while it

was in progress, and integrate

video in the learning process ”

© 2012 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy. 16

Slide

Comments

---------------------

Beyond the Room Use Cases – Reference Customers

© 2012 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy. 17

A Reference Video Deployment

Slide

Comments

---------------------

3rd Party Video

Enterprise Video

Network

External Network

MCUs

Video Gateway

Video Endpoints

Edge Video Gateway

Video Conference

Manager

Video Clients

Desktop Server

Enterprise On-Premises Deployment

© 2012 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy. 18

Developer Client

Developer Toolkit

The Complete Avaya Scopia (Radvision) Solution

Slide

Comments

---------------------

Video Gateway

Video Monitor Video Tester

Technical Business Unit (TBU)

Client

Framework Testing

Tools

Analytical

Tools

Protocol

Stacks

Video Endpoint Video MCU

Soft Client

Video Business Unit (VBU)

Video Management Video Control

© 2012 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy. 19

Slide

Comments

---------------------

Primary Value Propositions

The Avaya Scopia Video Portfolio

High Quality at Affordable Prices

Integrate To and Extend Existing Video Solutions

Best-in-Class Video Mobility

Video Collaboration Endpoints

Video Collaboration Infrastructure & Management

© 2012 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy. 20

The Flexibility of Avaya Scopia Video Portfolio

Slide

Comments

---------------------

The Services

The Deployments

Multimodal Conferencing

The Approaches

Stand-Alone Video Conferencing

Audio Conferencing

Video Conferencing

Desktop Share

+ +

Video as a Component of UC

On-Premises Configuration Video as a Service (VaaS)

© 2012 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy. 21

Leveraging Avaya Scopia Video from Any Starting Point

Slide

Comments

---------------------

No Video Solution

Conference Room Video

Consumer Video

UC Desktop Video

“want video, but don’t

know where to begin”

“video is complex

and expensive”

“video is high maintenance

for our IT organization”

“video has very low

utilization rates”

“nice to have some video,

but not mission critical”

“consumer video

is not secure”

“how does UC integrate to

this video conferencing”

“piloting desktop

video through UC”

© 2012 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy. 22

Deploying “Beyond the Room” Video Conferencing

Slide

Comments

---------------------

“Beyond the Room” Video Conferencing

the Solution

User Adoption

© 2012 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy. 23

Sharing the Avaya Story

Slide

Comments

---------------------

Adoption

Extend the Enterprise

Assure User Adoption

Augment the Solution

Video was

“Nice to Have”

Video became

“Mission Critical”

June 2012 August 2012 September 2012

Top Down

“Encouragement”

System Capacity

Limit

Video Conference Room

Utilization 21% 36%

© 2012 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy. 24

Video Deployments are Different than Voice Deployments

Slide

Comments

---------------------

ROI =

Operational

Improvements

Business

Impacts +

Cost

IT Decision Video Decision

Video is not an IT Decision

Video is not the Center of the Universe

Telephony Deployment

Video Deployment

Video is typically a Phased Deployment

Phase I

Phase II Phase X

Endpoints are not Deployed for Every User

© 2012 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy. 25

Common Resistances to Deploying Video Conferencing

Slide

Comments

---------------------

“ Video is Too Expensive ”

“ Cannot Quantify Video ROI ”

“ Video has Not Met Expectations ”

Premises Deployment : ~$100/user (CAPEX)

Video as a Service : ~$15/month/user (OPEX)

Free Clients and No Licenses Required for

Guest Users

Video will Increase Costs

“Beyond the Room” Use Cases Transforms

LOB – increases revenue, decreases cost

Industry Metrics : 20% Travel Cost Reduction

“How many emails would you send if you

had to go to a special room to use it?”

Mobile & Desktop Increase Room Utilization

Impact of “Beyond the Room” Use Cases

© 2012 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy. 26

Common Resistances to Video Conferencing

Slide

Comments

---------------------

“ Already have another vendor’s

system deployed ”

“ Confused on Scopia vs AAC ”

“ Scopia is very hardware based ”

Multiple systems can be bridged together

Scopia can manage 3rd party video

endpoints

Extend for “Beyond the Room” Use Cases

“cubicles, meeting rooms, and auditoriums”

Bridged together for services and optionally

licensed together (Collaboration Licenses)

Roadmap combines the best of switched

video with the best of transcoded video

Hardware assist allows high port density

which is required for mobile solutions

Gateways protect from non-standard video

updates and changes

Video as a Service does not require

on-premises hardware

© 2012 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy. 27

Recent Industry Awards & Analyst Ratings

Radvision Scopia XT5000 Wins Frost & Sullivan New Product Innovation Award

“Radvision has placed itself ahead of the pack by offering leading edge capabilities at an attractive price in its innovative Scopia XT5000.”

Frost & Sullivan 2012 Global Video Conferencing and Telepresence Endpoints Innovation Award

Radvision Wins Nemertes PilotHouse Award for Technology and Value

Radvision wins PilotHouse Market Challenger Award on the strength of its technology and value. Its technology score

was tops among all Market Challengers, while its value score led every other vendor, Challenger and Leader alike.

Nemertes Research PilotHouse Awards, Video Conferencing Q312

Scopia Desktop Wins Frost & Sullivan Best Practice Award for Desktop Video Conferencing Product Leadership

Scopia Desktop outperformed the competition in Quality and Value — and scored a Perfect 10 in Features, Functionality and Innovation. Scopia Desktop consistently offers a unique and compelling blend of innovative functionality and proven technology that are difficult to match.

Frost & Sullivan 2013 Best Practices Award North American Software-based Desktop Video Conferencing Product Leadership

Radvision Awarded Champion Status Info~Tech 2013 Video Conferencing Vendor Landscape

Radvision’s solutions may be the best option for on-the-go users, with Avaya Aura and Scopia providing enhanced tablet and smartphone user engagement.

Info~Tech 2013 Video Conferencing Vendor Landscape Award

© 2012 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy. 28

Beyond the Room Use Cases Transform Business

Slide

Comments

---------------------

“Beyond the Room” Video Conferencing

Traditional Video Conferencing

?

Video is

“Nice to Have”

Video becomes

“Mission Critical”

“Beyond the Room”

Traditional

© 2012 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy. 29

Slide

Comments

---------------------