SoundStructure Channel Sales Training

© Polycom, Inc. All rights reserved.

SoundStructure Channel Sales Training

© Polycom, Inc. All rights reserved. Slide 2

• SoundStructure in action• How SoundStructure can help your customers• Solution overview

− What is SoundStructure− Target customer profile

• Example installations• Competitive overview• Finding more information

Agenda


“We have just successfully installed our first SoundStructure in our CEO's meeting room and have purchased several more units to go into the main boardroom. The sound quality and acoustic echo cancellation (AEC) on the product is outstanding so I can see this becoming our standard for larger VC rooms.”

- Large Global Financial Services Company

“I have helped commission a couple of systems where a competitor’s system failed at AEC. The SoundStructure C16 worked superbly, in one installation the customer could not believe that we got a usable system because the other vendor’s system was completely unintelligible!”

- Polycom Channel Partner

SoundStructure In Action


What is SoundStructure?

SoundStructure is an audio conferencing solution for medium to large rooms when the

experience or application requires the integration of speakers, microphones and

telephony into a single audio system.


• End customer is purchasing an experience− High quality scalable audio experience in any room environment for local and remote

participants to ensure more productive meetings

• End Customer knows they have a problem and need to improve audio experience− Users will have complained that room doesn’t work or doesn’t sound good or is not usable− Customer may have a room they “don’t know what to do with”− Want to enhance the audio performance of their video system− Have rooms that require more than a conference phone

How SoundStructure Can Help Your Customers


Excellent voice pickup

Conference Phone SoundStructure & 12 Table Mics

• SoundStructure offers excellent coverage for rooms that are too big for standard conference phone

• Add microphones where you need them for best coverage

Advantage of SoundStructure for Large Rooms

Usable voice pickup


SoundStructure Solution Benefits (Customer)

• High quality, immersive audio conferencing experience for local and remote participants improves collaboration

• Seamless integration with RealPresence Room solutions for an outstanding video conferencing experience

• Easily configurable for any application or room layout• Compatible with any telephony environment from narrow-band analog to HD

Voice VoIP to adapt to your needs• Flexible dialing and control options


SoundStructure Solution Benefits (Integrators)

• Easy to create designs− Flexible processing options− Modular telephony options− Easily scales from 8x8 to 128x128− Simple to control

• Seamlessly integrates with Polycom room systems and microphones • Ultimate audio conferencing performance and capability


SoundStructure Solution Elements Accessories

TEL1 & TEL2PSTN Lines

Headset AdapterDigital Phone

interface

Ceiling MicrophonesDirect digital connection

VoIP InterfaceNative SIP

Polycom Touch Control

Conferencing AND Sound Reinforcement

Sound Reinforcement

C1616 inputs

SR1212 inputs

C88 inputs

C1212 inputs


Polycom SoundStructure Solution Example

Polycom RealPresence Platform

PSTN or VoIP

HDX Ceiling Mics

Microphones

Playback/Record

SoundStructure

Group Series or HDX Video

System

Conference Link

Amplifier

Speakers

Polycom Touch Control VVX 500

…

…

or 3rd Party Control System


How Do I Know My Installation Will Be Successful?

Broad-based deployment experience Over 50,000 rooms worldwide Installations across many industries

SoundStructure and RealPresence Room systems designed to work seamlessly together Digital link to Polycom codecs and microphones

Knowledge and tools you need to be successful SoundStructure Studio design tool with built-in intelligence that generates a complete

baseline configuration file Comprehensive training and best practices guides Design, review and commissioning services available Polycom product support and expertise


Who Are the Decision Makers / Influencers

• Who are the decision makers / influencers?− Build / design integrator− End user who ‘owns’ conferencing technology− AV consultant representing the end user in large opportunities


Energy

Consumer Goods

Target Customers

Any organization with geographically dispersed teams that need to collaborate

Education

Healthcare

Financial Services Government

Biotech

Manufacturing

Technology Entertainment

Retail

Media


Use Your “EAR” to Find Opportunities

• Experience− Rooms where voice quality and clarity are critically important − Leadership rooms, collaboration spaces, conference rooms, general assembly

• Application− Custom solution to enable their collaboration− More mics for better room coverage− Different types of mics - ceiling, gooseneck, push to talk, wireless, etc.− Reinforcement of local audio in the room− Combine/split rooms to efficiently use space

• Room size− Medium to large rooms, board rooms− Class rooms, training rooms, court rooms, auditoriums, etc.


“EAR” Sales Questions

• Experience

• Application

• Room

“Do you have teleconference rooms where people have trouble understanding what is being said?”

“Do you have rooms that are mission-critical and great audio performance is mandatory?”

“Tell me about the rooms you use for training and classroom learning…

“Do you sometimes reconfigure the furniture?

“Is it always easy to hear the presenters?

“Do you use hand-held or lavalier microphones?

“Is there other media played in the room?”

“Do you have any conference rooms that hold more than a dozen people?”

“Do you use installed voice in any of your conference rooms?”


Case Study: Technology

Challenge High performing teams with very interactive participation from

members Expectation that everyone needs to hear and be heard Existing audio solution was inadequate for their expanding needs

and their desire to add video Past experience had shown that audio quality was critical to

connecting distributed teams

Usage Local collaboration rooms for small project teams Larger rooms for training, distance learning, webinars and

seminars that span the organization

Solution Deployed hundreds of Polycom installed audio systems Installed video endpoints and infrastructure Large deployment of SoundStructure VoIP Interfaces

Technology

Results Enhanced audio experience for meeting

participants Improved the broader collaboration experience

across the company


Case Study: Small Multi-National Financial Services Firm

ChallengeBuild video conference rooms to provide a life-like, face-to-face conferencing experience for users who historically did not like conferencing Previous room utilization rates less than 15% Users complained that they couldn’t understand the people on

the other end Users found it easier to pick up the phone or travel to the other

sites for collaborative meetingsUsage Multimedia video conferencing and collaborationSolution

Polycom SoundStructure C-Series audio processors and HDX video codecs

Simple to control Easy to integrate with their multiple room configurations

FinancialResults Conference room utilization increased to better than

50% and is still increasing. They have plans to add more conference rooms

The complaints about not being able to understand the people on the other end have stopped

A recent project was completed 3 weeks ahead of schedule due to increased communication between remote teams


Case Study: Large Global Financial Services Firm

ChallengeDesign a system using a single platform that can work in 8 different styles of conferencing and collaboration environments Must be easy to install and use a fixed standard wiring scheme

to enforce worldwide standards across installations Must use common 3rd party control system code which doesn’t

require any customization or modification for each room typeUsage Multimedia collaboration rooms Audio and video conferencing systems

Solution Polycom SoundStructure C-Series systems Virtual channel naming approach and SoundStructure Studio

design tool made it simple to support multiple room designs without changing the control system implementation

Financial

Results Created standard site files that can be loaded by any

contractor requiring minimal field configuration Provided consistent quality and user experience

worldwide


ChallengeTo improve sound quality and interactivity between conference participants in HDX video conference rooms Add audio only participants through existing Avaya VoIP

desktop phones without using 3rd party control systems No training of users required to use new capabilities

Usage Daily communication for internal and external meetings through

video and telephone Executive and administrative meetings/operations

Solution Polycom SoundStructure C-Series added to existing HDX 8000

systems Deployed over 200 SoundStructure devices and headset

interfaces worldwide

Service Provider

Case Study: Large Internet Company

Results Worldwide users were able to take advantage of the

new system capabilities upgrade without retraining Audio, video and telephony participants benefited

from improved sound quality


Case Study: Large New York Business Law School

ChallengeProvide an interactive learning environment that does not require the lecturer to manage a system No AV person required to run the room Audio based camera position must operate automatically once

call is connected

Usage Interactive distance learning Lecture and presentation

Solution Polycom HDX 8000 and SoundStructure C16s connected to

third-party push-to-talk desktop mics Deployed Polycom SoundStructure connected to HDX codecs

with CLink2 Used the GPIO to control preset recalls for the camera based on

which student mic was being used

EducationResults Allowed any lecturer or professor to use the

facility without having to learn how the system works

Helped an understaffed AV department on a large multi-building campus to provide high quality learning experience


Case Study: Biotech

Challenge Customer had an installed audio solution deployed that was not

working properly Solutions did not deliver full duplex audio and did not handle room

noise effectively Competitive solution did not perform well with the room layout and

local participant distance from microphones resulting in poor voice quality at remote sites

Usage High level sales and marketing meetings Distance learning Drug development team collaborative sessions

Solution Replace approximately 200 competitor’s units with Polycom installed

audio solution Ultimately replaced all video endpoints as well

Biotech

Results Improved audio experience for meeting participants Accelerated transition to visual communication


SoundStructure Surpasses the Installed Voice Competition

ClearOne Converge Pro

Biamp Nexia/Audia

Major Installed Voice Competitors

Polycom Installed Voice Advantages

Never runs out of processing power Stereo capabilities for immersive

conferencing on all inputs Feedback elimination on all inputs HDX video codec integration HDX ceiling microphone integration Most flexible telco options

(field-installable VoIP and PSTN) SoundStructure Studio design

expertise built-in

“ I have helped commission a couple of systems where a competitive system failed. The [SoundStructure] C16 worked superbly. In one [installation] the customer could not believe that we got a usable system because the competitor’s [audio] was completely unintelligible!”

—Polycom Channel Partner


Product Training Streams• http://www.polycom.com/support/voice/soundstructure/soundstructure_training.html

http://www.polycom.com/support/voice/soundstructure/soundstructure_training.html


Sales Tools Available

Customer presentation, FAQs, Accessory Guides & more on our product pages: PPC: C-Series | SR12

SoundStructure Design Guide Contains example applications http://support.polycom.com/global/documents/support/setup_maintenance/products/voice/So

undStructure_Design_Guide.pdf Product Bulletin #1328 for Professional Services www.polycom.com/soundstructure

Streamlined pages to make navigation easier For questions please contact your Channel Account Manager

http://portal.polycom.com/portal_web/polycom.portal?_nfpb=true&_pageLabel=polycom_products_page&replaceableParam=SOUNDSTRUCTURE&divisionParam=1&divisionNameParam=Voice%20Solutions

http://portal.polycom.com/portal_web/polycom.portal?_nfpb=true&_pageLabel=polycom_products_page&replaceableParam=SOUNDSTRUCTURE_SR12&divisionParam=1&divisionNameParam=Voice%20Solutions

http://support.polycom.com/global/documents/support/setup_maintenance/products/voice/SoundStructure_Design_Guide.pdf

http://support.polycom.com/global/documents/support/setup_maintenance/products/voice/SoundStructure_Design_Guide.pdf

http://www.polycom.com/soundstructure


Thank You


Benefits For End Users

Benefit Enabling Features Immersive audio experience improves collaboration

• Stereo echo cancellation supports many different applications such as stereo playback or audio from the video codec from the front of the room and telephony audio from the ceiling

• Full crosspoint matrix makes it possible to send audio where it's neededHigh quality conferencing experience for local and remote participants

• Robust and fast acting independent echo cancellation and noise cancellation on all channels means that the system provides natural and transparent interaction

• Flexible input and output capabilities allow you to put microphones where you need them, and distribute loudspeakers throughout the room

• Feedback elimination supports reinforcement of local audio into the room for improved intelligibility by local participants.

• Advanced audio processing can improve the overall audio quality through equalization, dynamics processing, and more.

Integrates seamlessly with HDX video conferencing systems

• CLink2 allows HDX and HDX microphones to be digitally connected into SoundStructure with shared mute and volume control


Benefits For End Users

Benefit Enabling Features Easily configurable for any end-user application

• Scalable from 8 inputs to 128 inputs to meet the needs of even the largest systems• Extensive audio processing including sound reinforcement and feedback elimination for PA and

conferencing applications• Powerful logic and events engine to support room combining and advanced applications• Different styles of microphones – table, ceiling, wireless - can be mixed and matched

Flexible telephony options including native SIP integration

• Modular telephony options make it easy to support changing telephony requirements• Solutions for single or dual line analog telephony and SIP telephony• Uses same industry-leading, open standards-based UC software as SoundStation and SoundPoint IP

telephony products• Broad SIP partner interoperability through VIP and VFV partner programs

Multiple dialing and control options

• Powerful SoundStructure API makes it easy to program the desired functionality• Supports AMX/Crestron style control systems• Polycom Touch Control can be used with or without HDX to control mute and volume and dial HDX or

telephony interfaces of a SoundStructure system


Benefits for Integrators

Benefit Enabling Features Flexible processing options

• Stereo echo cancellation and noise cancellation on all inputs makes it easy to have 16 microphones with only one device

• Sufficient DSP power to turn on all input processing such as equalization, feedback elimination, dynamics, and delay, as well as all output processing including equalization, dynamics, and delay

• Customizable automixer performance with chairman modes and support for different microphone priorities• Full crosspoint matrix makes it easy to send audio where it's needed• Up to 16 submixes per device for additional routing, volume control, and processing

Ultimate audio conferencing capability

• Robust and fast-acting independent echo cancellation and noise cancellation on all channels means that the system provides natural and transparent interaction between users

• Monaural or stereo echo cancellation creates opportunity for partner differentiation with immersive audio• Advanced audio processing can improve the overall audio quality through equalization, dynamics

processing, and more.Easily scales from 8x8 to 128x128

• OBAM designed to create a single matrix regardless of the numbers of inputs and outputs in the system• SoundStructure Studio design wizard makes it easy to reuse systems with different hardware

configurations


Benefits for Integrators

Benefit Enabling Features Easy to create designs • SoundStructure Studio’s ease of use makes it simple to create, customize, and upload a design to

SoundStructure devices• Preset recorder saves time when building sophisticated systems• Virtual channel definitions make it more efficient to work with monaural and stereo audio sources• Offline emulator allows you to configure and test the system without requiring SoundStructure hardware

Easy to control • Use of channel names in the API commands allows for control system code to be easily re-used even if the physical wiring is different

• Groups of channels can be easily controlled with the group name• SoundStructure API is easily understood and coded• Events and logic inputs and outputs provide an unrivaled ability to customize the behavior• Polycom Touch Control provides a simple control solution• Full support by AMX and Crestron control systems

Easy to integrate with HDX codecs and microphones

• CLink2 digital connection allows HDX codecs and microphones to be digitally connected• Shared mute and volume control over CLink2 digital connection

Multiple telephony options

• Plug-in card architecture simplifies adding, removing, upgrading telephony. No extra rack slot is required• Solutions for single or dual line analog telephony and SIP telephony


Feature Benefit / Why a Differentiator Polycom ClearOne Converge Pro

Biamp Nexia / Audia

Multi-channel echo cancellation

Having the audio come from the direction of the talker increases intelligibility and talker identification/recognition to improve overall meeting. Common applications are video participants’ audio coming from the front of the room and telephone participants’ audio from the ceiling.

• Feedback elimination on all inputs

Improves performance of conferencing and sound reinforcement. Gives presenters more freedom to present from anywhere in the room and re-enforces the audio so everyone can hear clearly. • •

Flexible Telco options Can start with analog telephony today and easily upgrade to VoIP in the future with very minor system and software updates. •

Requires equipment

change in the rack

VoIP only in Audia

systems

Simple dialing option Touch Control provides a low cost alternative to AMX and Crestron systems for dialing SoundStructure telephony systems. • • iPad and

iPhone app

Seamless multi-box bussing with OBAM Makes it easy to reuse components and expand a system as needs grow. • Direct digital HDX codec integration Easily expand the codec to add more microphones to the system. • HDX mic integration Allows great audio pick up with a low visual profile. Flexible positioning and easy to add more

microphones with additional SoundStructure units. • Robust echo cancellation High quality performance makes the room sound quality significantly better for remote participants.

Reduces costly service calls. • Programmable events

Makes it easy to customize the solution to meet the requirements of the end user including split and combine rooms, push to talk microphones, taking advantage of customizable logic inputs and outputs. •

Competitive Differentiation – End Users


Feature Benefit / Why a Differentiator Polycom ClearOne Converge Pro

Biamp Nexia / Audia

Multi-channel echo cancellation

Allows the integrator to build a better system for the end user and allows the integrator to differentiate themselves from other integrators who may be selling alternative products • Mono only Mono only

Feedback elimination on all inputs

Minimizes the number of devices and the system integration effort required to set up a sound reinforcement system that has robust performance. • •

Limited by processing capability

Flexible Telco options Does not require an extra rack slot and allows for easy upgrade to other telephony solutions •Requires

equipment change in the

rack

VoIP only in Audia systems

Simple dialing option The Polycom Touch Control can be used as an inexpensive option for dialing SoundStructure audio conferencing systems. Easy to pair with a SoundStructure system. • Physical dialer iPad and

iPhone app

Seamless multi-box bussing with OBAM

Easy to build large systems efficiently without worrying about how to get signals from one device to another. All signals are available across the OBAM bus • Limited number

of channels Limited number

of channels

Control system code reuse Controlling the channels by name saves time and minimizes programming efforts. Also allows in-field system changes without having to change the control system code. •

Direct digital HDX codec integration Digital connection of the codec does not use any of the inputs and lowers system integration cost. •

HDX mic integration Saves time. Easy to cover large spaces with fewer microphones, simplifies configuration and cabling for a cleaner appearance •

Robust echo cancellation More robust echo cancellation makes the system easier to set up. •

Programmable events Makes it easier to build systems that the end customer requires. •

Ethernet interface Simplifies setup of equipment and remote management • • •

Competitive Differentiation – Integrators


Where is SoundStructure Suitable?

Conference Rooms

Presentation Rooms

Classrooms

Court Rooms

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