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Unified Communications   Market & Update       Blair Pleasant     COMMfusion LLC and      UCStrategies.com            (707...
Some Level SettingUnified Communications is:A.    An oxymoronB. A new viral dance crazeC. A great name for a bandD. A way ...
UC: Communications Integrated to      Optimize Business ProcessesUC-U: User Productivity        UC-B: Business Process   H...
UC – Tying it All Together            Linking to the Right Resource at the Right Time                                     ...
Some Changes We’ve Seen• Focus on use cases – not “speeds & feeds”• Solution selling - finally• Everyone offering Cloud, H...
Changes According to the Channel“We’ve seen a big change in the past 6 months. People finallyunderstand that there’s not j...
Trends Behind UC Market GrowthVirtual WorkforceConsumerization of ITNew Meeting ExperiencesDesktop Video on the Rise
Evolution of UC
Collaborative Communications                  Types & ToolsVoice, Text,Video, Web,Conferencing
A Look at the UC Market      Numbers and More…
How Much UC Growth Do You       Expect in Next 12 Months?30%25%20%15%10%5%0%      negative   0% to 2%    2% to 5%   5% to ...
What I’m Seeing• IM/presence everywhere – but silo’d• Big price drops   – UC bundled with call control, free clients   – G...
Measuring the Market              VoIP/          Call Control                         UM  Presence/   UC         Conf/    ...
Total vs. Net Revenues ($M)250002000015000                                                          Total (UC10000        ...
Net (True) UC Revenues ($M)                          Net (True) UC Market     9000     8000     7000     6000             ...
45000         UC Seats Shipped (K)40000                                                38778.45135000                     ...
Drivers Behind UC Growth                               EnableReduce          Reduce                     Customer          ...
UC Techs Offering Most Promise30%25%20%15%10%                                                        #1 Choice            ...
Cloud/Hosted Services                        Image: FreeDigitalPhotos.net
Inhibitors to UC Adoption                  Interoperability,    Product             11%                   Hard to estimate...
Adoption Challenges• “Without clear long-term visions, it can be tough to get these  projects approved.”• “Lack of clarity...
A Look at the Players Telephony/       Messaging/    Application     Conference/      Mobility     SPs/Hosted     Other  S...
A Look to the Future - What’s in Store       WebRTC                                      Mobile devices                   ...
Final Thoughts                  UC is a vision or                  philosophy that                  leads to solutions -  ...
Thank You                 Blair Pleasant                COMMfusion LLC                UCStrategies.com           Blair Ple...
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The State of the Communications Industry by Blair Pleasant of COMMfusion

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The State of the Communications Industry by Blair Pleasant of COMMfusion

  1. 1. Unified Communications Market & Update Blair Pleasant COMMfusion LLC and UCStrategies.com (707) 324-3104 bpleasant@commfusion.com www.commfusion.com www.ucstrategies.com
  2. 2. Some Level SettingUnified Communications is:A. An oxymoronB. A new viral dance crazeC. A great name for a bandD. A way for companies to improve business processes, enhance employee productivity & reduce costs Correct Answer: D
  3. 3. UC: Communications Integrated to Optimize Business ProcessesUC-U: User Productivity UC-B: Business Process Helping individual users Enhancing business processes manage their communications with integrated communications
  4. 4. UC – Tying it All Together Linking to the Right Resource at the Right Time Application Areas – Contact Center Video IM SMS Voice Email Fax UM Call Collaboration SocialMessaging Mobility Media Control & ConferencingIM, voice mail, Mobile Extension IP-PBX Collaborative workspaces Public &email, UM, One # reach VoIP Doc sharing/repository Privatefax, FMC Presence Integration to Business Processes
  5. 5. 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
  6. 6. Changes According to the Channel“We’ve seen a big change in the past 6 months. People finallyunderstand that there’s not just cost, but also a benefit to UC - timesavings in mobile apps, click to call, video, etc.”“I’m seeing a real bifurcation – customers who get UC and are pushingthe envelope for video. Others are stuck and haven’t been able to findthe business driver or articulate the value.”“Up until now, people didnt know what the compelling use cases were.Now it’s about mobile workers.” Source: UCStrategies UC Channel Study, March 2013
  7. 7. Trends Behind UC Market GrowthVirtual WorkforceConsumerization of ITNew Meeting ExperiencesDesktop Video on the Rise
  8. 8. Evolution of UC
  9. 9. Collaborative Communications Types & ToolsVoice, Text,Video, Web,Conferencing
  10. 10. A Look at the UC Market Numbers and More…
  11. 11. How Much UC Growth Do You Expect in Next 12 Months?30%25%20%15%10%5%0% negative 0% to 2% 2% to 5% 5% to 10% 10% to 15% 15% to 20% over 20% growth Source: UCStrategies UC Channel Study, March 2013
  12. 12. 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!
  13. 13. Measuring the Market VoIP/ Call Control UM Presence/ UC Conf/ IM Collab
  14. 14. Total vs. Net Revenues ($M)250002000015000 Total (UC10000 Capable) Net (True) 5000 0 2012 2013 2014 2015 2016 Source: COMMfusion LLC & UCStrategies 2012
  15. 15. Net (True) UC Revenues ($M) Net (True) UC Market 9000 8000 7000 6000 Other* 5000 Call Control/switch$M 4000 IM/Presence/ UC Server Conf/Collab 3000 Unified Messaging 2000 1000 0 2012 2013 2014 2015 2016 Source: COMMfusion LLC & UCStrategies 2012
  16. 16. 45000 UC Seats Shipped (K)40000 38778.45135000 33124.8630000 28510.33425000 23885.519 20394200001500010000 5000 0 2012 2013 2014 2015 2016 Source: COMMfusion LLC & UCStrategies 2012
  17. 17. Drivers Behind UC Growth EnableReduce Reduce Customer Mobile Costs Time to X Service Workers Video Collaboration Mobile Single #conferencing tools Extension reach Presence & Single # CEBP Click to reach Expert Agent Connect
  18. 18. UC Techs Offering Most Promise30%25%20%15%10% #1 Choice #2 Choice5%0% Source: UCStrategies UC Channel Study March 2013
  19. 19. Cloud/Hosted Services Image: FreeDigitalPhotos.net
  20. 20. Inhibitors to UC Adoption Interoperability, Product 11% Hard to estimate maturity, 7% ROI, 21%Requires rip & replace, 9% Cost/Lack of budget 40% Source: UCStrategies UC Channel Study, March 2013
  21. 21. 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
  22. 22. A Look at the Players Telephony/ Messaging/ Application Conference/ Mobility SPs/Hosted Other Switch* Presence/ & Portal (Partial List) Search * Vendors Collab/Vide oAastra AOL Oracle/Siebe Avaya/Radvisi Apple 8x8 Devices andADTRAN IBM l on Blackberry AT&T Headsets:ALU Google SAP Blue Jeans Google Telstra Plantronics Salesforce Cisco/Tandbur Verizon JabraAvaya Microsoft Nokia Orange LogitechCisco Yahoo SugarCRM g Motorola CallTower JawboneDigium Lifesize Microsoft BizCom SennheisereZuce UM & More: Vertical apps Magor Samsung Alteva PolycomInter. Intell. AVST Polycom Aptela snom Sonexis BroadsoftMitel Esna Cypress Acme PacketNEC Oracle Fonality AudiocodesShoreTel Vidyo gUnify DialogicSiemens Vidtel IntelePeer SonusToshiba RingCentral Skype Packet 8Zeacom Smoothstone ProfessionalZultys *In multiple categories Google Services/SIs Simple Signal Many others…
  23. 23. A Look to the Future - What’s in Store WebRTC Mobile devices supplant deskphonesVirtual workplaces More options Battle for leadership for SMBs HybridBYOD  CYOD Cloud/PremiseBattle for ChannelPresence everywhere Social everywhere COMMfusion LLC
  24. 24. Final Thoughts UC is a vision or philosophy that leads to solutions - it is not a product! COMMfusion LLC
  25. 25. Thank You Blair Pleasant COMMfusion LLC UCStrategies.com Blair Pleasant bpleasant@commfusion.comCOMMfusion LLC & UCStrategies.com 707-538-4368 Follow me on twitter @blairplez bpleasant@commfusion.com www.ucstrategies.com twitter @blairplez www.ucstrategies.com www.commfusion.com

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