The Radvision Rapid Rewards ROI : Why & How Does Radvision = Fast Partner ROI Mark Kolar - Avaya US Video Channel Director.

The Radvision Rapid Rewards ROI :Why & How Does Radvision = Fast Partner ROI

Mark Kolar - AvayaUS Video Channel Director

Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 22

Agenda

Market Trends and Analyst Reports (Hot Market)

What is Radvision Scopia (Easy to use Video for the 99%)

Scopia Use Cases, End User ROI, Market Applications (Not your Dad’s Video Conferencing)

Analyst and Partner Accolades (It’s the Real Deal)

Radvision Channel Program & Demand-Gen Activity Results (Your Video Investment - Avaya’s Investment in Video)

Radvision Rapid Results ROI (Time to cash? More about Velocity of Deals)

Summary


Video

Has Been

Video Bridge/MCU

Costly

Scheduled

Specialized

Room-based

Go/Adapt to Video

Now Includes

Affordable

Ad-hoc

Integrated

Your Device

Video To/From You

Is YourBusiness Ready?


Market Trends Confirm Increased Demand

Desktop video grows 13.6% - 2015 Wainhouse, 2011

Conference room video grows 5.5% - 2015 Wainhouse, 2011

Soft clients to grow 340% from 2010 – 2012 Gartner, 2011

Video Related Services grow 15.5% - 2015 Gartner, 2011

94% of users claim UC & Collaboration Budgets flat or growing for the next 2 years

Frost & Sullivan, 2011

35% of users claim remote collaboration as key driver for budgets

Frost & Sullivan, 2011

Desktop Video Units Conference Room Video Units


Agenda





Radvision Channel Program & Demand-Gen Activity Results (Your Investment and Avaya’s Investment)


Summary


Conferencing, As Used by Most EveryoneStatus Quo (Audio & Web)

Buy, Install a System

Hand out Host Codes

Audio & Web Conference

- Anyone, Anywhere

- Internal/External

- My Bridge /Your Bridge

- Simple & Easy

(after a couple times)

- PC & Mac Browsers

- Roll Calls very common

http://www.youtube.com/watch?v=00KvfeZm9VE


Avaya Radvision (Video) ConferencingInstall the System, Get a Conf Code, Invite Anyone/Anywhere to (video) Conference

Access PIN Moderator PIN Waiting room Welcome Slide Recording Streaming Mac/Windows iPhone/iPad Droid Conf Room

http://www.youtube.com/watch?v=gPx51VAu9GM&feature=youtu.be

http://www.youtube.com/watch?v=NuByvOukpz4&feature=youtu.be


Similar to an Audio + Web Conference, But BetterGet a Virtual Room (code); Invite Anyone; Click or call to join; See & Share!

Flash Browser PCsvia One Touch Video

Flare & oneXCommunicator

Telephony

Mobile BYOD

RADVISION (or third-party) Telepresence, Room Systems


Key Avaya Radvision Benefits Simplifies & Expands Video Use for Small to Large Enterprises

Key Value & Capabilities

1) Open, Standards-based Multivendor Management & Interop

2) UC Interoperability = Extends & Expands Current Investment

3) Market Leading Price, Performance, Scalability & Quality

4) Great User Experience = Easy for Anyone to Operate

5) BYOD & Mobility For “On the Go” Business Users

6) Expanded Business Applications Drive Customer Success

Speeds the pace of decision making

Extends simple , affordable video to

clients & value chain

Protect & extends existing Investment

Revenue-generating, cost savings mobility

applications

Clients/customers reduces costs, solve

problems faster

Makes you money:existing staff makes

more customers happier sooner

Customer Benefits


Agenda







Summary


Video Use Case: Training Video

Frank, located at his NY headquarters, is on training 10 employees in Prague – a month! His budget definitely won’t cover travel costs.

Frank, located at his NY headquarters, is on training 10 employees in Prague – a month! His budget definitely won’t cover travel costs.

He includes a virtual training center link in each of his on boarding kits and new employees are given a schedule of virtual sessions to join.

He includes a virtual training center link in each of his on boarding kits and new employees are given a schedule of virtual sessions to join.

Each month, 10 employees gather on a virtual call where they share documents, ask questions of the teachers and collaborate with their new colleagues.

Each month, 10 employees gather on a virtual call where they share documents, ask questions of the teachers and collaborate with their new colleagues.

Employees are also given their own virtual conference room to continue bi-weekly discussions with colleagues in their specialty from around the world.

Full training is completed in record timeEmployees experience an “on site” training experienceTraining completed for a fraction of typical costs

Results

4

3

2

1


Video Use Case: Health Care

Susan’s radiologist is reviewing her scans to prep for her treatment that’s about to begin. There’s a node in question and she needs to consult with Dr. Bret, who’s across town at the main hospital.

Susan’s radiologist is reviewing her scans to prep for her treatment that’s about to begin. There’s a node in question and she needs to consult with Dr. Bret, who’s across town at the main hospital.

She sends an instant message to the doctor with a video link to join. They share Susan’s scans via video and determine a better course of radiation.

She sends an instant message to the doctor with a video link to join. They share Susan’s scans via video and determine a better course of radiation.

Last step, get concurrence from Susan’s oncologist who they know is out of town.

Last step, get concurrence from Susan’s oncologist who they know is out of town.

3

4 The radiologist texts the oncologist who sees it on het iPhone and clicks to join the conference. They review the charts and treatment options and together agree on the change.

Share documents and consult with experts in any locationInclude colleagues in full collaboration from any deviceDeliver better, more collaborative treatment decisions

Results

4

3

2

1


Video Use Case: Service and Repair Industry

Traditionally, a large trained & skilled service staff is scheduled and dispatched to fix customer outages. If not resolved, customer waits for a more senior tech to arrive.

Traditionally, a large trained & skilled service staff is scheduled and dispatched to fix customer outages. If not resolved, customer waits for a more senior tech to arrive.

Now, customer or the onsite service staff calls service company HQ for a video consult with a senior technician, who can also get the supplier on the video call as well

Now, customer or the onsite service staff calls service company HQ for a video consult with a senior technician, who can also get the supplier on the video call as well

Whether in the office, mobile or at another site, the senior technician or supplier rep sees the problem, and guides the onsite tech or person thru a few steps to solve the problem

Whether in the office, mobile or at another site, the senior technician or supplier rep sees the problem, and guides the onsite tech or person thru a few steps to solve the problem

The customer is back online and back in business more quickly.. .and more likely to use the same firm again

The customer is back online and back in business more quickly.. .and more likely to use the same firm again

4

Results?Real time client & expert collaborationFaster customer investment decisionsLower cost to maintain top client relationships

4

3

2

1

Customers are happier, back online sooner, maybe save moneyStaff can service more customers per month, increase sales & marginsCompany can offer new remote assistance service with high marginsBonus vendor rewards for high customer satisfaction

Results


End User ROI Impact: Traditional Video vs Scopia

Cost Challenged

Virtually Limitless

Applications

Traditional Video vs Scopia Video

Scheduled - Ad-hoc, can be Scheduled

Costly Room-based Units - BYOD w/Room Integration

Lengthy Multi-site Installs - Download & Go on BYOD

High Cost per Node - Low Cost per Node

Very foreign UI - Easy as Audio + Web Conferencing

Usually Site-Site Video - Endless, basically any-to-any

Limited use externally - Nearly anyone internally & externally

Used by1% of the population - Used by 99% of the population

# of Users & Apps(Return)

Time & $$ to Deploy(Investment)

Traditional Now


Aging Gear No or Old MCU Need more Rooms No Desktop Video

New EPs & MCUs Competitively Held Most Challenging! Requires advanced

Skills/Experience

Aura/CS1k Client Aura Video

Client RFP Responses Pure/Hosted

Video Apps

Low Complexity

No Aura No Video New Client New Footprint

Pure Greenfield

Video Greenfield

New or Wide-scale

Video

Upsell Video

Video Market/Sales Opportunities are Everywhere!

Low Complexity

Go! Go! Go!

Go! Go! Go!

MediumComplexity

High Complexity

Go! Go! Go!

Proceed with Caution

Rough Mapping

F1000

Mid-Size

EnterpriseSmall

Medium Busines

s

F100


Agenda







Summary


Nemertes Research PilotHouse Awards Q312

Frost & Sullivan New Product Innovation Award

Radvision Scopia XT5000 Wins Innovation Award

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

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

Radvision Wins Market Challenger Award

Nemertes Research PilotHouse Awards, Video Conferencing Q312

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.

Industry Awards


What Partners Are Saying

“As an Avaya Connect channel partner, we not only aim to bring the best in communications to our customers, but also help them take the right steps to stay ahead of the curve. We are proud to add Radvision Scopia solutions to our portfolio as it fits perfectly with our unified communications strategy. SKC’s widespread experience in video, Avaya systems and audio visual integration allows us to design, install a complete UC solution for our customers. Combined with our video network operations center (VNOC) and managed services offering, we eliminate the need for multiple communication technology and service providers, simplifying the process for our customers.”

--Tray Vedock, President and CEO, SKC Communications, Inc

http://www.skccom.com/Index_


“We are excited to now offer the Radvision Scopia video collaboration solution to our customers. The addition of this video solution will greatly enhance our ability to offer customers state-of-the-art video conferencing technologies that will allow their businesses to collaborate more efficiently,”

-- Dan Ferguson, President and CEO of AdvanTel Networks.

“Video is the essential next step in collaboration, and Avaya has made video more cost-efficient and simple to use, while gaining in feature functionality. By authorizing Avaya Connect partners like us to offer Radvision Scopia solutions, we have a unique opportunity to help our customers take full advantage of a new generation of video communications tools, and make real-time collaboration a significant driver of value throughout the enterprise. “ --John Lyons, CEO, NACR

What Partners Are Saying

http://www.advantel.com/


RADVISION - Market Leading ProductRating prior to Avaya’s Acquisition

Source: Info-Tech Research Group – Video Conferencing Vendor Landscape 2012

Post Acquisition?


Agenda





Radvision Channel Program & Demand-Gen Activity Results (Your Video Investment - Avaya’s Investment in Video)


Summary


Avaya Connect RV Onboarding & Sales

Steps1. Avaya Partner & Avaya Channel Team discuss partner’s video coverage,

skills and deals… decide if/how/when to prioritize onboarding

2. Purchase (to later self-install) Demo Kit 1.b or 1.c (and 1.a once available)

3. Schedule & complete 3hr sales & positioning webinar, sales and SE staff

4. 2 install/support engineers complete 5-day Implementation and Support Certification course & test; then self-install demo kit

5. Promote RADVISION thru daily use of Scopia Conferencing applications as well as quarterly end-user demand-gen campaigns

6. Leverage SFDC to register and track opportunities thru to closure


Partner Demo Packages

1a: Portable SMB* 1b: Low-End Kit 1c: Mid-Range Kit

Average Purchase PriceSteeply discounted Hrdr & Sftw

~$5,000 ~$32,000(before MDF)

~$52,000(before MDF)

Run Standalone when Remote Yes No No

Video Infrastructure Included No Yes Yes

Supports 3rd Party H323 B2B No Yes Yes

Max # of Scopia Desktop or Mobile User Accounts

9 100 200

EPs/Room Systems 2 2 2

MCU Location Inside XT1200 EP In Data Center In Data Center

MCU Type Embedded One Elite 5110 Two Elite 5110s

Concurrent HD EPs 9 10 20

Concurrent 360p EPs 9 40 80

Partner Servers Req’d 0 2 2

Good For Internet-less tradeshows/customer demo, Smaller BPs

Mid-size 2-tier BPs Large 2-tier and 1-tier BPs, Disti

* Coming Soon, Avaya Provided Initially

Now Now


US: Awareness & Demand Generation 3,000+ Peoplein 4 Months!


FY13 Campaigns

Mobile Collaboration

Video Collaboration

Network BYOD and Virtualization

Customer Experience

Always On Demand Gen

Field Campaign Enablement

Integrated Stack

Community Branding (w/HQ)

Partner Programs

Integrate Key Promo/Incentives

Social Media and PR

Assets/Output Required

Events and Evolutions

Integrate into Communications

EM/DM DR (Direct)EM/DM DR ( PMC/ML)DM Postcard (PMC/ML)Seminar in a BoxBlitz in a BoxTelemarketing Talking Points( PMC/ML)Online BannerSocial Port social media campaign content cellsContent syndication assetsVideo/Flash translated impact moviesInside Sales Tele campaignsPartner and Sales Pitch PacksISS TrainingCampaign ToolkitsSales and Partner Portal sites/communicationsPMC and MarketLeaders Online banner 3 sizes driving to impact movieEmail signaturesEvolutions and Major Tradeshows/Road shows

Rea

l T

ime

Co

llab

ora

tio

n

FY13 Americas’ Campaigns


US Field Engagement Flow: Video

Wave 1:•Catalyst US Disti •Jenne US Disti •Westcon US Disti•AdvanTel Networks •ArrowS3 •Carousel •Combat (Canada) •Mac Source •NACR •SKC •SPS •STL Communication •TSG Wave 2•Techdata CAN Disti •Ingram CAN Disti •Altura •Black Box•Branttel (Canada) •BroadConnect CAN •Integration Partners•MTS Allstream •Sunturn •VICOM

Drive Interest

Schedule a Scopia Demo

Demo & Starbucks Gift

Radvision Viral Video 8/6

Email 8/22

Online Search 8/6

Banner Avaya.com 7/26

IAUG Webinar 9/5

Social Media 8/6

Impact Movie 9/30

Demo scheduling website 8/20

Email Signature templates 8/6

Drive InterestInside Sales

Fast Track Partners

Content Synd. Podcast 8/30

If we can’t show how easy it is to be face to face with your customers in 10 minutes, we’ll send you a $10 Starbucks giftcard!


Agenda







Summary


Return ($250K sold/$5.5M pipeline)

Closed 1st Scopia deal worth ~$250K to the partner last quarter

Pipeline of 38 video opportunities

Next 12 month potential business to the partner of roughly $2.5M

Avaya has brought them into 5 very substantial opportunities with a 2yr potential of $3M

Entire sales team is leading with Radvision, instead of two traditional video players

Investment (Less than $15K)

2 install/Support engineers took 5-day ACSS class

Bought & self-installed Scopia Kit 1B

One customer seminar- 1 Keynote Presentation

- 2 Breakout Sessions

- Dinner with Sales Team

Sales team trained and using their Scopia system

Held one 45 person Webinar about Scopia

30-day Opportunity Registration SPIFF

Example Partner ROI – Rapid RewardsBased on 4 month results, at partner with substantial video practice

It’s About Velocity of Deals, NOT just the First One!


Agenda







Summary


Summary - Why Avaya RadvisionClear Unique Value & Relevance

End User / Customer Business Partner

Speed decision making / increased productivity

Increase sales, margins, customer sat

Maximum Return on Investment!

Max. use of in-house skills & client base

RADVISION = quick, cost competitive sell

Increased margins & cost competitive

Rapid Rewards ROI

Money

Easy to Deploy & Use = Broad daily usage as default conferencing tool

Collaboration includes customers/partners

Easier to control, maintain and manage

Less to Test/Integrate = More customer focus

Simply to up-sell existing video conferencing customer base

Fewer competitors = more account control

Complexity

Award-winning products

Patented Slider application

Tested & proven HD H264 SVC rooms, desktop & mobility applications

As easy to use as Audio Conferencing

Your org is core tech enabler for the client

You help customer’s entire business and value-chain to be more productive

Top of mind / seen as leader by customer

Open, Standards based any-to-any

Innovation

Protecting & Maximizing Your Existing Investment; While Growing Your Business


THANK YOUTHANK YOU

Mark Kolar

US Video Channel Director

[email protected](720)977-2500

The Radvision Rapid Rewards ROI : Why & How Does Radvision = Fast Partner ROI Mark Kolar - Avaya US Video Channel Director.

Documents

video window

dads video conferencinganalyst

increased demanddesktop

radvision scopia easy

video related services

conference room video

avaya policy

scopia use cases