Webinar Selecting A Vendor For Room-Based Videoconferencing Philipp Karcher, Analyst September 19, 2012. Call in at 12:55 p.m. Eastern time

Agenda State of the videoconferencing market Overview of the videoconferencing vendor landscape “The Forrester Wave™: Room-Based Videoconferencing, Q3 2012” evaluation Recommendations for vendor selection

Organizations look to videoconferencing to cut travel and improve everyday meetings Collaboration has become a strategic initiative. More than half of information workers work from multiple locations. Telecommuting/ teleworking is becoming more prevalent. Employees want in-person meeting experiences.

(Implement or expand videoconferencing) Videoconferencing is a high priority for the biggest organizations — and a growing one for SMBs “Which of the following initiatives are likely to be your IT organization’s top technology priorities over the next 12 months?” (Implement or expand videoconferencing) Number of employees Base: 2,347 IT decision-makers in North America and Europe (respondents selecting “high” or “critical priority”); Source: Forrsights Networks And Telecommunications Survey, Q1 2012

Videoconferencing momentum is on the desktop “What are your firm’s plans to adopt the following technologies?” (Implement or expand videoconferencing) Base: IT decision-makers in North America and Europe; Source: Forrsights Networks And Telecommunications Survey, Q1 2012; Forrsights Networks And Telecommunications Survey, Q1 2011; Enterprise And SMB Networks And Telecommunications Survey, North America And Europe, Q1 2010; Enterprise And SMB Networks And Telecommunications Survey, North America And Europe, Q1 2009

“How often do you use each type of videoconferencing?” Information workers are experimenting with mobile videoconferencing “How often do you use each type of videoconferencing?” Base: 5,070 information workers in North America and Europe; Source: Forrsights Workforce Employee Survey, Q4 2011

Older Boomers and Seniors Generational differences matter on desktop and mobile videoconferencing and less on room-based Gen Y (18 to 31) Gen X (32 to 45) Younger Boomers (46 to 55) Older Boomers and Seniors (56+) Email 92% 94% Instant messaging 46% 48% 45% 39% Audioconferencing services 38% 36% 35% 32% Web meeting or webconferencing 34% 30% Social networking sites 42% 29% 27% Room-based videoconferencing 21% 23% 22% Desktop videoconferencing 28% 20% Videoconferencing on a tablet or smartphone 15% 11% 8% 6% Base: 5,070 information workers in North America and Europe; Source: Forrsights Workforce Employee Survey, Q4 2011

Businesses want videoconferencing as a service PRIMARY MEANS OF DEPLOYING IP VIDEOCONFERENCING TODAY Interest in models for future deployments* (Asked of respondents in 2011) Video buyers have similar interest with UC buyers in services. 45% of businesses using UC are interested in hosted, managed, or cloud delivery models in the future.+ Self- managed Managed services (on-premises) Hosted (third-party, dedicated) As-a-service (third-party, shared) Outsourced (N = 315) (N = 329) (N = 329) Base: North American and European network and telecommunications decision-makers; Source: Forrsights Networks And Telecommunications Survey, Q1 2012; Forrsights Networks And Telecommunications Survey, Q1 2011

The market is going through changes marked by efforts to make the tech more widely accessible Momentum toward desktop videoconferencing A bifurcation of vendors along different flavors of the H.264 video codec Alternatives to expensive hardware appliances on-premises Sourcing models that lower the cost and skill barriers to using video Interest in integrating with SIP-based UC environments Recording, streaming, and content management as part of a cohesive video strategy

How we selected vendors for our evaluation Each vendor in the assessment has: Room-based videoconferencing or immersive telepresence offerings. A portfolio of solutions. Enterprise scale and a broad geographic reach in client base.

The Forrester Wave™ methodology 39 criteria Vendor surveys Executive strategy briefings Product demos Customer reference interviews

The Forrester Wave™: Room-Based Videoconferencing, Q3 2012 Source: August 21, 2012, “The Forrester Wave™: Room-Based Videoconferencing, Q3 2012” Forrester report

The Forrester Wave™: Room-Based Videoconferencing, Q3 2012 (cont.) Does the vendor provide different form factors and configurations to support various videoconferencing use cases across diverse environments? Immersive telepresence Room-based endpoints Desktop hardware endpoints Desktop software client Tablet and smartphone support Source: August 21, 2012, “The Forrester Wave™: Room-Based Videoconferencing, Q3 2012” Forrester report

The Forrester Wave™: Room-Based Videoconferencing, Q3 2012 (cont.) Does the user interface make it easy, efficient, and enjoyable for end users to operate the videoconferencing endpoints? Scheduling Ad hoc Physical remote control Content sharing Source: August 21, 2012, “The Forrester Wave™: Room-Based Videoconferencing, Q3 2012” Forrester report

The Forrester Wave™: Room-Based Videoconferencing, Q3 2012 (cont.) What are the vendor’s deployment models for multipoint room-based videoconferencing? On-premises Virtualized on-premises or in the cloud Service provider-hosted/cloud Vendor-hosted/cloud Source: August 21, 2012, “The Forrester Wave™: Room-Based Videoconferencing, Q3 2012” Forrester report

The Forrester Wave™: Room-Based Videoconferencing, Q3 2012 (cont.) Does the vendor have cross-vendor integrations to support customers whose UC strategy takes a best-of- breed approach? Third-party SIP-server integration Third-party, real-time desktop video integration Source: August 21, 2012, “The Forrester Wave™: Room-Based Videoconferencing, Q3 2012” Forrester report

The Forrester Wave™: Room-Based Videoconferencing, Q3 2012 (cont.) What standards and protocols are supported for interoperability (H.239, H.323, TIP, SIP, BFCP, and others)? Points for interoperability with standard- and nonstandard- based protocols, without additional infrastructure required Source: August 21, 2012, “The Forrester Wave™: Room-Based Videoconferencing, Q3 2012” Forrester report

The Forrester Wave™: Room-Based Videoconferencing, Q3 2012 (cont.) Source: August 21, 2012, “The Forrester Wave™: Room-Based Videoconferencing, Q3 2012” Forrester report

The Forrester Wave™: Room-Based Videoconferencing, Q3 2012 (cont.) Source: August 21, 2012, “The Forrester Wave™: Room-Based Videoconferencing, Q3 2012” Forrester report

Leaders have a complete portfolio of offerings Leading videoconferencing vendors have: The most options for immersive telepresence, room-based endpoints, and desktop hardware units. Comprehensive management platforms and recording and streaming solutions. Multiple deployment options, leading interoperability, and options to integrate with popular UC platforms.

Polycom Polycom has a diverse portfolio of endpoints, including a range of options for immersive telepresence. It is not an end-to-end provider of UC, networking equipment, and collaboration software, but through technology partnerships (with Microsoft in particular), it provides video endpoints that work well in multivendor environments. Many of its endpoints also interoperate natively with popular nonstandard protocols and codecs.

Cisco Systems Cisco has a range of video endpoints spanning desktop units to three-screen immersive telepresence studios. Its products show a strong emphasis on industrial design and on the user experience — many Cisco endpoints come with touchscreen controllers. Cisco’s philosophy is to provide a “business-class” video experience, which it does best when customers also use Cisco’s Enterprise Medianet networking products. Cisco can also provide an integrated experience (and an opportunity for customers to consolidate vendors) with its WebEx and Jabber UC and collaboration solutions.

LifeSize Like other vendors, LifeSize has pursued a strategy to develop a portfolio of video endpoints to account for the range of possible use cases from desktops to rooms. LifeSize doesn’t compete in immersive telepresence. It has a leading mobile client and an easy-to-use recording and streaming solution. On the infrastructure side, LifeSize now offers a cloud-based service and virtualized software as alternatives to dedicated hardware appliances.

Radvision, an Avaya company Historically an OEM infrastructure provider to other vendors, Radvision has evolved into a provider itself of end-to-end video solutions. It uniquely uses either H.264 SVC or AVC on some endpoints. Radvision also has strong desktop and mobile clients. Due to its legacy as an infrastructure provider, it has a robust management platform. Now, as an Avaya company, Radvision will focus more on the integration of multiparty video with directory integration and call control into SIP UC environments.

Teliris Teliris is primarily focused on immersive telepresence, including a four-screen solution, supported with a white-glove managed service. The company made a major pivot by recently introducing a cloud- based deployment model and by starting to take on management of non-Teliris endpoints. Teliris now also has a lower-end, room-based system and a desktop client, both of which are covered by the managed service. As an equipment and managed service provider with the ability to manage competitor solutions (and even desktop clients) in the same environment, Teliris occupies a unique position in the market.

Huawei Technologies Networking and telecommunications giant Huawei has built a very large portfolio of video endpoints and infrastructure solutions, including five different series of immersive telepresence studios. Because Huawei is a UC solution provider, its customers can benefit by standardizing on Huawei for video and UC. Huawei has a major presence in Asia Pacific, particularly in China, followed by Latin America.

Vidyo Vidyo’s routing architecture shifts the heavy media-processing power from bridges to the endpoints, significantly reducing the cost per port to deploy videoconferencing. Its brand of H.264 SVC — which it licenses to Teliris and Google, among others — maximizes quality according to network conditions. Already with best-in-class desktop and mobile clients, Vidyo is now expanding its room-based offerings with enterprise management features and multivendor interoperability. Its unique brand of telepresence supports formats up to 20 screens. Vidyo recently introduced a cloud service for interoperability with non- Vidyo endpoints.

Choose a vendor based on your interest in . . . The full portfolio, including immersive telepresence versus just regular room-based systems. Videoconferencing on the desktop and on mobile devices. Compatibility with SIP-based UC environments to provide an integrated user experience. Alternative deployment models — cloud, managed services, software-based, and non-MCU-based — to mitigate the cost and skill barriers to scalable videoconferencing.

Leverage the power of the Forrester Wave™ Excel spreadsheet Source: August 21, 2012, “The Forrester Wave™: Room-Based Videoconferencing, Q3 2012” Forrester report

Customizing weightings Source: August 21, 2012, “The Forrester Wave™: Room-Based Videoconferencing, Q3 2012” Forrester report

Philipp Karcher pkarcher@forrester.com @philkarcher