1. Increasing Video Conferencing Adoption, Utilization and ROI in the Enterprise Brian Gilman: Global Director, Industry Development, Enterprise

2. 2ROI Briefing│ November 2010 Agenda How do you creating a collaborative environment Communication Enabled Business Processes associated ROI Adoption and Utilization  Solution vs. Products  Driving Business Value

3. 3ROI Briefing│ November 2010 Achieve Collaboration Culture Video Deployment Goals: Expanding Business Value Transform Business Processes Upgrade to Video Technology Deploy Rich Media Deployment StageAdoption StageAbsorption Stage

4. 4ROI Briefing│ November 2010 Cost Justification Beyond Travel: Enable High Quality Collaboration Team integration / M&A Partner and supply chain management Training and distance learning Go-to-market project management Development off-shoring Interviewing and recruiting Global sustainability Telemedicine to Remote Locations First / Crises response Educational classroom

5. 5ROI Briefing│ November 2010 Benefits / ROI from Telepresence “Benchmarking the Benefits of Videoconferencing Deployments”, – July 2009

6. 6ROI Briefing│ November 2010 Reduce costs and CO 2 footprint Increase shareholder value Maximize revenue and profitability Financial Develop closer integration Build trust and rapport remotely Increase partner satisfaction Reduce partner attrition Partners Better, faster decision making Improve work-life balance Increase employee satisfaction Recruit faster; reduce turnover Employees Improve productivity Increase efficiency Encourage innovation Competitive advantage Workflow Productivity and Effectiveness

7. 7ROI Briefing│ November 2010 COMMUNICATIONS ENABLED BUSINESS PROCESSES

8. 8ROI Briefing│ November 2010 Shortening Delivery Times Times w/ Polycom “Companies bring products to market 24% faster with video conferencing.” – Wainhouse Research Survey Key Challenges  Bringing high quality products and services to market  Ensuring coordination with development teams Solutions  Video-based product design reviews  Remote quality assurance inspection  Supply chain management  HD VoIP for connecting remote locations Benefits  Reduced Time to Market  Increased, Immediate Revenue  Reduced Costs  Improved Quality  Market Leadership

9. 9ROI Briefing│ November 2010 Example: Time-to-Market

10. 10ROI Briefing│ November 2010 What If Example: Time-to-Market Back of the Napkin Math What if… A company could reduce their expected 24-month development lifecycle by two months on a new product expected to bring in $12M in the first year? $12M of annual revenue realized 2 months faster = an additional $2M of in-year revenue And that doesn’t include the lower cost of project management, increased staff productivity or an additional two months of potential market exclusivity

11. 11ROI Briefing│ November 2010 Example: Supplier - QA Inspection Traditional Process Product/ Component Design Product Shipped for Inspection or Travel to Location Product Physical Inspection Product Design Modification Iterative Review Cycle Collaborative Process Product/ Component Design Remote Physical Inspection Real-Time Design Modification Iterative Review Cycle

12. 12ROI Briefing│ November 2010 Case Study: Targus Overview  Leading global supplier of mobile computing cases and accessories  45 offices worldwide  Product Design Center Key Solutions/Applications  HD is used between Anaheim, London and Hong Kong locations for merchandising and product development  Video and document cameras used to check QA-related items including  Design  Features  Materials  Build status Benefits  Interactive design process between multiple locations  Improved operational efficiency  Faster decision-making

13. 13ROI Briefing│ November 2010 Training/Distance Learning with Polycom Video enables remote, interactive training to and between employees, customers, services centers – on a global scale  No extensive planning or travel  Interactive training engages participants  Training can be provided more frequently vs. one-time on-site class  Experts can present remotely Examples  New Product/Policy Training  Best Practices Training  Service/Support Training Benefits  Knowledgeable Sales and Support Teams  Minimize Time Out of Field  Reduced Travel Costs  Consistent Sales/Support Approach

14. 14ROI Briefing│ November 2010 Two Views of Evaluating Corporate Training Bringing Remote Training Onsite:  Rather than bringing employees from remote locations to a central site, video conferencing is used to reduce costs and keep training onsite. Reduction of Time Needed for Training:  For some companies, they have to do some face-to-face training. These companies utilize video conferencing to shrink down portions of training to reduce the overall time necessary to train workforce.  Recording and archiving sessions prior to off-site

15. 15ROI Briefing│ November 2010 Workflow Diagram: Various Stages of Training Process

16. 16ROI Briefing│ November 2010 Business Justification: Training

17. 17ROI Briefing│ November 2010 Distance Learning Environments

18. 18ROI Briefing│ November 2010 Workflow: Interview & Recruitment Video-based collaboration reduces factors that impact finding the right candidate  Geographical boundaries  Time-constraints  Travel cost limitations Examples  Remote interviews  Group interviews/discussion  Interview recordings for future review Benefits  Visual vs. voice-only cues enhance interview evaluation  Broad candidate pool (beyond local candidates)  Travel cost/time savings  Coordination between HR, executive recruiters, candidates, geographical boundaries, time-constraints and travel-cost limitations

19. 19ROI Briefing│ November 2010 Interview & Recruitment Example: Interview Process

20. 20ROI Briefing│ November 2010 Hypothetical Business Case for Recruiting

21. 21ROI Briefing│ November 2010 Polycom Voice/Video ROI Snapshot 30 Percent. Reduction in airline ticket purchases. $5.6 million. Annual overhead saved from having 13 percent of employees work from home (at $17,000/employee). $4.8 million (annualized) and 8,300 hours. Benefit from video-based sales training vs. traditional classroom sessions. $380,000. Industry Solutions Marketing team’s annual savings from collaboration solutions. $258,224 and 1,510 hours. Annualized hard travel costs eliminated by conducting APAC quarterly review via video.

22. 22ROI Briefing│ November 2010 ADOPTION AND UTILIZATION

23. 23ROI Briefing│ November 2010 Look Beyond Products/Technologies…

24. 24ROI Briefing│ November 2010 To Solve a Business Problem/Pain Point Creates “value” (Improved Productivity, Processes, ROI, Metrics) Elevates awareness to LOBs and C-Levels Answers the question “What does this do for me?”

25. 25ROI Briefing│ November 2010 Create Business Value Large Retailer Internal Team Meetings Video Conf. Kiosk? Improved Customer Satisfaction Customer Example Current Use “Travel Savings” What About Business Value Mining Company Executive Meetings Mobile Video? Business Continuity/ Remote Repair Financial Institution Executive Meetings (RPX) Distance Learning? Increased Knowledge/ Corporate Objective Utilization

26. 26ROI Briefing│ November 2010 OperationsEnhance Supply ChainMobile Video Corporate TrainingMinimize Costs/Maximize ReachDistance Learning HR Shrink Hiring TimeRemote Interviews Customer ServiceIncrease SatisfactionVideo Kiosk Corporate Comms.Ensure Company-wide ConsistencyExec. Video Briefings Product/Offer Dev. Reduce Time-to-MarketRemote QA Sales/MarketingImprove Customer RelationsDesktop Video Determine “Solutions” Line of Business Workflow Process/Metrics Solution

27. 27ROI Briefing│ November 2010 Conclusion Video Conferencing adoption is no easy task (requires new culture of collaboration) Awareness and usage levels will increase if:  ROI is calculated correctly (look beyond savings)  Proper launch steps take place Polycom is poised to help partners and customers with making their video conferencing visions a reality enterprise.solutions@polycom.com

28. 28ROI Briefing│ November 2010 THANK YOU. “Human nature has a tendency to admire complexity, but reward simplicity” Ben Huh – Founder Cheezeburger Network