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Haga clic para modificar el estilo de título del patrón Mark KolarPresident ChannelCorp Management.

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Presentation on theme: "Haga clic para modificar el estilo de título del patrón Mark KolarPresident ChannelCorp Management."— Presentation transcript:

1 Haga clic para modificar el estilo de título del patrón Mark KolarPresident ChannelCorp Management

2 Haga clic para modificar el estilo de título del patrón The Radvision Rapid Rewards ROI: Why & How does Radvision = fast partner ROI Mark Kolar

3 Haga clic para modificar el estilo de título del patrón November 2012 | Cancun, Mexico 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

4 Haga clic para modificar el estilo de título del patrón November 2012 | Cancun, Mexico Video Is Your Business Ready? Is Your Business Ready? Video Bridge/MCU Has Been Now Includes

5 Haga clic para modificar el estilo de título del patrón November 2012 | Cancun, Mexico Market Trends Confirm Increased Demand Desktop Video Units Conference Room Video Units Desktop video grows 13.6% Wainhouse, 2011 Conference room video grows 5.5% Wainhouse, 2011 Soft clients to grow 340% from 2010 – 2012Gartner, 2011 Video Related Services grow 15.5% Gartner, % of users claim UC & Collaboration Budgets flat or growing for the next 2 yearsFrost & Sullivan, % of users claim remote collaboration as key driver for budgetsFrost & Sullivan, 2011

6 Haga clic para modificar el estilo de título del patrón November 2012 | Cancun, Mexico 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

7 Haga clic para modificar el estilo de título del patrón November 2012 | Cancun, Mexico Conferencing, As Used by Most Everyone Status 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) - Anyone, Anywhere - Internal/External - My Bridge /Your Bridge - Simple & Easy (after a couple times) - PC & Mac Browsers - Roll Calls very common

8 Haga clic para modificar el estilo de título del patrón November 2012 | Cancun, Mexico Avaya Radvision (Video) Conferencing Install 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

9 Haga clic para modificar el estilo de título del patrón November 2012 | Cancun, Mexico Similar to an Audio + Web Conference, But Better Get a Virtual Room (code); Invite Anyone; Click or call to join; See & Share!

10 Haga clic para modificar el estilo de título del patrón November 2012 | Cancun, Mexico 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 Customer Benefits 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

11 Haga clic para modificar el estilo de título del patrón November 2012 | Cancun, Mexico 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

12 Haga clic para modificar el estilo de título del patrón November 2012 | Cancun, Mexico 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. 1 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. 2 Each month, 10 employees gather on a virtual call where they share documents, ask questions of the teachers and collaborate with their new colleagues. 3 Employees are also given their own virtual conference room to continue bi-weekly discussions with colleagues in their specialty from around the world. 4  Full training is completed in record time  Employees experience an “on site” training experience  Training completed for a fraction of typical costs  Full training is completed in record time  Employees experience an “on site” training experience  Training completed for a fraction of typical costs Results

13 Haga clic para modificar el estilo de título del patrón November 2012 | Cancun, Mexico 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. 1 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. 2 Last step, get concurrence from Susan’s oncologist who they know is out of town 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. 4  Share documents and consult with experts in any location  Include colleagues in full collaboration from any device  Deliver better, more collaborative treatment decisions  Share documents and consult with experts in any location  Include colleagues in full collaboration from any device  Deliver better, more collaborative treatment decisions Results

14 Haga clic para modificar el estilo de título del patrón November 2012 | Cancun, Mexico 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. 1 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 2 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 3 The customer is back online and back in business more quickly...and more likely to use the same firm again 4 4  Customers are happier, back online sooner, maybe save money  Staff can service more customers per month, increase sales & margins  Company can offer new remote assistance service with high margins  Bonus vendor rewards for high customer satisfaction  Customers are happier, back online sooner, maybe save money  Staff can service more customers per month, increase sales & margins  Company can offer new remote assistance service with high margins  Bonus vendor rewards for high customer satisfaction Results

15 Haga clic para modificar el estilo de título del patrón November 2012 | Cancun, Mexico End User ROI Impact: Traditional Video vs Scopia Cost Challenged # of Users & Apps (Return) Time & $$ to Deploy (Investment) TraditionallyNow Traditional VideovsScopia 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 Often just site-site apps-Any-Any, Endless Apps Limited use externally-Nearly anyone internally & externally Used by1% of the population-Used by 99% of the population

16 Haga clic para modificar el estilo de título del patrón November 2012 | Cancun, Mexico Video Market/Sales Opportunities are Everywhere!  Aging Gear  No or Old MCU  Aging Gear  No or Old MCU  New EPs & MCUs  Competitively Held  New EPs & MCUs  Competitively Held  Aura/CS1k Client  Aura Video Client  Aura/CS1k Client  Aura Video Client Low Complexity  No Aura  No Video  No Aura  No Video Pure Greenfield Video Greenfield New or Wide-scale Video Upsell Video Low Complexity Go! Go! Go! Medium Complexity High Complexity Go! Go! Go! Proceed with Caution Rough Mapping F100  Most Challenging!  Requires advanced Skills/Experience  Need more Rooms  No Desktop Video  New Client  New Footprint  RFP Responses  Pure/Hosted Video Apps

17 Haga clic para modificar el estilo de título del patrón November 2012 | Cancun, Mexico 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

18 Haga clic para modificar el estilo de título del patrón November 2012 | Cancun, Mexico Industry Awards  Nemertes Research PilotHouse Awards Q312  Frost & Sullivan New Product Innovation Award 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. 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.

19 Haga clic para modificar el estilo de título del patrón November 2012 | Cancun, Mexico 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

20 Haga clic para modificar el estilo de título del patrón November 2012 | Cancun, Mexico What Partners Are Saying  “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

21 Haga clic para modificar el estilo de título del patrón November 2012 | Cancun, Mexico RADVISION - Market Leading Product Rating prior to Avaya’s Acquisition Source: Info-Tech Research Group – Video Conferencing Vendor Landscape 2012 Post Acquisition?

22 Haga clic para modificar el estilo de título del patrón November 2012 | Cancun, Mexico 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

23 Haga clic para modificar el estilo de título del patrón November 2012 | Cancun, Mexico Avaya Connect RV Onboarding & Sales Steps Avaya Partner & Avaya Channel Team discuss partner’s video coverage, skills and deals… decide if/how/when to prioritize onboarding Purchase (to later self-install) Demo Kit 1.b or 1.c (and 1.a once available) Schedule & complete 3hr sales & positioning webinar, sales and SE staff 2 install/support engineers complete 5-day Implementation and Support Certification course & test; then self-install demo kit Promote RADVISION thru daily use of Scopia Conferencing applications as well as quarterly end-user demand-gen campaigns Leverage SFDC to register and track opportunities thru to closure

24 Haga clic para modificar el estilo de título del patrón November 2012 | Cancun, Mexico Partner Demo Packages 1a: Portable SMB*1b: Low-End Kit1c: Mid-Range Kit Average Purchase Price Steeply discounted Hrdr & Sftw ~$5,000~$32,000 (before MDF) ~$52,000 (before MDF) Run Standalone when RemoteYesNo Video Infrastructure IncludedNoYes Supports 3 rd Party H323 B2BNoYes Max # of Scopia Desktop or Mobile User Accounts EPs/Room Systems222 MCU LocationInside XT1200 EPIn Data Center MCU TypeEmbeddedOne Elite 5110Two Elite 5110s Concurrent HD EPs91020 Concurrent 360p EPs94080 Partner Servers Req’d022 Good ForInternet-less tradeshows/customer demo, Smaller BPs Mid-size 2-tier BPsLarge 2-tier and 1-tier BPs, Disti Now * Coming Soon, Avaya Provided Initially

25 Haga clic para modificar el estilo de título del patrón November 2012 | Cancun, Mexico US: Awareness & Demand Generation 3,000+ People in 4 Months!

26 Haga clic para modificar el estilo de título del patrón November 2012 | Cancun, Mexico FY13 Americas’ Campaigns: 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 Box Blitz in a Box Telemarketing Talking Points( PMC/ML) Online Banner Social Port social media campaign content cells Content syndication assets Video/Flash translated impact movies Real Time Collaboration Inside Sales Tele campaigns Partner and Sales Pitch Packs ISS Training Campaign Toolkits Sales and Partner Portal sites/communications PMC and MarketLeaders Online banner 3 sizes driving to impact movie signatures Evolutions and Major Tradeshows/Road shows

27 Haga clic para modificar el estilo de título del patrón November 2012 | Cancun, Mexico US Field Engagement Flow: Video Radvision Viral Video 8/6 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 Signature templates 8/6 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! Schedule a Scopia Demo Demo & Starbucks Gift 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 Inside Sales Drive Interest Fast Track Partners

28 Haga clic para modificar el estilo de título del patrón November 2012 | Cancun, Mexico 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

29 Haga clic para modificar el estilo de título del patrón November 2012 | Cancun, Mexico Example Partner ROI – Rapid Rewards Based on 4 month results, at partner with substantial video practice  Closed 1 st 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  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 Return ($250K sold / $5.5 pipeline) Investment (Less than $15K)  Sales team trained and using their Scopia system  Held one 45 person Webinar about Scopia  30-day Opportunity Registration SPIFF It’s About Velocity of Deals, NOT just the First One!

30 Haga clic para modificar el estilo de título del patrón November 2012 | Cancun, Mexico 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

31 Haga clic para modificar el estilo de título del patrón November 2012 | Cancun, Mexico Summary - Why Avaya Radvision Clear Unique Value & Relevance Protecting & Maximizing Your Existing Investment; While Growing Your Business End User / Customer  Speed decision making / increased productivity  Increase sales, margins, customer sat  Easy to Deploy & Use = Broad daily usage as default conferencing tool  Collaboration includes customers/partners  Award-winning products  Patented Slider application  Maximum Return on Investment!  Easier to control, maintain and manage  Tested & proven HD H264 SVC rooms, desktop & mobility applications  As easy to use as Audio Conferencing Business Partner  Max. use of in-house skills & client base  RADVISION = quick, cost competitive sell  Less to Test/Integrate = More customer focus  Simply to up-sell existing video conferencing customer base  Your org is core tech enabler for the client  You help customer’s entire business and value-chain to be more productive  Increased margins & cost competitive  Rapid Rewards ROI  Fewer competitors = more account control  Top of mind / seen as leader by customer  Open, Standards based any-to-any Money Complexity Innovation

32 Haga clic para modificar el estilo de título del patrón Mark Kolar US Video Channel Director (720)


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