SoundStructure Channel Sales Training

1. SoundStructure Channel Sales Training

2. Agenda • SoundStructure in action • How SoundStructure can help your customers • Solution overview • What is SoundStructure • Target customer profile • Example installations • Competitive overview • Finding more information

3. SoundStructure In Action “We have just successfully installed our first SoundStructure in our CEO's meeting room and have purchased several more units to go into the main boardroom. The sound quality and acoustic echo cancellation (AEC) on the product is outstanding so I can see this becoming our standard for larger VC rooms.” - Large Global Financial Services Company “I have helped commission a couple of systems where a competitor’s system failed at AEC. The SoundStructure C16 worked superbly, in one installation the customer could not believe that we got a usable system because the other vendor’s system was completely unintelligible!” - Polycom Channel Partner

4. What is SoundStructure? SoundStructure is an audio conferencing solution for medium to large rooms when the experience or application requires the integration of speakers, microphones and telephony into a single audio system.

5. How SoundStructure Can Help Your Customers • End customer is purchasing an experience • High quality scalable audio experience in any room environment for local and remote participants to ensure more productive meetings • End Customer knows they have a problem and need to improve audio experience • Users will have complained that room doesn’t work or doesn’t sound good or is not usable • Customer may have a room they “don’t know what to do with” • Want to enhance the audio performance of their video system • Have rooms that require more than a conference phone

6. Advantage of SoundStructure for Large Rooms • SoundStructure offers excellent coverage for rooms that are too big for standard conference phone • Add microphones where you need them for best coverage Conference Phone SoundStructure & 12 Table Mics Excellent voice pickup Usable voice pickup

7. SoundStructure Solution Benefits (Customer) • High quality, immersive audio conferencing experience for local and remote participants improves collaboration • Seamless integration with RealPresence Room solutions for an outstanding video conferencing experience • Easily configurable for any application or room layout • Compatible with any telephony environment from narrow-band analog to HD Voice VoIP to adapt to your needs • Flexible dialing and control options

8. SoundStructure Solution Benefits (Integrators) • Easy to create designs • Flexible processing options • Modular telephony options • Easily scales from 8x8 to 128x128 • Simple to control • Seamlessly integrates with Polycom room systems and microphones • Ultimate audio conferencing performance and capability

9. SoundStructure Solution Elements Conferencing AND Sound Reinforcement Accessories Ceiling Microphones Direct digital connection C88 inputs VoIP Interface Native SIP C1212 inputs C1616 inputs TEL1 & TEL2 PSTN Lines Sound Reinforcement Headset Adapter Digital Phone interface SR12 12 inputs Polycom Touch Control

10. Polycom SoundStructure Solution Example Microphones … Playback/Record HDX Ceiling Mics Amplifier SoundStructure Conference Link PSTN or VoIP … Group Series or HDX Video System Speakers PolycomTouchControl VVX 500 or 3rd Party Control System Polycom RealPresence Platform

11. How Do I Know My Installation Will Be Successful? • Broad-based deployment experience • Over 50,000 rooms worldwide • Installations across many industries • SoundStructure and RealPresence Room systems designed to work seamlessly together • Digital link to Polycom codecs and microphones • Knowledge and tools you need to be successful • SoundStructure Studio design tool with built-in intelligence that generates a complete baseline configuration file • Comprehensive training and best practices guides • Design, review and commissioning services available • Polycom product support and expertise

12. Who Are the Decision Makers / Influencers • Who are the decision makers / influencers? • Build / design integrator • End user who ‘owns’ conferencing technology • AV consultant representing the end user in large opportunities

13. Target Customers • Any organization with geographically dispersed teams that need to collaborate Government Education Financial Services Biotech Technology Healthcare Entertainment Manufacturing Energy Media Consumer Goods Retail

14. Use Your “EAR” to Find Opportunities • Experience • Rooms where voice quality and clarity are critically important • Leadership rooms, collaboration spaces, conference rooms, general assembly • Application • Custom solution to enable their collaboration • More mics for better room coverage • Different types of mics - ceiling, gooseneck, push to talk, wireless, etc. • Reinforcement of local audio in the room • Combine/split rooms to efficiently use space • Room size • Medium to large rooms, board rooms • Class rooms, training rooms, court rooms, auditoriums, etc.

15. “EAR” Sales Questions • Experience • Application • Room “ Do you have rooms that are mission-critical and great audio performance is mandatory?” “ Do you have teleconference rooms where people have trouble understanding what is being said?” “ Tell me about the rooms you use for training and classroom learning… “ Do you sometimes reconfigure the furniture? “ Is it always easy to hear the presenters? “ Do you use hand-held or lavalier microphones? “ Is there other media played in the room?” “ Do you use installed voice in any of your conference rooms?” “ Do you have any conference rooms that hold more than a dozen people?”

16. Case Study:Technology Challenge • High performing teams with very interactive participation from members • Expectation that everyone needs to hear and be heard • Existing audio solution was inadequate for their expanding needs and their desire to add video • Past experience had shown that audio quality was critical to connecting distributed teams Usage • Local collaboration rooms for small project teams • Larger rooms for training, distance learning, webinars and seminars that span the organization Solution • Deployed hundreds of Polycom installed audio systems • Installed video endpoints and infrastructure • Large deployment of SoundStructure VoIP Interfaces Technology Results • Enhanced audio experience for meeting participants • Improved the broader collaboration experience across the company

17. Case Study:Small Multi-National Financial Services Firm Challenge Build video conference rooms to provide a life-like, face-to-face conferencing experience for users who historically did not like conferencing • Previous room utilization rates less than 15% • Users complained that they couldn’t understand the people on the other end • Users found it easier to pick up the phone or travel to the other sites for collaborative meetings Usage • Multimedia video conferencing and collaboration Solution Polycom SoundStructure C-Series audio processors and HDX video codecs • Simple to control • Easy to integrate with their multiple room configurations Financial Results • Conference room utilization increased to better than 50% and is still increasing. They have plans to add more conference rooms • The complaints about not being able to understand the people on the other end have stopped • A recent project was completed 3 weeks ahead of schedule due to increased communication between remote teams

18. Case Study: Large Global Financial Services Firm Challenge Design a system using a single platform that can work in 8 different styles of conferencing and collaboration environments • Must be easy to install and use a fixed standard wiring scheme to enforce worldwide standards across installations • Must use common 3rd party control system code which doesn’t require any customization or modification for each room type Usage • Multimedia collaboration rooms • Audio and video conferencing systems Solution • Polycom SoundStructure C-Series systems • Virtual channel naming approach and SoundStructure Studio design tool made it simple to support multiple room designs without changing the control system implementation Financial Results • Created standard site files that can be loaded by any contractor requiring minimal field configuration • Provided consistent quality and user experience worldwide

19. Case Study:Large Internet Company Challenge To improve sound quality and interactivity between conference participants in HDX video conference rooms • Add audio only participants through existing Avaya VoIP desktop phones without using 3rd party control systems • No training of users required to use new capabilities Usage • Daily communication for internal and external meetings through video and telephone • Executive and administrative meetings/operations Solution • Polycom SoundStructure C-Series added to existing HDX 8000 systems • Deployed over 200 SoundStructure devices and headset interfaces worldwide Service Provider Results • Worldwide users were able to take advantage of the new system capabilities upgrade without retraining • Audio, video and telephony participants benefited from improved sound quality

20. Case Study:Large New York Business Law School Challenge Provide an interactive learning environment that does not require the lecturer to manage a system • No AV person required to run the room • Audio based camera position must operate automatically once call is connected Usage • Interactive distance learning • Lecture and presentation Solution • Polycom HDX 8000 and SoundStructure C16s connected to third-party push-to-talk desktop mics • Deployed Polycom SoundStructure connected to HDX codecs with CLink2 • Used the GPIO to control preset recalls for the camera based on which student mic was being used Education Results • Allowed any lecturer or professor to use the facility without having to learn how the system works • Helped an understaffed AV department on a large multi-building campus to provide high quality learning experience

21. Case Study:Biotech Challenge • Customer had an installed audio solution deployed that was not working properly • Solutions did not deliver full duplexaudio and did not handle room noise effectively • Competitive solution did not perform well with the room layout and local participant distance from microphones resulting in poor voice quality at remote sites Usage • High level sales and marketing meetings • Distance learning • Drug development team collaborative sessions Solution • Replace approximately 200 competitor’s units with Polycom installed audio solution • Ultimately replaced all video endpoints as well Biotech Results • Improved audio experience for meeting participants • Accelerated transition to visual communication

22. SoundStructure Surpasses the Installed Voice Competition Polycom Installed Voice Advantages Major Installed Voice Competitors • Never runs out of processing power • Stereo capabilities for immersive conferencing on all inputs • Feedback elimination on all inputs • HDX video codec integration • HDX ceiling microphone integration • Most flexible telco options(field-installable VoIP and PSTN) • SoundStructure Studio design expertise built-in ClearOne Converge Pro Biamp Nexia/Audia “ I have helped commission a couple of systems where a competitive system failed. The [SoundStructure] C16 worked superbly. In one [installation] the customer could not believe that we got a usable system because the competitor’s [audio] was completely unintelligible!” —Polycom Channel Partner

23. Product Training Streams • http://www.polycom.com/support/voice/soundstructure/soundstructure_training.html

24. Sales Tools Available • Customer presentation, FAQs, Accessory Guides & more on our product pages: • PPC: C-Series | SR12 • SoundStructure Design Guide • Contains example applications • http://support.polycom.com/global/documents/support/setup_maintenance/products/voice/SoundStructure_Design_Guide.pdf • Product Bulletin #1328 for Professional Services • www.polycom.com/soundstructure • Streamlined pages to make navigation easier • For questions please contact your Channel Account Manager

25. Thank You

26. Benefits For End Users

27. Benefits For End Users

28. Benefits for Integrators

29. Benefits for Integrators

30. Competitive Differentiation – End Users

31. Competitive Differentiation – Integrators

32. Where is SoundStructure Suitable? Conference Rooms Classrooms Presentation Rooms Court Rooms