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The Radvision Rapid Rewards ROI : Why & How does Radvision = fast partner ROI. Mark Kolar - Avaya US Video Channel Director. Agenda. Market Trends and Analyst Reports ( Hot Market ) What is Radvision Scopia ( Easy to use Video for the 99% )

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the radvision rapid rewards roi why how does radvision fast partner roi

The Radvision Rapid Rewards ROI :Why & How does Radvision = fast partner ROI

Mark Kolar - Avaya

US Video Channel Director

agenda
Agenda
  • Market Trends and Analyst Reports (Hot Market)
  • What is Radvision Scopia (Easy to use Video for the 99%)
  • Scopia End User ROI, Use Cases, 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 BeenVideo

Now Includes

  • Go/Adapt to Video
  • Video To/From You
  • Scheduled
  • Ad-hoc
  • Integrated
  • Specialized
  • Your Device
  • Room-based
  • Affordable
  • Costly

Is Your

Business Ready?

Video Bridge/MCU

market trends confirm increased demand
Market Trends Confirm Increased Demand

Desktop Video Units

Conference Room Video Units

agenda1
Agenda
  • Market Trends and Analyst Reports (Hot Market)
  • What is Radvision Scopia (Easy to use Video for the 99%)
  • Scopia End User ROI, Use Cases, 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 Investment and Avaya’s Investment)
  • Radvision Rapid Results ROI (Time to cash? More about Velocity of Deals)
  • Summary
slide6

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

slide7
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
slide8

Key Avaya Radvision Benefits

Simplifies & Expands Video Use for Small to Large Enterprises

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
  • Key Value & Capabilities
  • Open, Standards-based Multivendor Management & Interop
  • UC Interoperability = Extends & Expands Current Investment
  • Market Leading Price, Performance, Scalability & Quality
  • Great User Experience = Easy for Anyone to Operate
  • BYOD & Mobility For “On the Go” Business Users
  • Expanded Business Applications Drive Customer Success
agenda2
Agenda
  • Market Trends and Analyst Reports (Hot Market)
  • What is Radvision Scopia (Easy to use Video for the 99%)
  • Scopia End User ROI, Use Cases, 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 Investment and Avaya’s Investment)
  • Radvision Rapid Results ROI (Time to cash? More about Velocity of Deals)
  • Summary
end user roi impact traditional video vs scopia
End User ROI Impact: Traditional Video vs Scopia

Virtually LimitlessApplications

Cost Challenged

# of Users & Apps(Return)

Time & $$ to Deploy(Investment)

Traditionally

Now

video use case training video

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

Video Use Case: Training Video

1

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

2

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.

3

4

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 time
  • Employees experience an “on site” training experience
  • Training completed for a fraction of typical costs

Results

video use case health care

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

3

4

Video Use Case: Health Care

1

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.

2

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.

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 location
  • Include colleagues in full collaboration from any device
  • Deliver better, more collaborative treatment decisions

Results

video use case service and repair industry

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

4

Video Use Case: Service and Repair Industry

1

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.

2

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

3

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

Results

  • Results?
  • Real time client & expert collaboration
  • Faster customer investment decisions
  • Lower cost to maintain top client relationships
video market sales opportunities are everywhere
Video Market/Sales Opportunities are Everywhere!

Rough Mapping

Proceed with Caution

Go! Go! Go!

  • New EPs & MCUs
  • Competitively Held
  • Most Challenging!
  • Requires advancedSkills/Experience
  • No Aura
  • No Video
  • New Client
  • New Footprint
  • New or Wide-scale Video
  • Pure Greenfield

High Complexity

Low Complexity

F100

  • Aging Gear
  • No or Old MCU
  • Need more Rooms
  • No Desktop Video
  • Aura/CS1k Client
  • Aura Video Client
  • RFP Responses
  • Pure/Hosted Video Apps

Medium

Complexity

Low Complexity

  • Video Greenfield
  • Upsell Video

Go! Go! Go!

Go! Go! Go!

agenda3
Agenda
  • Market Trends and Analyst Reports (Hot Market)
  • What is Radvision Scopia (Easy to use Video for the 99%)
  • Scopia End User ROI, Use Cases, 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 Investment and Avaya’s Investment)
  • Radvision Rapid Results ROI (Time to cash? More about Velocity of Deals)
  • Summary
radvision market leading product rating prior to avaya s acquisition
RADVISION - Market Leading ProductRating prior to Avaya’s Acquisition

Post Acquisition?

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

industry awards
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.
what partners are saying
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 RadvisionScopia 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

what partners are saying1
What Partners Are Saying
  • “We are excited to now offer the RadvisionScopia 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 RadvisionScopia 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

agenda4
Agenda
  • Market Trends and Analyst Reports (Hot Market)
  • What is Radvision Scopia (Easy to use Video for the 99%)
  • Scopia End User ROI, Use Cases, 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
avaya connect rv onboarding sales
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

partner demo packages
Partner Demo Packages

Now

Now

  • * Coming Soon, Avaya Provided Initially
us awareness demand generation
US: Awareness & Demand Generation

3,000+ Peoplein 4 Months!

fy13 americas campaigns

FY13 Americas’ Campaigns

FY13 Americas’ Campaigns:
  • FY13 Campaigns
  • Mobile Collaboration
  • Video
  • Collaboration
  • Network BYOD and Virtualization
  • Customer Experience

Integrated Stack

Assets/Output Required

Always On Demand Gen

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

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

Email signatures

Evolutions and Major Tradeshows/Road shows

Field Campaign Enablement

Real Time Collaboration

Partner Programs

Community Branding (w/HQ)

Integrate Key Promo/Incentives

Social Media and PR

Events and Evolutions

Integrate into Communications

us field engagement flow video
US Field Engagement Flow: Video

Inside Sales

Drive Interest

Fast Track Partners

Drive Interest

  • 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
  • Radvision Viral Video 8/6
  • IAUG Webinar 9/5
  • Online Search 8/6
  • Email Signature templates 8/6
  • Content Synd. Podcast 8/30
  • Social Media 8/6

Schedule a Scopia Demo

  • Impact Movie 9/30

Demo & Starbucks Gift

  • Demo scheduling website 8/20
  • Banner Avaya.com 7/26
  • Email 8/22

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!

agenda5
Agenda
  • Market Trends and Analyst Reports (Hot Market)
  • What is Radvision Scopia (Easy to use Video for the 99%)
  • Scopia End User ROI, Use Cases, 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 Investment and Avaya’s Investment)
  • Radvision Rapid Results ROI (Time to cash? More about Velocity of Deals)
  • Summary
slide27
Example Partner ROI – Rapid RewardsBased on 4 month results, at partner with substantial video practice

Return ($250K sold / $5.5 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

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

agenda6
Agenda
  • Market Trends and Analyst Reports (Hot Market)
  • What is Radvision Scopia (Easy to use Video for the 99%)
  • Scopia End User ROI, Use Cases, 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 Investment and Avaya’s Investment)
  • Radvision Rapid Results ROI (Time to cash? More about Velocity of Deals)
  • Summary
summary why avaya radvision clear unique value relevance
Summary - Why Avaya RadvisionClear Unique Value & Relevance

Protecting & Maximizing Your Existing Investment; While Growing Your Business

End User / Customer

Business Partner

  • Speed decision making / increased productivity
  • Increase sales, margins, customer sat
  • Maximum Return on Investment!
  • Easy to Deploy & Use = Broad daily usage as default conferencing tool
  • Collaboration includes customers/partners
  • Easier to control, maintain and manage
  • Award-winning products
  • Patented Slider application
  • Tested & proven HD H264 SVC rooms, desktop & mobility applications
  • As easy to use as Audio Conferencing
  • Max. use of in-house skills & client base
  • RADVISION = quick, cost competitive sell
  • Increased margins & cost competitive
  • Rapid Rewards ROI
  • Less to Test/Integrate = More customer focus
  • Simply to up-sell existing video conferencing customer base
  • Fewer competitors = more account control
  • 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

Money

Complexity

Innovation

slide30

Mark Kolar

US Video Channel Director

Makolar@Avaya.com(720)977-2500

THANK YOU

THANK YOU