Scopia Management Solutions

Welcome to the Designing Radvision Scopia® Management and Monitoring technical sales training
course. For approximately the next 1.5 hours we’re going to overview the Radvision Scopia
Management products.
© 2012 Avaya Inc. All rights reserved. 1

We are going to overview the key components and features of the Radvision Scopia® Management
while positioning the interoperability benefits of this product for system design purposes. By the end
of this course you will also be able to analyze competitive offers and identify the primary benefits
and value that Management brings to you and your customers.
2
© 2012 Avaya Inc. All rights reserved.

The top symphony orchestras might have the best music players in the world today… but an
orchestra also has many diverse instruments and the performance will not be truly great unless
there is a expert conductor who insures everyone performs well together as a whole. This is also
what Scopia® Management does – that is, it is the conductor of your videoconferencing deployment
that makes all the components work together to provide great system performance.
Scopia Management provides organizations with the power of knowing the right data and metric
information, and provides expert insight to efficiently manage resources involved with video
communication networks.
The Radvision Scopia® Management product --- formerly called iView --- optimizes manages and
monitors our video solutions. Scopia Management is comprised of two different products: the
Scopia Management Suite which are software components and the Enhanced Communication
Server or ECS Gatekeeper, optional component, which supports and integrates with these
components.
3© 2012 Avaya Inc. All rights reserved.

Our objective with this course is to enable you to support sales efforts as well as to understand how
to design compelling video conferencing systems that are optimized using Scopia® Management.
So at the end of this session you will be able to:
•  Perform a technical sales presentation on Scopia Management specific to a customer situation,
highlighting its functionality, role, business value, portfolio vision
•  Outline a Scopia Management solution for a given customer situation
•  Present examples of how the solution can be applied
•  Answer questions a customer may have about the solution architecture, technology,
administration, and requirements
•  Help sales position Scopia Management effectively with customers

In this next section of our discussion, we are going to overview the challenges that Scopia®
Management addresses while highlighting the key benefits of our solution.

What exactly is Scopia® Management?
Scopia Management is a comprehensive solution application for efficient management and
monitoring of video networks. Scopia Management includes full gatekeeper capability and
compliments Scopia video network infrastructure, MCUs and endpoints.
Scopia Management supports video and audio calls and is the middleware application that can
authorize and control all the video solution components while optimizing system operations. With
Scopia Management, we can set the addresses and video resolution… and manage the video
infrastructure including the operational bandwidth that we want to support for our video
communications.
Scopia Management manages the terminals and infrastructure such as Radvision or certain other
third party vendor MCUs and gateways. You can control and manage any infrastructure component,
terminal, device or endpoint as well as monitor these components.
You can also manage and schedule video collaboration meetings. For example, you can reserve in
advance enough ports so when you schedule meetings you can make sure to have the proper MCU
gateway port capacity support needed for a meeting. And you can moderate or set up conference
logistics control to properly manage important meetings.
Scopia Management also provides enterprise services such as address book support, defined roles,
the ability to create virtual rooms for users, and reporting information + metrics about the meeting
characteristics that can enable efficient meeting collaborations.

Now lets provide some details about the key product features from Scopia® Management that you
and our customers will use operationally in network designs and system operations.

Here we see the categories of the key features of the Scopia® Management application. Lets look
at this chart starting from the top.
All the Radvision® infrastructure elements such as MCUs, gateways etc. that are added to a new or
existing systems can be upgraded over time using this applications user interface.
You can receive traps and alarms if something goes wrong with one of the infrastructure elements
so you can be notified as to a certain situations you want to monitor and then can efficiently pursue
changes that might be needed.
A Trap refers to an alarm or an event. In other words, a Trap is the terminology used for alarms/
events reported by devices to the network manager. Alarms are messages send by a managed
component to the network management application to indicate an abnormal condition such as a
fault or an exception. Other autonomous messages reported by a managed component, for
instance, a threshold alert or change in an attribute value, are called events and events can also
be reported by the network manager itself --- for instance an event about excessive CPU usage.
You can also log information and then easily collect these useful logs to keep records of information
for further analysis. One does not need to go directly to the individual components as the
management software centralizes the log collection and collects information such as MCU
overloads for example. You can auto detect infrastructure issues so if one element of the
infrastructure goes down, Scopia Management will help you manage the situation to keep system
operations going or help you troubleshoot a fix solution.
The monitoring capability allows you to see what's going on with key details of information. And of
course this tool can be used for system configurations and setups. So you can completely manage
any infrastructure element of your video system solution from Scopia Management.

Trap alarms are an available capability here. There is also an auto detect feature for endpoints so if
an endpoint goes out, the problem is registered. Scopia® Management will then provide a tool set
to manage the problem including an identification of which endpoint exactly is the problem.
There is also endpoint monitoring to understand certain processes that an endpoint is undertaking.
Mass configurations enable you to select different endpoints and than push configuration schemes
to those endpoints. For example, you might set up a configuration to limit certain endpoint
bandwidths. --- so you might set bandwidth limits for specific users that you want to have
constrained or to have limited access capabilities and you might also set high bandwidth allocations
for specific select system users.

Of course, Scopia® Management can manage all of the Radvision® branded endpoints. We can also
manage endpoints from other vendors such as Life-size, Polycom, Sony and Tandberg. And this
support for third party endpoints is one of the big value benefits of our solution in comparison to our
competition.
While we enable management of different vendor endpoints, there may not always be the same
level of management support capabilities for all third party endpoints as certain proprietary or closed
capabilities limit this support. Here's an example of this point with Life-size endpoints. …that is, we
cannot upgrade the Life-size endpoint software via the Scopia Management application as Life-size
does not provide appropriate API support for us. For most of the other endpoints from other third
party companies, however, we have nearly complete capability support as we have their APIs and
as a result we have implemented appropriate support.
For Tandberg, we also have a few gaps including a few questions about their E series and C-Series
endpoints, so at this time we currently don't support them completely, but we do expect to do so in
the future as we gain appropriate support information.

With the Scopia® Management product, we have the right tools to help you get into accounts with
sales of our products even in existing situations where competitive products are pervasive. For
example, with Scopia Management, you can control Polycom endpoints and also add to them to mix
with sales of additional Radvision® end points.
One of the main problems for conferencing administrators is that with so many legacy video
endpoints deployed today, the legacy endpoints don’t go away. That is --- many of the older
endpoints are reassigned by organizations to different workforce resources and then new endpoints
are being added, so that executives and other workforce associates can access conferencing with
the best technologies that are available today… so it is a nightmare for many video administrators to
keep up with this mix of old and newer endpoints that they now have to deal with. Scopia
Management solves that problem and can help you gain new sales opportunities as a result of this.
This is why it is so important that the Scopia Management product not only manages new endpoints
that have become available today, but also supports older legacy endpoints that are then mixed into
the system.

Scopia® Management talks nicely with LDAP based directories (e.g. active directory from Microsoft
or Lotus Domino from IBM) and can push all the appropriate directory information to all the
endpoints in a system. So from any endpoint you can access the organizational directory to find
appropriate contact information you are looking for. … for example you can search and click on the
older endpoints in the directory to find out where they are connected at that specific time.
There are specific user management and provisioning functions where we can support Microsoft
active directory and IBM Lotus Domino and their appropriate servers --- so for users using those
directories, we also have ways to generate virtual rooms so one can automatically generate
appropriate users related to these directories and their extensions.
We provide synchronization of the directories so if someone in a directory can be synchronized, the
administrator can even define 2 roles for them. That is, we have different roles for who can schedule
meetings, who could be administrators, who can be moderators and so on. There are a lot of ways
to define the user provisioning.
An important thing to know here is that Tandberg endpoints do not support H.350 active directories
directly so you need to have Cisco’s TelePresence Management Suite provisioning or TMS in order
to push the directory information to Tandberg endpoints so that with TMS the endpoints can properly
deploy the directory information like other endpoints.

Scopia® Management provides a comprehensive reporting engine which allows the administrator to
generate extensive reports. These reports reveal the usage/utilization/trends and provide full
visibility of video conferencing deployments. Historical data can be held for up to one year.
With Scopia Management, you have a lot of statistical information available for your reporting
requirements. And customers always seem to want as much as possible in terms of metrics and
statistics for reports, so we have put in lots of choices to include for reporting interactions.
For example, with Scopia Management, you can see how many people are on the network at a
certain time. You can check out the primary utilization for an endpoint over time to see if that
endpoint is being over utilized.
You can also see statistics such as what types of meetings are happening. For example you can
see if the meetings are scheduled or if they are ad hoc meetings. You can even see such things the
meeting size and the duration of the meeting.

Another function performed by Scopia® Management is to control the network bandwidth. This
enables the administrator to monitor the bandwidth in real time. Scopia Management can generate
reports about the bandwidth utilization and usage, enabling the administrator to create restrictions
and guarantee that the video call is not consuming all the network bandwidth and guarantee the
quality of the on-going meetings.
What we can do is monitor the bandwidth, so we can look at a lot of different interactions such as to
see how bandwidth is being used between the various network zones. For example we can see a
session setup between China and US zones, so the video administrator can see in real time how
the bandwidth is occupied between various sites.
You can develop reports regarding the user bandwidth, so you can see if a certain site is really is
low on the bandwidth usage or how much is being utilized at certain times. You can also reset
bandwidths per zone. A typical example might have a corporate headquarters with huge bandwidth
setup requirements and a different branch site in South America that might have bandwidth
requirements only for that smaller office so that office might be restricted in its bandwidth setup
accordingly.

RADVISION Global Training Services
Meeting scheduling via Scopia® Management: Here we have several ways to schedule meetings.
1.  Reserve a room through the web interface
2.  or use Outlook or Lotus notes with an add-in to do set up a meeting.
3.  or one can invite users or endpoints to a meeting schedule other communications.
For example, if I’m going to have a meeting next week and I want to invite someone in Europe in
room 1 and someone in Chicago in room 2 and I want to have a meeting with someone else in
Beijing in room 3, I can activate reservations for their respective times, so I can then reserve ports
on the MCU’s to assure the meeting will be supported properly. Or I might be reserving ports on the
gateways. About anything you can think about in terms of meeting setups you can do efficiently.
When you schedule a meeting from Outlook and you could also choose to invite endpoints in
locations instead of by user names, so you would actually choose a specific endpoint in a certain
meeting room to be invited and the management system would then invite a Beijing location or a
Chicago location or a New York room location etc. …the idea here is that in addition to inviting
specific users, you can also let certain endpoints dial in so that meeting invites can map to
appropriate endpoint locations for a meeting setup.
When you schedule a meeting, and then reserve resource ports, and there is no resource available
then you will have to change your plans or find a way around the resource allocation issue.


This information about getting and setting up a virtual conference room is an important aspect for
our customer experience. Some features that make your virtual conference room better include:
Access PIN and Moderator PIN setups
Attendees are placed in a Waiting room until the conference moderator arrives or starts a session
for the attendees
A Welcome slide is provided to kick things off
There is support for Recording the meeting and the ability to stream the meeting playback
afterwards
The concept of setting up a meeting is about the way a virtual room is assigned to users… In
concept, you can do almost anything you want to make things easy to set up or for someone to join
a meeting but in the end almost always users conduct a meeting by joining into a specific virtual
room that was assigned to the person who wants to set up and conduct the meeting.
So most people who are involved with setting up video meetings know their virtual room numbers
that have been assigned to them by heart. And so they will tell appropriate folks to join me in my
virtual room which is a certain number like 9419. The idea is that everyone has their own assigned
number for their virtual room and that allows them to define an access pin and a moderator pin etc.
to authorize attendees accordingly. And those who are set up with a moderator PIN - typically the
user who was assigned that room – has access to control room logistics and can act as meeting
moderator with controls we explain further later.
There are also specific capabilities that are set up for a waiting room and recording + playback
streaming of the recordings for those who need to review the meetings at a later time. And an
assigned virtual room user can define certain policies for their specific meetings and across their
specific rooms. If you schedule a meeting in your virtual room and you are late for the meeting and
away from your setup, then you can dial in from any phone with your the virtual room meeting pin
number to open the meeting --- that’s so the meeting can begin without a lot of other things to do
logistically to get it going. So if you are late, you can say hello, sorry guys I’m late and can’t access
my endpoint at this moment, as I am in the car and on another the call so now you have control over
the virtual room until I can be free to connect again to the meeting. This type of action is very
powerful plus flexible to keep the meetings going without a whole lot of effort and causing problems
for a moderator always having to be online.

Lets briefly discuss Scopia® Management support for stacking the MCUs and cascading them to
create a virtual MCU setup. Key benefits of using Scopia Management for this support include
increased, bandwidth efficiency, scalability, high reliability and big meeting support.
For example, a video administrator at a certain large company often supports really big meetings
that include lots of people globally. So what he or she does now is to use Scopia Management to
start an MCU setup at a primary location setup that stacks up many MCUs instead of trying to
conduct a meeting with just one MCU; that is the setup that might be used for a small meeting of
just a few people goes from using 1 MCU to tens of MCUs to scale accordingly to meet the new
requirements of the big meetings with many more people. So as capacity demands increase and as
we reach capacity limitations, we now can augment and manage the expanded infrastructure by
stacking MCU’s together, cascading the lot between the MCU’s starting from the primary location
setup.
Here’s another example with additional details to consider: For some businesses in Asia today we
see many super big meetings for huge governmental or large enterprise projects. In China
specifically, it seems that by definition all meetings are quite big and won’t work with just one MCU.
Often in China, there might be government projects with representatives from multiple provinces
participating in a video meeting, so to support that massive system, there are certain administrative
requirements that must be setup to insure optimized video communications. In addition, the VIP
participants who are in attendance for the meeting need to be connected to the master MCU for
always on high definition support and the non VIP attendees would therefore be connected to the
slave MCUs. That is the administrator must ensure the VIPs always have high definition viewing or
face upset supervisors and serious complaints; in this example the administrator is also supporting
someone in charge of the meeting setup who might also get reprimanded if there is too much
annoying packet loss, so it is key to design, deploy and manage the system in the most optimized
manner and using Scopia Management to setup a Virtual MCU is a real customer benefit.
We will provide an additional example of cascading later on in this session and there is also more
information about cascading in the course for Designing Scopia Infrastructure.

Now lets discuss our Distributed Video Attendant. Almost every vendor provides IVR but we have
some unique differentiation in this area.
For example, you can dial a specific number that is set up via Scopia® Management and then see
all the meetings happening on your video network at that time regardless of the MCU you may be
connected to. In other words, we make an abstraction of MCU usage available from Scopia
Management tools. You don’t have to go to an MCU located in one specific area to get the right
meeting number connection information as Scopia Management will provide easy access
information across all MCUs.
So as Scopia Management abstracts all of the MCU information, you now have a complete view of
all the meetings on the video network. And with the remote control you can easily press a button to
connect to a specific meeting.

Multi-tenancy is one of the key solution business enablers that is supported by Scopia®
Management software. What does multi-tenancy for service providers mean? Specifically we are
saying that with this capability, a video administrator can create and manage multiple organizations.
That is each organization can have a specific administrator and therefore each administrator can
manage their users, and endpoints as well as manage statistical reports needed for different types
of information needs. And MCUs can be shared also across organizations. This is a really important
capability for service providers in that this feature has enabled sales for us in competitive situations
to many different service providers.

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In this section we will overview the various hardware and software components of our Scopia®
Management solution including some optional pieces.

Scopia® Management software application can run on Windows server or can be also be set up
using VMware.
Please consult with the current Radvision® Scopia Management Administrative and Installation
guides for the current specific hardware and software requirements and current details needed for
optimized support.
The main components of Scopia management are the middleware, including a SIP back to back
user agent. There is an internal database included and an optional internal gatekeeper that can be
tied directly to Scopia Management or installed separately. Scopia management can work with an
external Microsoft SQL database server as an option as some customers may want to use our
internal database for example.
The internal gatekeeper is optional and can be tied to the server. The Radvision ECS H.323
gatekeeper provides gatekeeper functionality and everything required to simply and easily define,
control, and manage voice, video and data traffic over IP networks – no matter how large. And the
gatekeeper could be used for a large scale deployment as the gatekeepers may help the scale
design by being deployed in different locations in which case they would be set up as internally
within Scopia Management.
Scopia Management, with internal gatekeeper, performs the call admission control (CAC). When an
endpoint wants to establish a conference, the initial admission requests goes to Scopia
Management. For SIP based calls, the back to back user agent handles admission requests. For
H.323 based calls, the gatekeepr handles admission requests.

Now lets discuss the ordering options that should be considered for your Scopia® Management
solution design.

Now that we know some of the key details about the product, lets discuss how to order Scopia®
Management.
There are 2 ways you can order this product --- either as part of a bundle or a-la carte. If you buy
an Elite MCU bundle you’ll have the MCU, Scopia Management, Scopia Desktop and optionally the
mobile licenses. And of course a la carte means that you can choose individual solution products
that you want specifically for the project you are working on.

The information on this slide is very important to understand for our selling efforts. Specifically, there
some design scenarios where you cannot buy a bundle to support certain design configurations and
therefore you must order components a la cart. If you are designing or configuring the system
solution for a service provider and you want to have a multi-tenant option, you cannot buy a bundle
--- you need to go à la carte in terms of ordering the system solution products as with the bundle
ordering process, the multi-tenant option is not available for Scopia® Management.
If you are a large enterprise and you want to have redundancy, you also need to buy à la carte. You
cannot buy or order a bundle setup. If you want maximum scalability and a lot of redundancy, then
you also need to go à la carte in the ordering process and also include Scopia Management master
and Scopia Management slave options. And finally if you want to use Microsoft SQL, you must
purchase this product a-la carte.
Scopia Management bundles are really targeted for the small to medium size enterprises or
projects. If you want large distributed systems or to go out-of-the-box with a system design, then
you should go a la carte in your ordering configurations.

This is the table for the bundles. Match Scopia® Management to your system scaling to support the
right capacity.
With Scopia Management there are 3 primary categories that are price dependencies to consider:
1.  The number of MCU ports that we can manage. This is the same as the ports in the MCU
bundle.
2.  The number of point-to-point device connections -- which is 2 times the number of MCU ports
and
3.  Finally the number of devices that can be registered to the gatekeeper which is 10 times the
number of MCU ports.
For example, with Elite 5230 bundle, you go up to 120 MCU ports with 240 Point-to-point ports and
the gatekeeper registration would be 1200.

For à la carte there is a different way to calculate the pricing. There are 2 basic categories and
certain port capacities to look at:
•  incorporating an internal gatekeeper or
•  standalone management without gatekeepers
You can use this chart to price larger systems incrementally from this table from the part numbers
we have here… i.e. in increments of 10 ports, 15 ports or 25 port increments.
You should also order appropriately when you need a Scopia® Management master and a Scopia
Management slave as you may need to buy alternate ports for the slaves.

Alternate ports: this chart will help you order for redundant deployment configuration. Where you
have a redundant setup design with master and slaves, you need to buy alternate ports for the
slaves when you make your designs.

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Now lets turn our attention to engineering the right solution for our customers.

Please note: see the attached PDF file for the Scopia® Management Suite Administration guide that
you can access from the course tab. This guide provides in depth details and specifics to help you
with your architectural design efforts.
Here on this chart, we have a current overview of the hardware and software requirements needed
to support the Scopia Management Suite: The information here represents the current minimum
machine server requirements that you need --- i.e. an Intel xenon dual core 3 GHz with 6 GB of
RAM. Or you can use a physical server with VMware. So the solution can be designed as
virtualized. We work on Microsoft Windows 2003 or 2008 32 bits or 64 bits.
The support requirements will continue to evolve as new hardware and software that fits for
enterprise solution designs is qualified. Be sure to contact your Subject Matter Expert team or the
most recent documentation guides for additional information about qualified hardware and software
that you will need.
The primary architecture for Scopia Management is a single server for an entire Scopia network.
This might support a single point of failure which would not be desired by some customers, so one
can increase reliability and availability using a single standby server setup.

We support up to 1000 ports on a single server. And in the upcoming releases we will at least
double that specification. You can contact your Subject Matter Expert team support for the most
recent product information details and timing of this roadmap direction.

Lets overview the strategic and tactical considerations about how we want to deploy solutions for
our customers.
We recommend that you will want to offer simple redundancy, so that out-of-the-box, you can deploy
a Scopia® Management master and slave as necessary, there is no need to provide an extra license
for the master but you need to provide the additional order configuration for an alternate license for
the slave.
We have some fancy mechanisms between the master and slave connections. So that Scopia
Management can detect if the master goes down and then everything will be moved to the slave.
Warning: calls will be disconnected if this type of event happens and the master and slave have to
be on the same network for this to work successfully. That is they have to be on the same subnet as
the support is not based on geographical redundancy. You would use an external gatekeeper to
support Scopia Management Redund ancy.

The link between Scopia® Management and an MCU is shown here. If we look at the top of the
diagram --- you can see that you can have encryption using TLS. Incidentally, for our admin
interface, 3rd party apps and API’s and endpoints, we use HTTPS as our secure protocol and with
active directory and Lotus Domino we support LDAPS.
On the left side you see the admin interface and we also have some APIs so some people write for
their specific interface needs. We have management support for Outlook and Lotus Notes add ins
and there are secure connections to the endpoints.
On the bottom of the diagram you can see we have a secure connection for active directories.
On the right side, you can see that the link between Scopia management and the B2BUA as well as
with the gatekeeper is not secure at this time… this is something we are currently still working on
and it is on the roadmap efforts.
But the B2BUA is actually a part of Scopia Management. In other words we don’t currently support
the security with B2BUA on a separate machine. And so this situation has been okay for our current
customer businesses so far and this same explanation is true pretty much also for the gatekeeper.

Call Admission and Bandwidth Management:
How does this work? This slide illustrates certain operational capabilities. Let’s say an endpoint
wants to start a meeting sensitive mission request to the gatekeeper or the B2BUA, then the
gatekeeper will send an authorization request to the Scopia® Management core. Then Scopia
Management will decide the call admission and other related decisions. Maybe it will reject the call
because of capacity issues or other policy setups. For example in South America they might have
rejection due to certain bandwidth requirements.
There’s many different types of policies that can be set up for rejecting sessions etc. So first we will
decide what the MCU should connect to. For example, if I’m in China and I try to join a meeting and
if the policy is to cascade, then I should connect to the MCU in China and also restrict the
bandwidth accordingly.
One thing that’s important to know is that the bandwidth management is only with H.323. Scopia
Management today does not do bandwidth management or call admission control on the B2BUA.
This will likely become a roadmap priority and you can contact the Product Manager or you support
team for any additional information in terms of support for this capability.
Let’s say that the call is accepted then so Scopia Management will create the conference. If the
conference is set to exist on the MCU, it will cascade if cascading is needed and then send back
information when the operation is confirmed.
At that point the media between the endpoints will go through the MCU. And of course the signaling
still goes through the gatekeeper and the MCU. So it’s pretty simple --- what’s important to
remember is that Scopia management will decide what to do with this call with regards to
addressing and restricting bandwidth or accepting or rejecting a call.

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Services are an important part of our solutions portfolios. In this section, we will discuss the
available services for Scopia® Management.

There are multiple packages and choices from Avaya Services that can help you and your
customers with our video conferencing deployments. With our Radvision® portfolio, maintenance is
required.
Specifically for direct Avaya Sales --- hardware and software maintenance is required and for
indirect channel sales --- hardware only maintenance is required. Contact Avaya Services teams for
the different service and maintenance options that are available for customer sales.

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In this section, we are going to position key information to help you with customer opportunities as
well as provide an overview about the current competitive environment. We will help you position
our key product differentiation and then we outline some FAQs to help you prepare support for sales
teams and customer interactions.

The key to designing optimized systems for our customers is… you must ask the right questions at
the beginning of the solution design process. For example, if the customer is a service provider and
they want to go multi-tenancy, cannot specify a bundle, you need to go standalone in terms of how
you specify pricing configuration for the solution and add the right product components to your
system.
If you need to go redundancy for a requirement then also you should go standalone for the pricing
and not look to ordering bundles. Make sure you ask the right questions or otherwise you will run
into problems.
On this chart we have listed other key questions to answer at the beginning of the system design
and configuration ordering process.

Here we have a list of our key competitive differentiators that we can use to our advantages in sales
opportunities… we have discussed this previously, but wanted to provide the list here to reinforce
these key points.
The advantages for Scopia® Management includes:
•  Multi-vendor endpoint management --- Management of all popular Endpoints
•  Virtual MCU support with SVC technology --- Patented Technology
•  Vendor agnostic corporate address book functions that are H.350 compliant
•  Personal virtual rooms --- your own virtual rooms
•  Distributed IVR --- Presenting all the conferences of your deployment
•  Multi-tenant support that is Out of the box ready --- Manage multiple organizations
•  All-inclusive capabilities --- With comprehensive management tools

On this chart we have listed a some of the primary limitations of our main competitor products that
you should know about:
CiscoTMS requires CM or VCS for call control and Telepresence Conductor to align with Scopia®
Management functionalities; the management of third party devices is also very limited.
Polycom needs both CMA and DMA to match Scopia Management and the reporting in CMA is
fairly limited; also Polycom provides Incomplete Virtual MCU functionalities. That is there is no
Virtual MCU in Ad-Hoc Meetings.
LifeSize Control is Very expensive; it is about $150,000 for an enterprise license. There is limited 3rd
party Endpoint Management and no Virtual MCU, so there is no failover.

When we look at the pricing in general, not only will you see we are we very competitive, but we
offer a better value in terms of capabilities and features for our pricing… please view our latest
pricing list and go to the Radvision® sites we have listed at the end of the course to get additional
up-to date competitive positioning and pricing information.

The new Version 8 software for Scopia® Management takes us another step ahead of our
competition. There is a completely new User Interface that is cross Platform, and one that works
across different browser types and across different devices. There is now Google Maps integration
and a unification of the monitoring and management solutions.
There are also lots of enhancements, a new endpoint management framework with enhanced
scalability for supporting nearly 2,000 concurrent calls with enhanced usability. New features include
a bandwidth Downgrade capability, concierge services and dual directories.

Now that we have discussed the competition, on the following pages, we will address some
questions to learn and remember that your customers may ask about Scopia® Management.

Question:
Can I buy a Scopia® Bundle and use the Multi-Tenant option?
The Answer is: .
No! You must buy Scopia Management standalone if you want the multi-tenant option.

Question:
Can you reserve resources when you schedule a meeting?
The Answer is:
Yes. Scopia® Management allows users to schedule a meeting and reserve MCU, Gateway ports
and Endpoints.

Question:
Can I have more than one Scopia® Management in a deployment?
The Answer is:
Only 2 – One master and one slave…

Question:
Is there a SIP Proxy in Scopia® Management?
The Answer is:
No.

Here is a use case overview to further help you understand the unique benefits of Scopia®
Management.

This diagram shows a distributed video conferencing deployment allowing a conference session to
use ports on different MCU’s but with simple conference entry through one call number. This
diagram essentially illustrates nearly unlimited scalability, location awareness, built in redundancy,
and physical topology abstraction.
This example is intended to show how Scopia® Management can support 15 MCUs to be deployed
and distributed worldwide, so that every associate of a 35,000 employee company at a certain
organizational level can have his own virtual room! You may have up to two Scopia Managements
setups for this scenario, that is one master and one slave.
Let’s further discuss some of the details here ---
First note that we have designed cascading capabilities --- so there is a master and slave MCU, and
it is easy and efficient to set up long-distance connections
It is important to remember that we get good quality even on a global connection basis because of
the SVC support. So even if you are using certain Polycom components as a part of this system
that are without direct support for SVC, SVC can be set up in a cascade design to overcome some
of those types of issues.
With Scopia Management as the support mechanism for different types of deployments, one can
easily define what they may want or need with the cascading MCU designs. For example you can
select to favor bandwidth savings across MCUs in a deployment so in that operation configurations
will always try to cascade --- making use of master and slave MCUs in a cascade setup. Or you
might prefer certain other types of optimizations, so administration can be set so that the MCUs will
never set up a cascade mode and therefore everyone will be routed to the master MCU. The
operational optimization and other capabilities are up by the individual administrator to set up
according to whatever trade offs he or she may want to select.
By the way: In an Avaya Aura environment, we would set up both a SIP trunk and an H.323 trunk
connected to Scopia Management.
See the Radvision® Scopia Infrastructure course on MCUs for more information about cascading
designs for the MCUs.

49
Now lets summarize what we have covered in our discussion here and provide some additional
reference information for your consideration.

Scopia® Management is the conductor for your video conferencing deployments.
With Scopia Management, one can:
•  Authorize calls, control bandwidth and create a virtual MCU
•  Control, Manage and Monitor any element of the video infrastructure
•  Schedule, monitor, moderate meetings. Manage and track users

You should now be able to:
•  Identify the components and key features of Scopia® Management.
•  Understand the efficiency benefits of using Scopia Management.
•  Recognize the interoperability benefits of this product.
•  Compare competitor offers and identify the benefits that Scopia Management brings to you and
your customer.
51

Here is a list of the online tools we have developed to help you with further information research.
You may find some useful information on the Radvision® Youtube Channel.
This slide provides also contact information for the product manager and links to the product
information on the Radvision website and on the Partner Portal.
You have now reached the end of this course. We wish you success in selling Scopia®
Management.

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