4. Course Goal
Upon completion of this course, the participant will
be able to define Open Video Communications
solution to position the service with customers.
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7. Section One Objectives
• Upon completion of this section, the participant will be
able to:
– Describe the visual communications marketplace
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8. Video Conferencing - A Required Tool
A UCLA study suggests that as much as 93% of communication is non-verbal
• Visual communications is becoming the critical element that allows
businesses to work as a team by removing the time/distance barrier
– Meet face to face
– Enable natural communications
– Enhance business process
– Develop better working relationships
• Personal relationships are a key component in driving
business performance
– Video builds 90% higher level of trust
– Confusion and misunderstanding are reduced by 81%
…that means companies not using visual
communications are working blindfolded
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9. Video Conferencing
Market Sizing and Trends
• Immersive Video Conferencing worldwide revenue grew 24%
to over $2.9b in 2010
• Worldwide Enterprise Network spending
– Growth of 8.7% - stronger than 3.8% growth in 2011
– VIDEO IS THE MAIN DRIVER FOR NETWORK UPGRADES
• The market for video services continues to be strong with an
18.5% CAGR from 2010 to 2015.
• The video bridging global revenue alone exceeds $150m annually
• Managed Conferencing services forecasted growth of ~20%
from 2009 – 2014
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12. PROPERTIES
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14. Section Two Objectives
• Upon completion of this section, the participant will be
able to:
–Describe the components of Open Video
Communications
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15. Announcing Open Video Communications
• Available for sale as of May 14th
• External kick-off June 4th
• Significantly enhances current
Immersive Video solution to include:
– Open standards based end points
– Interoperability
– Connectivity to the public internet
– Instant video capabilities
– Flexible Pricing model
• Delivers features no other carrier can
support today
• Analysts believe Verizon has the right
long term strategy
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27. Section Three Objectives
• Upon completion of this section, the participant will be
able to:
– Define the value proposition to position the Open
Video Communications solution
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28. Why Verizon?
Carrier Grade Network / Robust Video Platform / Service & PS Support
Better Customer
Experience
Tandberg Cisco UC Server
TP System TP System UCM, OCS
IBM Lotus Global network reach
Tandberg
Open Standards Based
HD System HD Room
IP Video
Wireless
VPN
A
VPN
B
Bridging
Open Video
Interoperability between
Exchange Open Standards and
Cisco TP
MPLS
Support for devices on
PIP/ MPLS or Internet
FIOS
Other Carrier HD Instant Meeting
Exchanges
Service
Positioned to leverage
Managed Services cloud based platform to
enable any to any
Visual Communications Professional Services connectivity
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34. PROPERTIES
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36. Section Four Objectives
• Upon completion of this section, the participant will be
able to:
– Identify the pricing and processes associated with
Open Video Communications
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38. PROPERTIES
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Notas del editor
One of the biggest challenges in video adoption is the ability to communicate beyond the four walls of your business. While technical advancements have improved the quality of the video experience; and desktop and handheld devices now have the ability to quickly become video-enabled – there are still obstacles to bringing a vast base of disparate users together – both internally and across partner companies. High device turnover, carrier-specific exchanges and a wide array of access options contend with each other to create “islands” of users.Enterprise customers want to maintain the security and efficiency inherent in their LAN and WAN solutions, but they also want the flexibility to communicate with employees outside their VPN, and with key business partners across VPNs.SMB customers want to leverage the lower cost video solutions now available, but expect the same degree of flexibility they currently enjoy with other conferencing solutions.
Verizon’s initial Immersive Video Conferencing Service faced a limited market opportunity because its proprietary, “Cisco only” nature, coupled with the fact that less than 20,000 Cisco video terminal endpoints are now in use today. The offering was also late to market, making it difficult to build a customer membership base necessary in establishing a private video communications exchange. Still, Verizon is now experiencing a significant amount of demand for video communication services as collaborative work tools have now solidified their value within the corporate enterprise marketplace. Verizon’s new Open Video Communications service offering carries a much greater market potential with more than 2 million open standards-based video endpoints currently in use, and closes a number of service feature gaps that limited the success of the earlier service offering. The new Open Standards offering includes several new service enhancements that significantly increase its customer benefit potential. Unlike the earlier offering that only supported Cisco CTS terminal endpoints, the new offering supports endpoints offered by Cisco, Tandberg, and Polycom, and Lifesize, as well as most standards-based endpoint platforms. The service is accessible from both the public Internet and Private IP networks, and now supports the same “Instant Meeting” call type that customers have long since enjoyed when satisfying their audio and net conference needs. These features are available as a result of multi-platform upgrades to the Verizon Open Video Communications Network, which also allow the service to support both traditional boardroom and newer desktop video conferencing applications.
SPECIAL NOTE: Verizon’s Premier Plus Managed Service offer is provided as a “white label” service through a partnership with York Telecom. Simply stated, Verizon’s VNOC provides “front-end,” first point of contact and help desk support, while York Telecom provides the “back-end,” 24x7 monitoring and management services. In initial customer discussions, we should always present Premier Plus as a Verizon offer, and avoid discussing York’s involvement. If discussions proceed to “how is the monitoring done” and “what network connectivity is required,” then it may be appropriate to explain our arrangement with York.The Open Video platform and VNOC will help customers schedule and launch intra- and/or inter-company calls that include both Cisco and open standards endpoints.As part of Open Video service, we will also be expanding “managed service” support to cover standards-based equipment. (Note: Verizon has provided “managed” support for Immersive (Cisco) environments since April, 2011.)We provide 24x7x365 monitoring and incident support through our VNOCs in Chicago and Cedar Rapids, Iowa. Incident Management: Our technicians detect and report problems “proactively” – while equipment is idle; and, “reactively” – when a conference participant reports a problem during a call. Some problems can be diagnosed and fixed remotely. If on site support is required, VNOC will coordinate the dispatch of the customer’s 3rd party maintenance provider.Problem Management: VNOC will capture recurring system performance and error data, and perform root cause and trend analysis. Remediation and possible resolution procedures are documented. VNOC will work with the manufacturer to implement preventive procedures and monitor the fix to prevent recurring errors.Software Updates & Release Management: Verizon coordinates the downloading of software updates to correct known problems or improve system performance; Downloads will be performed during off business hours to prevent service disruption. Release changes – which may provide enhanced features – are provided as part of the service and will be implemented according to a “change management process” negotiated with the customer.
Slide Notes Cont’dReporting: Monthly incident reports with detailed ticketing information are available and delivered through your account team. Usage data includes call information from conferences hosted on Verizon’s Open Video exchange ANDfrom calls hosted on customer’s equipment. Site utilization reports help determine where the service is being used, and where adoption efforts should be undertaken.Previously, Verizon’s managed service offer supporting Cisco Telepresence was bundled with our Immersive Video Conferencing Service (sometimes referred to as “VIVE” B2B service). In other words, we did not have a standalone offer supporting video equipment management. With the launch of Open Video, our Premier Plus managed service offer is available separately. Customers do not have to subscribe to our Open Video exchange service to purchase endpoint & infrastructure monitoring/management.In addition to the services mentioned above, this slide points out that Verizon’s Premier Plus solution will provide “Scheduling” support. Enterprise customers with a medium to large number of video calls may purchase and maintain bridging equipment to host their internal, multipoint calls; i.e., those that are not inter-company B2B. Calls hosted on customer-provided equipment would not be supported by Verizon’s VNOC.However, in some cases, these customers are seeking some level of concierge/”white glove” support; specifically, they are looking for someone to: Schedule calls on their customer-provided bridges; Provide “meet & greet” service when this type of internal call – particularly those involving C-level executives – is launched; Passively participate for the duration of the internal call.Based on the level of scheduling support required and volume of calls expected, Verizon will provide some level of scheduling and concierge support. This will need to be discussed during the pre-sales process.Also, while we are able to pull Usage/CDR information on internal calls hosted on customer-provided equipment, exactly how much detail we can provide will depend on the equipment the customer is using, the release level(s) of those devices, and the customer’s willingness to provide access to devices capturing call information.
Bridging the “islands of communications” requires subscribers to know who else they can reach, and Directories are becoming an increasingly important part of a video solution. Verizon offers three types of directories available through our e-meetings portal. The directories are made available to all customers and everyone is listed within them unless the customer specifically opts out.Internal DirectoryAn internal directory lists all the end points a customer has registered with Verizon. The customer may have other end points but this list represents all the Verizon known end points. No one but the customer and Verizon sees this list of available end points within e-meetings.Business Partner DirectoryCustomers using the ***VERIZON IMMSERVE VIDEO EXCHANGE*** platform are often trying to reach other companies with whom they do business. Customers can define special relationships with companies to provide them access to see and schedule selected rooms. If Company X and Company Y identified each other as business partners, then they will see a sub-set of each other***’***s rooms that have been identified as business partner rooms. Company X could take a sub-set of its internal directory and make that list available only to its business partners and internal users. The business partner, Company Y, will have the ability to reserve and schedule the other company’s room. Once a business partner relationship is identified, the customer will need to “opt out” the rooms they do not wish to be seen. This list will be consistent across all business partners. Again, the list will be made available in e-meetings. However, the customer has the option to “hide” these rooms requiring the partner to call the operations center to set up a call. Public DirectoryThe last directory option is the public directory. All Verizon Video customers have access to scheduling meetings with public directory rooms. However, this directory is not available to the public at large. Customers can identify any number of rooms to be available within the public directory. If identified as a public room, any other Verizon video customer can reserve and schedule the room. Marketing expects customers will elect to only have a small sub-set of their rooms identified as public. Those rooms not identified as public can still be used for inter-company meetings. The only requirement is that a company must schedule their own non-public rooms. However, it can prove useful to companies to communicate with other companies that they do have the capability to meet via video. If Company A wants to meet with Company B in a New York room but Company B only identifies a public room in Boston, it still indicates to Company A that it might be a possibility as they do not see all Company B’s rooms. Customers must “opt out” the rooms they do not want to make public at the time of provisioning. The purpose is to promote the concept of using the public directory ***FOR*** greater utilization of the customer asset.
With Open Video, Verizon will introduce a Usage-based pricing structure that is similar to what is currently offered today with our Legacy Video Conferencing product.Participants will pay a per minute of use rate based on: 1) call length; 2) the speed/bandwidth the participant is using to connect to the call; and 3) the service level chosen – Standard, Premier or Instant. Important Note: Customers select a service level for every call – they’re not locked into a particular level – and therefore have the option, for example, to select Premier level, “white glove” support for C-level calls. (See Slide 7 for a high level explanation of the service levels.)The bandwidth tiers for all service types are: - Up to 6Mb - 6Mb+ to 12Mb - 12Mb+ to 18Mb - 18Mb+ NOTE (not for discussion with customers): The bandwidth tiers listed above are aligned with the number of ports that are used when provisioning calls on the Codian 8710 bridge. One port = 6Mb.The following devices will typically connect at less than 6Mb: - Single codec (single screen) room-based devices (CTS 500, CTS 1xxx, Tandberg MX200) - Desktop conferencing units (Tandberg EX 90) - Laptop using soft client appsThe following devices will typically connect at 12Mb+ to 18Mb: - Multi-Codec (three screen) room-based devices (Tandberg T3, CTS 3xxx)Our Premier Plus Managed Service monthly recurring charges are based on the type of endpoint device we’re managing – two rates for Cisco endpoints (single and multi-codec) and one rate for any standards-based (Tandberg, Polycom, Lifesize, etc.) endpoints.Note: It is important to emphasize that Verizon does not charge separate monthly recurring fees for infrastructure devices we may be asked to manage (bridges, gatekeepers, etc.). Many managed service providers have separate charges for this equipment