Video as a Service Model Example

1. Video as a service.
20.09.2011
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2. VaaS presents a huge opportunity for SPs
New revenue opportunity for service
provider ~$35M/ 3yr
• Each $1USD of Video Revenue Drives a pull through of VaaS Revenue
additional $3USD for the SP Opportunity for
• Bandwidth presents >20% of the Video revenue opportunity the SP
• Video is the new voice !!!
Most CIOs plans to deploy Video in 20112 >50%
• Most of the CIOs experience challenges with traditional Video of CIOs plans to
• Over 40% of the CIOs consider to buy Cisco Video Solutions deploy Video in
• Over 60% of the CIOs prefer to consume Video from MSPs 2011
The Video opportunity & growth is within
B2B3 Replicate the
• Supports Enterprise IT efficiency initiatives
SMS inter-SP
• Split into discrete interconnectivity and interoperability portions connectivity
• B2B will leapfrog the market to cross the Network effect Chasm boom
• MSPs are uniquely positioned to grasp the Exchange opportunity
1) Source: Cisco Experience & Cisco Customer Business Solution team model, 2011. Based on data analyzed with some Emerging Markets SP
2) Source: OBS 2011 CIO survey
3) Source: IBSG economics Practice
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3. Video Within Your Organization
TELEPRESENCE EXECUTIVE OFFICE
Virtual meetings to strengthen Manage by
relationships and finalize decisions with “walking around”
executives from around the globe right from your desk
DESKTOP
Daily video that integrates
with existing business tools
ACTIVE COLLABORATION ROOM
Bring teams together into a
virtual meeting room. React,
plan, and create at a moment’s notice
LOBBY AMBASSADOR
Meet and greet visitors from
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4. …and Beyond
HOME OFFICE
Productivity has no boundaries,
whether in the office or
working from home
CUSTOMER CARE
Reach subject matter
experts on demand
ANYWHERE
Mobile solutions for mobile people. INDUSTRY
Webex Exchange. Reach suppliers on the
HD Recording Studio. manufacturing floor, technicians on site,
and emergency responders
in the field
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5. Video as a service
Commercial Needs Enterprise Needs
• Affordable, easy to use solution • Full endpoint portfolio
• Smaller scale deployment • Global scale
• Entry level solution, limited complexity • Range of experiences and needs
• Getting started with collaboration • Customization
• Highest impact: Connect with partners, • Internal and B2B Collab
customers
• Integration with other solution
One Size Does Not Fit All
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6. Video Conferencing as a Service
Endpoints Plug and play
provisioning
Serviço Gerenciado
Operadora
PUBLIC
INTERNET
Infrastructure +
• Call control for basic calling VCS Cont
• Firewall traversal for intercompany
VCS Ex
• Mgmt suites (including directory) TMS
• Multi-conferencing units MCU
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7. Offer Example
• Infra ready to support up to 2000 end points including 1000
simultaneous calls e 400 multipoint calls :
Call control for basic calling VCS Cont
Firewall traversal for intercompany - VCS Ex
Mgmt suites (including directory) - TMS
Multi-conferencing units - MCU
• 36 months offer:
Movi License – R$3,00
E20 EX60 C20 PrecisionHD
Quick set
R$88,00 TBD TBD TBD
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8. Sales Model Example
1 Endpoints E20 EX60 C20
Quick set PrecisionHD
+
2 Callway Standard Premium
subscriptions  $ xx / Month  $ xxx / Month
 Unlimited video calling, directory  Unlimited video calling, directory,
 Max call speed: 1.5 Mbps  Max call speed: 4.0 Mbps
+  Supports Multisite calling (with cpe feature licensing)
 1 concurrent call
3 Value  $ xxx / Month
 6 port MeetMe bridge, unlimited use
added MeetMe  Conference ID code based mgmt
services
 $ x / Month
VoiP Out  US nationwide only
+  Must have subscription to buy
4
Financing  Cisco Capital Financing Programs for Cisco TelePresence Endpoints
Options
Bring your own bandwidth, from the service provider of your choice
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9. Interoperability
Cisco to Cisco CallwayDial a
regular phone number for a video
call.
SIP / H.323 & URI / IP
Cisco to any standards based a system. Dial a
URI for a video call. **Endpoint address and
Cisco Callway network must be routable
between each other
Cicobto a landline or mobile phone. Dial a
phone number for a voice call.
* Cisco to PSTN optional feature
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10. Customer Benefits
 Buy endpoint, Choose plan, Call anyone
Simple
 Telepresence benefits with plug & play simplicity
 Minimal upfront investment, pay as you go
Low Cost
 Low fixed monthly cost
 No additional IT staff required
Managed
 Full customer service, technical support
 Video, voice, data collaboration
Feature  Intercompany calling, interoperate with any
Rich standards based video endpoint
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12. Cisco TelePresence for Everyone, Everywhere
Market View:
• Success in enterprise segment (46+% mkt share) and broad integration with
collaboration portfolio for rich media experience
• Accelerating Penetration in Enterprise beyond 5-20%
• Expanding to Adjacent Segments: Growing business and commercial
segment technology adoption of Cisco TelePresence
• Network effect and related endpoint growth will benefit from accessibility to
broader ecosystems and customer segments via alternative consumption
models
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