3. 3
Solving the Top 5 SMB Business Challenges
$
SMBs Face Many Challenges
In today’s highly competitive marketplace, small to
medium sized businesses face the same
challenges as larger enterprises.
What’s more, smaller companies have more limited
resources, making these challenges even more
difficult to solve.
But new technology helps SMBs level the playing
field, when they face the top 5 SMB business
challenges.
4. 4
Solving the Top 5 SMB Business Challenges
1
Reduce Costs
Each year, U.S. companies spend over $140 billion
on travel. Travel also means opportunity cost and
loss of productivity.
One of the greatest benefits of video conferencing
is the ability to drastically reduce travel time and
costs.
Now that business-class video conferencing is
affordable for SMBs, the cost justification is
obvious: one saved trip pays for a telyHD Pro.
source: The Average Cost of Business Travel. Visual.ly. http://visual.ly/average-cost-business-travel
5. 5
Solving the Top 5 SMB Business Challenges
2
Improve Employee Productivity
61% of CEOs say that video communication
has a significant positive impact on employee
productivity.
Companies that use video conferencing see
faster and more creative decision making.
source: McCabe, Laurie. Top SMB Business Challenges. March 17, 2014: http://lauriemccabe.com/tag/top-smb-business-challenges/
6. 6
Solving the Top 5 SMB Business Challenges
3
Improve Teamwork
97% of workers report that they “need
conditions that encourage collaboration to do
their best work.”
Video conferencing makes it easy for
employees to work with the best talent and
expertise inside or outside the company,
anywhere.
source: Romano, Nicholas; Nunamaker, Jay. Meeting Analysis Findings. Oklahoma State University.
http://www.okstate.edu/ceat/msetm/courses/etm5221/Week%201%20Challenges/Meeting%20Analysis%20Findings%20from%20Research%20and%20Practice.pdf
7. 7
Solving the Top 5 SMB Business Challenges
4
Improve Meeting Efficiency
The average mid-level manager spends about
70% of their time in meetings while most
organizations spend about 7-15% of their budget
on meeting costs.
Meeting expenses can be reduced by the
improved efficiency of video collaboration,
allowing a greater degree of participation and
faster, clearer communication.
source: Telepresence ROI Guide, 2014. VU Telepresence
8. 8
Solving the Top 5 SMB Business Challenges
5
Closer Customer Relations
Video communication produces much richer
understanding and stronger emotional response
than audio conferencing can. Video also allows
employees to share images and documents with
customers, improving the quality of support
and overall customer experience.
This gives companies a significant competitive
advantage, allowing users to increase their
customer base, and ultimately their bottom line.
9. 9
Solving the Top 5 SMB Business Challenges
!
Video Conferencing for the Rest of Us
Tely Labs offers the industry’s most cost effective
room-based video conferencing solution that
provides professional performance, ease of use,
and full room coverage for less than $1,000.
10. 1
0
The traditional market – Large Enterprises
Used mostly by executives and management
Expensive investment for endpoints and infrastructure
Low penetration, only 5% - 10% of all conference rooms
Not suited for most small or midsize deployments
Who Gets the Benefit of Videoconferencing Now?
Prices starting at $5,000 up to
over $300,000 per room
1
0
Tely Labs confidential
11. Desktop
Tablet
Mobile
Desktop
Mobile
Software-based Video
Desktop & mobile apps
Inexpensive
Pervasive
Provides a personal experience
Not well-suited for meeting rooms
Software Downloads –
free to inexpensive per user
Video Communication Now Also Available for Consumers
Tely Labs confidential 1
1
12. 1
2
An Under-Served Market: the Rest of Us!
Voice, Fax, Email
The video gap: 95% of meeting
rooms, telecommuters,
remote offices,
SMB’s
Desktop
Tablet
Mobile
Desktop
Mobile
Software Downloads –
free to inexpensive per user
Prices starting at $5,000 up to
over $300,000 per room
1
2
Tely Labs confidential
13. What Would MacGyver Do?
Put It Together Yourself!!!
+ +
MacGyvering [muhk-gahy-ver-ing]
Noun
1. The act of jury rigging technology when
no appropriate solutions are available
2. To tinker or experiment with technology
3. To fail by proposing overly complex,
underpowered and improper solutions
14. What Would MacGyver Do?
Put It Together Yourself!!!
MacGyvering [muhk-gahy-ver-ing]
Noun
1. The act of jury rigging technology when
no appropriate solutions are available
2. To tinker or experiment with technology
3. To fail by proposing overly complex,
underpowered and improper solutions
+ + = FAIL!
15. 1
5
Bridging the Gap
The need: a simple, affordable video conferencing solution for meeting rooms
Voice, Fax, Email
Desktop
Mobile
Software Downloads –
free to inexpensive per user
Prices starting at $5,000 up to
over $300,000 per room
1
5
Tely Labs confidential
16. 1
6
Bridging the Gap
Voice, Fax, Email
Desktop
Mobile
Software Downloads –
free to inexpensive per user
Prices starting at $5,000 up to
over $300,000 per room
A purpose-built, plug-in appliance for SMB’s and enterprise “huddle rooms”
1
6
Tely Labs confidential
17. 1
7
Introducing telyHD Pro
telyHD Pro is a revolutionary, standards-based video conferencing appliance that connects with
existing videoconferencing systems and infrastructure at unprecedented value.
telyHD Pro also includes built-in features that make it a great all-in-one collaboration and
communications device.
1
7
Tely Labs confidential
noise-cancelling microphones
privacy shutter
HD cameraIR receiver
telyHD button/
indicator LED
SD slot Ethernet
HDMI out
Power (5W)
USB port
18. Flexible Connectivity
6 party
videoconferencing and
content sharing without
the expensive
infrastructure.
All you need is a telyHD
Pro at each endpoint.
Low cost annual cloud
subscription per unit.
Connect to any Skype-
enabled device in HD
video.
Makes use of existing
Skype directory and over
1 billion Skype users.
Great for ad hoc 1-to-1
video calling.
Support for Blue Jeans
and other third-party
cloud services.
Users can connect to a
variety of devices in the
cloud, including tablets,
smartphones, laptops
and traditional room-
based video systems.
1
8
Tely Labs confidential
SIP
SIP connectivity for
industry standard
communications
Register to standards-
based SIP registrars for
compatibility with
systems from…
21. 2
1
How to Connect: On-Premise Equipment
Substantial capital equipment expense, requires administrative support, can support
standards-based interoperability. Moving to virtualization/cloud models.
22. 2
2
How to Connect: Vendor-Specific Cloud Service
Most economical cloud-based service (OPEX). Balance enhanced features & functions, for
limited interoperability.
23. 2
3
How to Connect: Third-Party Cloud Bridging Services
Premium priced, cloud-based service with broad interoperability.
25. 2
5
Challenge:
With 5 stores in Georgia, Florida and Rhode Island, Outdoor Network’s management and staff need
to work together on a regular basis to share information but audio-only conference calls just weren’t
good enough. It was hard to know if everyone was looking at the same data, or even paying
attention.
telyHD Pro Solution:
Outdoor Network’s operations team tracks inventory and sales more easily with content sharing and
video conferencing – and maintains its close-knit culture. “Our CEO is hands-on. He wants to look
you in the eye when he’s talking to you.”
Read the case study: www.tely.com/resources
Featured Case Study: Retail
2
5
Tely Labs confidential
26. 2
6
Challenge:
With 400 employees in seven offices across the U.S. and the U.K, traditional conference calls
weren’t enabling LAC’s own people to share information amongst each other effectively. “We had a
lot of ‘silos’ within the company.”
telyHD Pro Solution:
“We have much better teamwork, the teams are much more engaged, we’re tearing down those
silos, and people love it. People just jump on a video call now without hesitation rather than send an
easily misunderstood email.
And on the quantitative side, we see the value of reduced travel. One saved trip pays for a telyHD
Pro!”
Read the case study: www.tely.com/resources
Featured Case Study: Consulting
2
6
Tely Labs confidential
27. 2
7
Challenge:
Just Play adopted video conferencing in 2001, but could never justify the cost of deploying more
traditional video conferencing technology throughout their organization - with locations in Los
Angeles, Hong Kong, Florida and Pennsylvania, and traveling workers, the company was not
communicating, sharing and executing well.
telyHD Pro Solution:
“I can finally afford to roll out video conferencing to the field for our remote offices, and all our small
meeting rooms – and we have a way for people to participate in multi-point video calls even when
they’re on the road.”
Read the case study: www.tely.com/resources
Featured Case Study: Manufacturing
2
7
Tely Labs confidential
28. 2
8
Some of our Satisfied Customers
2
8
Tely Labs confidential
SMB FinanceEnterprise Healthcare Education
Public
Sector
29. Tely Labs Market Share Growth
N. America single-codec endpoint
units, Q3 2013
“Tely Labs has made a dramatic
entrance to the video conferencing
market.”
- Andrew Davis, Sr. Analyst and co-founder,
Wainhouse Research
Source: Frost & Sullivan, Global Video Conferencing Endpoints and Infrastructure Market—Q3 2013 Update
2
9
“Tely Labs leads in the huddle
rooms/secondary conference room
systems market.”
- Roopam Jain, Industry Director
Enterprise Communications & Collaboration, Frost & Sullivan
CSCO
40%
PLCM
24%
Tely Labs
18%
Other
18%
Tely Labs confidential
Large enterprises have been installing video conference rooms for many years. But at a very expensive premium and typically in a very limited number of briefing centers and executive conference rooms.
Vendors like Cisco, Polycom & Lifesize have all come out with less expensive videoconferencing endpoints, but they still cost thousands of dollars.
Probably familiar with traditional group video solutions
Expensive – both endpoints and the infrastructure required
Complex to setup and maintain
Limited use – about 5%, perhaps as much as 10%, of all conference rooms
Not practical for small or midsize companies. Almost no penetration in SMB market
In recent years, there has been a rapid growth in the use of video at the consumer level – on PCs with webcams and now with Smartphones and Tablets. Free products, such as Skype, dominate that market. Plentiful and cheap, but limited capabilities.
Tjhese provide a good “personal” experience. Great for one person, for casual use, but not a great solution for business and for meeting rooms.
So, how are some companies trying to fill the gap? By building PC-based videoconferencing systems themselves…
“MacGyvering” is the act of jury-rigging technology when no appropriate solutions are available. Pulling together a video conferencing solution based on a PC with say, a Vaddio camera and Phoenix audio pieces is one way to address this market opportunity.
(NEXT SLIDE)
The problem is, the cost is well over $1,000 per room, the result is complex and user satisfaction has been unsatisfactory. This is not the solution.
This is our elevator pitch. Key points:
standards-based. Ability to connect via multiple protocols makes it practical for both videoconferencing with the company, but also with customers and partners
appliance – a stand-alone device. No PC required. Just connect it to a TV and add internet connectivity
unprecedented value
Connects to existing systems and infrastructure, but also using the cloud to connect with no infrastructure investment
Also, it’s an all-in-one meeting room appliance. (We’ll cover in a couple of slides)
telyHD Pro is about a foot long.
HD video, 720p. Fixed wide-angle lens, with digital pan-tilt-zoom
4 noise cancelling microphones
Connect via Ethernet (recommended) or built-in Wi-Fi.
Optional Audio Pod which can connect to the USB port on the back, with 15’ extension. Speakerphone – speaker & microphone. Highly recommended for meeting rooms.
Other USB speakerphones supported, such as ClearOne, Polycom and Phoenix Audio. (Others may not work properly.)
Now we’ve talked about the market opportunity – and how you finally have an appropriately priced, appliance solution.
What do you need to sell this everywhere? Connectivity. Right out of the box, telyHD Pro supports these communications methods:
SIP – industry-standard communications support means that the telyHD Pro can be registered to a Cisco VCS, Polycom DMA or other traditional video servers to join those existing networks, providing a cost-effective way to extend video throughout the enterprise – not just in the boardroom.
telyHD Pro also comes with a 1-year subscription to telyCloud. This is our cloud-based service that takes care of NAT/Firewall traversal, addressing, etc so your customers can get 6-party videoconferencing even if they don’t want to make the investment in on-premise infrastructure. All they need is a telyHD Pro at each endpoint. This is a service, so you get recurring revenues in years 2 and onwards when your customers renew.
We support 3rd-party cloud bridging services, too, so your customers can use their telyHD Pro to connect to a variety of devices, like laptops, smartphones, tablets - and room systems – in the cloud. We’ve done significant development with our partner Blue Jeans Network to make the experience very simple.
And finally, telyHD Pro is a Skype-certified product, so it can be used to connect to any Skype enabled device, one-to-one.
You can see where this is leading. A universal client model, where it won’t matter what your customer’s chosen communications protocol is, Tely Labs is the universal endpoint for videoconferencing and collaboration.
(Lync & Jabber not currently supported, but are on the roadmap)
For organizations that don’t want to invest in infrastructure, cloud conferencing services can…
Connect multiple locations with HD video & audio
Provide NAT, firewall traversal, addressing
Enable wireless desktop sharing
Include administrative features