1. The UC-Enabled Enterprise
Deployments, Barriers, and Targets
Bill Haskins
Senior Analyst
Wainhouse Research
CoLab
11 March 2013
© 2013 Wainhouse Research, Inc. All rights reserved.

2. Definitions
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3. Enterprise IM Usage
90%
85%
80%
75%
70%
65%
60%
55%
50%
2004 2005 2006 2007 2008 2009 2010 2011 2012
Source: Wainhouse Research, WebMetrics 2012 H1
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4. IM in the Enterprise
18%
5%
9% 52%
16%
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5. UC Feature Deployments
70%
60%
50%
40%
30%
20%
10%
0%
Instant Messaging Desktop Sharing UC Audio UC Video PBX / Telephony
Source: Wainhouse Research, RichMedia Metrics Q4 2012
© 2013 Wainhouse Research, Inc. All rights reserved. 5

6. UC Barriers
Platform
Equipment Expertise Features User Habit
Cost
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7. Platform Barrier - Cost
• Operational
– Cut costs (travel, telephony, real estate)
– Support workforce virtualization
Hard
• Productivity
– More efficient workers, less human latency
– More inclusion, better decisions
– Shorter time to market
Soft
– Reduced management stress
• Strategic
– Business transformation & improvement
– Innovation Squishy
– Sexier recruiting
© 2013 Wainhouse Research, Inc. All rights reserved. 7

8. Feature Barrier - Video
What UC Features are you currently trialing?
35%
30%
25%
20%
15%
10%
5%
0%
Source: Wainhouse Research, 2012 UC Survey
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9. Feature Barrier - Mobility
If you have a UC client on your device, what features do you use?
Smartphone Tablet
80%
69% 67%
70%
60% 56%
50% 48% 48%
44%
42%
40% 36%
39%
36%
30%
20% 23%
18%
10% 12% 13% 13%
9%
0%
IM and Audio Video Desktop / IM and Video Audio Desktop /
Presence App Share Presence App Share
Available Used Regularly
Source: Wainhouse Research, 2012 UC Survey
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10. Deployment
10
Source: Wainhouse Research, 2012 UC Survey
© 2013 Wainhouse Research, Inc. All rights reserved.

11. Complex Communications
Events
Group
Video
Voice – 2
party (PSTN)
Desktop Video
Impact
Desktop / App Sharing
Voice – 2 Party (On-Net)
Audio Conferencing
Social Enterprise
Instant Messaging and Presence
Content Creation and Management
Email
© 2013 Wainhouse Research, Inc. All rights reserved.
Volume / Reach 11

12. Vendors – Use Case
Events
Group
Video
Voice – 2
party (PSTN)
Desktop / App
Sharing
Desktop Video
Impact
Voice – 2 Party (On-Net)
Audio Conferencing
Social Enterprise
Instant Messaging and Presence
Content Creation and Management
Email
© 2013 Wainhouse Research, Inc. All rights reserved.
Volume / Reach 12

13. Summary
Full UC deployments are still the exception
Value prop includes hard, soft and squishy targets
Mobility and Video are the areas of focus
Deployment metrics lean towards the premises
Enterprises are thinking holistically
There is (growing) demand for solutions sale
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14. Your Guide to Survival
“It is not the strongest of the
species that survives, nor the most
intelligent. It is the one that is the
most adaptable to change”
…Charles Darwin
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15. Q&A
Bill Haskins
bhaskins@wainhouse.com
@whaskins
Asia
Make Smarter Decisions
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