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Digital SignagePartner Summit
Bob O’MalleyInFocus CEOChairman CompTIA
My 45 Minutes of Fame
•What’s happening across the audio, visual and data industries that makes me believe that convergence is upon us?• How do vendors/manufacturers build
capability for the future of converged applications?• What should you be doing to prepare your
customers, your staff and your business model for the next wave of opportunity?
Digital Content Drivers* – 2010 & BeyondIP is the universal information conductorCE sets the price points, China is the manufacturerEvery display device is connected, is smart and is managed remotely Visual Collaboration Systems and Solution Elements need to be componentized to match their life cycleDelivery to mobile devices requires standardized Any2AnyContent becomes more valuable, needs to be re-purposed, communicated and shared across the enterpriseThe IT/AV channels accelerate migration to services
* Drawn from CompTIA/InfoComm Summit, July 2010
4
Managed Services Cornerstones*
MSPDemandGeneration
MSPSolution Offerings
RemoteManagement
& Hosting
MSP Financing
*Bob O’Malley at Tech Data MSP Summit, August 2007
5
Managed Services Cornerstones*
MSPDemandGeneration
MSPSolution Offerings
RemoteManagement
& Hosting
MSP Financing
*Bob O’Malley at Tech Data MSP Summit, August 2007
The Universal Utility Computing and Communications Model
6
Dimensions of Convergence?
Cost Professional Consumer
Infrastructure
Cloud
Connected
GUI
Customer
Open
Public
IP Network
Simple
IT
Closed
Private
Special purpose
Complex
AV
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Dimensions – What Wins?
Cost Professional Consumer
Infrastructure
Cloud
Connected
GUI
Customer
Open
Public
IP Network
Simple
IT&AV
Closed
Private
Special purpose
Complex
InFocus Confidential
InFocus: 24 Years of Display InnovationNumerous innovative industry firsts
Continued R&D investment in areas of projection and illumination
Full range of complementary display products, software
Leveraging ODM partners for mainstream platform development
Public to Private company in May, 2009
Polysilicon Multimedia Projector
Portable High-Resolution Projector1st DLP based projector
Sub 7lb.Projector
SXGA Reflective ProjectorFixed InstallHi-bright projector
Sub 5lb. Projector
2.9 1100 LXGA DLP7lb 2000L XGA DLP
LS110Home TheatreProjector
LP120 Sub 2 lbMobileProjector
SP7200 HD2 ProjectorX1 Cross-over Projector InFocus Light Engine
Mac Compatible LCD Panel
Color LCD Panel
Data Projector High-ResolutionLCD Panel
Notebook LCD PanelMultimediaLCD Projector
High-ResolutionActive Matrix Panel
VGA Compatible LCD Panel
1987 1988 1989 1991 1992 1993 1994
2001 2002 2003
1995 1996 19981997 1999 2000
Sub 3 lbMobileProjector1500 lumens
2004 2008Video over USB Projectors, more…
Sub 2.5 lbMobileProjector1800 lumens
2007
We
InFocus Confidential
InFocus: 24 Years of Display InnovationNumerous innovative industry firsts
Continued R&D investment in areas of projection and illumination
Full range of complementary display products, software
Leveraging ODM partners for mainstream platform development
Public to Private company in May, 2009
Polysilicon Multimedia Projector
Portable High-Resolution Projector1st DLP based projector
Sub 7lb.Projector
SXGA Reflective ProjectorFixed InstallHi-bright projector
Sub 5lb. Projector
2.9 1100 LXGA DLP7lb 2000L XGA DLP
LS110Home TheatreProjector
LP120 Sub 2 lbMobileProjector
SP7200 HD2 ProjectorX1 Cross-over Projector InFocus Light Engine
Mac Compatible LCD Panel
Color LCD Panel
Data Projector High-ResolutionLCD Panel
Notebook LCD PanelMultimediaLCD Projector
High-ResolutionActive Matrix Panel
VGA Compatible LCD Panel
1987 1988 1989 1991 1992 1993 1994
2001 2002 2003
1995 1996 19981997 1999 2000
Sub 3 lbMobileProjector1500 lumens
2004 2008Video over USB Projectors, more…
Sub 2.5 lbMobileProjector1800 lumens
2007
We Made Products
Worldwide Projector Sales & Forecast(Revenues, Millions USD, all projectors, Pacific Media Associates 3/10)
1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012
Revenue 330 912 1763 2763 4079 4418 5508 5630 5675 5702 6523 6584 6915 7137 6982 6695 7744 9933 11186
$1,000
$3,000
$5,000
$7,000
$9,000
$11,000
“First Growth Wave”notebooks, PowerPoint and
projector innovation
“Second Growth Wave”New era projectors
Trough ofcommoditization &
maturation
Worldwide Projector Sales & Forecast(Revenues, Millions USD, all projectors, InFocus, 5/10)
1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012
Revenue 330 912 1763 2763 4079 4418 5508 5630 5675 5702 6523 6584 6915 7137 6982 6695 6895 7102 7315
$1,000
$3,000
$5,000
$7,000
$9,000
$11,000
“First Growth Wave”notebooks, PowerPoint and
projector innovation
The Likely RealitySlow growth – 3% per year
12
For Example: InFocus
Leading ProjectorCompany
Leading Visual Collaboration Solutions
Company
1. Develop Solution Offerings for the channel to sell, or2. Sell products direct.
Vendors/Manufacturers have a choice:
Visual Collaboration Landscape
Data NetworkConnectivity and Manageability Video
Conferencing
Webinars
Static Standalone Power Points
Room to Room Virtual Collaboration
Video Broadcast Services
Video White boarding
AV Centric Applications
Digital Signage
Visual Collaboration Landscape
Data NetworkConnectivity and Manageability Video
Conferencing
Webinars
Static Standalone Power Points
Room to Room Virtual Collaboration
Video Broadcast Services
Video White boarding
AV Centric Applications
Digital SignageUC
15
Classroom & Conf Room Applications in 2011• Fixed Functions• Stand Alone
• Separate Channels• Proprietary Software
Digital Presentations
Digital White Boards
HD Video Conferencing
Digital Signage (Panels 50+”)
Systems sold in 2010Average price
6,850,000
$900
893,000
$2,000
300,000
$10,000
244,000
$7,500
Converged Room Solutions Technology: Virtualized Connectivity Visual Applications and Shared Content Channel Provided ServicesSource: Various 3rd Party Research Reports
16
Who Will Win In The UC Battle?
Who? Strength ?
The Network
The Workstation
The Personal User
The Cloud
17
Who Will Win In The UC Battle?
Cisco, Microsoft, Apple, Google…
or YOU?
18
Who Will Win In The UC Battle?
YOU, because:
•You are the last mile•You know your customers’ business•Your customers trust you as a solution provider and want a local throat to choke•UC comes together at the customer. It is Customer in, not supplier out.
If you want to, if you prepare for it, if you start now, and if you are willing to take some risk.
19
In my humble opinion, what you need to do is:
1. Know Your Customers and their needs, much better and broader. It is more important than knowing the latest technology.
2. Verticalize on your Customers, and horizontalize on technologies.
3. Embrace Customers with leading technology appetites. They are the initiators of change.
4. Acquire or partner for the skills you need, but do not have.
