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UCC Vendor Landscape
2012
Dave Michels
Marty Parker
Blair Pleasant
Best of Breed vs. Suite?
Telephony/ Switch*
Messaging/
Presence/
Search **
Conference/
Collab
Mobility
SPs/Hosted
Other (Partial List)
Aastra
ADTRAN
ALU
Avaya
Cisco
Digium
Inter. Intell.
Mitel
NEC
Shoretel
Siemens Ent Comm
Toshiba
Zeacom
Zultys
AOL
IBM/Lotus
Microsoft
Yahoo
UM/UC:
AVST
Esna
WebEx (Cisco)
Interwise
Lifesize
Radvision
Polycom
Sonexis
Oracle
Vidyo
Skype
RIM
Nokia
Motorola
Apple
AT&T Telstra Verizon Orange IntelePeer CallTower BizCom Alteva Aptela Broadsoft Cypress eZuce Fonality RingCentral Packet 8 Smoothstone Google Intermedia
Many others…
SBCs, Gateways: Audiocodes NET Acme Packet Devices and Headsets: Plantronics GN Netcom Jawbone Sennheiser Polycom snom Professional Services/SIs
*All are in multiple categories
** Most are in multiple categories
Vendor UC Offerings
Vendor Product Features
Aastra Clearspan, MX-One Integrated Mobility, open standards
ALU OpenTouch, OmniTouch UC Suite Dynamic enterprise, multimedia sessions
Avaya Avaya Aura, Flare experience SIP Session Management
Cisco Jabber, WebEx, Quad, Cius Social, mobile, virtual, visual
Inter Intell Customer Interaction Center, IPA “All in One” platform, CaaS hosted offerings
Mitel MCD, MAS, Mitel Anywhere Freedom Architecture, Virtualization,
NEC Univerge 3C Service-oriented enterprise software
Shoretel Shoretel Voice Switch, Communicator All in one, appliance based, M5
Siemens OpenScape UC Suite & Server, Fusion SW based, open; Multiple PBX integrations
Zeacom Zeacom Communication Center UC + UM + CC + Mobility; SMB focus
IBM Sametime, SUT, Connections, IBM Cloud Partner with switch vendors today
Microsoft Lync, Office 365, Lync Online, Skype
Partner with and compete with switch
vendors
Strengths Commitment to openness and standards
Global presence & local expertise
Large Higher Ed vertical
Consistent financial performance
Diverse product line
Challenges Decentralized marketing
Diverse product line
Inconsistent regional products offers
Brand recognition
Strengths Extensible multi-capabilities architecture
Global footprint, large installed base
Strong networking solutions
Innovation
Challenges Market coverage in N. America
The future of enterprise division is unclear
Disruption from Genesys sale
Strengths SIP SIP SIP SIP SIP
Large combined installed base (Avaya + Nortel)
Contact center
Product line - SMB-enterprise, apps, Radvision, network
Challenges Will Nortel customers move forward with Avaya?
Future product roadmap will take work
Lots of changes for customers
Have to continue building channel, train Nortel channel
Strengths VoIP to UC to Collaboration
Video Everywhere - Cius, AppHQ
Cloud, virtual offerings
Dominant IP network position
Strong distribution & channel
Challenges Still weak in low end/SMB
Perceived as more expensive
Perceived as walled garden
Proving the value of video
Confusing conferencing products
Strengths Asterisk branding, Switchvox product
Market share via low price
Open source platform
Turnkey simple UC - all in one
Challenges Open source vs. proprietary appliance
Multiple complex products
Generally confined to SMB - could change
Strengths Strong social business offerings
Large base of IM/presence, e-mail
Relationships with switch vendors
Account control
Challenges Lotus brand is losing mindshare
Lack of UC market share
Enterprise voice and call center products
Weak SMB penetration
Track record with Voice
Needs partners for full voice capabilities
Strengths All in one solution; ease of implementation and management
Successful cloud offerings - CaaS delivery model
Business/Communication process automation
Financial growth
Challenges All-in-one solution difficult to operate
Perceived as contact center vendor
Strengths Leading share in IM/presence, e-mail, Office apps
Integration w/ Office, AD, Exchange, SharePoint
Perceived Lucrative Pricing
Cloud offers - Office 365/Lync; Skype
Free IM - Office Suite, Windows Live, Skype
Challenges Co-opetition with other Call Manager vendors
Contact center offerings via partners
Weak Mobile
Experienced Competent Channel
Complex pricing
Strengths UC apps
Virtual Desktops, Virtual Servers
Endpoints - support SIP, plus Mitel features
Cloud, premise, hybrid, managed service offerings
“Freedom” architecture
Challenges Brand awareness – perceived as voice and hospitality
Channel not as savvy as product requires
No strong video partnership
No Distribution Partner
Perceived as SMB
Strengths Broad range of product offerings
Vertical market focus
Products available worldwide
Appliance packaging reputation
Challenges Licensing structure has been confusing to resellers and customers
Revamping portfolio to “3C” - broader skill sets required in channel
Weak Top Down Marketing
No Distribution Partner
Strengths Low TCO value proposition
Customer satisfaction ratings
Simple deployment and management
Wireless solutions with ShoreTel Mobility
Challenges Much smaller vendor than its competitors
UC portfolio limitations for large enterprises
M5 alignment with channels
Strengths Very open - architecture, standards, all sw approach
Broad portfolio
OpenScape Fusion, including Google Apps
Mature cloud offering
Aggressive pricing
Challenges Market and mindshare in N. America
Likely about to rebrand
Revamping vertical marketing
Build channel in N. America
Questions?
Dave Michels [email protected] twitter: @DaveMichels Marty Parker [email protected] twitter: martyparkerUC Blair Pleasant [email protected] twitter: bplez
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