© 2009 Verizon. All Rights Reserved. Last updated May 2012
Open Video Communications
The Learning Group
© 2009 Verizon. All Rights Reserved. Last updated May 20122
Verizon Proprietary and ConfidentialVERIZON PROPRIETARY AND CONFIDENTIAL
This document and any attached materials are the sole property of Verizon and are not to be used by you other than to gain knowledge necessary to performing your job as a Verizon employee. This document and any attached materials are FOR INTERNAL USE ONLY, and should not to be disseminated, distributed, or otherwise conveyed to anyone outside of Verizon.
________________________________________________________________The Verizon and Verizon Business names and logos and all other names, logos, and slogans identifying Verizon’s products and services are trademarks and service marks or registered trademarks and service marks of Verizon Trademark Services LLC or its affiliates in the United States and/or other countries. All other trademarks and service marks are the property of their respective owners.
© 2009 Verizon. All Rights Reserved. Last updated May 20123
Housekeeping
•Download and print the Participant Guide and notes for useful reference•Complete the course exam to receive course credit•Provide your feedback by completing the online survey•Email follow-up questions and comments to the instructor
4
Course Goal
Upon completion of this course, the participant will be able to define Open Video Communications
solution to position the service with customers.
5
Course Sections
Section 1: Visual Communications Marketplace Section 2: Open Video Communications ComponentsSection 3: PositioningSection 4: ProcessesResources
© 2008 Verizon. All Rights Reserved.
Month Year
For Internal Use Only
Section One Visual Communications Marketplace Overview
7
Section One Objectives•Upon completion of this section, the participant will be able to:– Describe the visual communications marketplace
8
Video Conferencing - A Required Tool
• Visual communications is becoming the critical element that allows businesses to work as a team by removing the time/distance barrier– Meet face to face– Enable natural communications– Enhance business process– Develop better working relationships
• Personal relationships are a key component in driving business performance
– Video builds 90% higher level of trust– Confusion and misunderstanding are reduced by 81%
A UCLA study suggests that as much as 93% of communication is non-verbal
…that means companies not using visual communications are working blindfolded
9
Video ConferencingMarket Sizing and Trends
• Immersive Video Conferencing worldwide revenue grew 24% to over $2.9b in 2010
• Worldwide Enterprise Network spending – Growth of 8.7% - stronger than 3.8% growth in 2011– VIDEO IS THE MAIN DRIVER FOR NETWORK UPGRADES
• The market for video services continues to be strong with an 18.5% CAGR from 2010 to 2015.
• The video bridging global revenue alone exceeds $150m annually
• Managed Conferencing services forecasted growth of ~20% from 2009 – 2014
© 2009 Verizon. All Rights Reserved. Last updated May 2012
Collaboration Tools Are Continuing to Evolve
10
IMQuick, short messages Instant
VoiceStandard communications Familiar
Audio & Web ConferencingDetailed explanations More data
In PersonFirst meetings, final contracts Most impact
E-mailNot time critical Pervasive
Room-Based HD & WirelessVisual Communications
• Critical negotiations between business partners
• Cross-cultural communications
• Access to field experts
• Expanded user base• “Life-like” images• Greater business
efficiency
SD Video ConferencingRelationship building Faster, more informed decisions
Collaboration ToolsWhen Value
PR
OD
UC
TIVITYIN
TER
AC
TIV
ITY
© 2009 Verizon. All Rights Reserved. Last updated May 201211
Current Challenge: “Islands of Communications”
Desktop Tablet
Customer A - a Bus Partner of Custs B & C
Customer CCustomer B
Verizon MPLSBT MPLS
PIP/MPLS
CorpHQ
CorpHQ
PublicIP
Work at Home
CorpHQ
PIP/MPLS
Field SME
How to support users with different devices, behind
different networks, connected to
different exchanges?
PIP/MPLS 4G Wireless
Field Office
PIP/MPLS
Verizon MPLS
Verizon Video Exchange
BT Video Exchange
Field Office
PIP/MPLS
PIP/MPLS
PIP/MPLS
Check Your Knowledge: Section 1
PROPERTIESOn passing, 'Finish' button: Goes to Next SlideOn failing, 'Finish' button: Goes to Next SlideAllow user to leave quiz: After user has completed quizUser may view slides after quiz: At any timeUser may attempt quiz: Unlimited times
© 2009 Verizon. All Rights Reserved. Last updated May 2012For Internal Use Only
Section TwoOpen Video Communications Components
14
Section Two Objectives•Upon completion of this section, the participant will be able to:–Describe the components of Open Video Communications
Announcing Open Video Communications• Available for sale as of May 14th
• External kick-off June 4th
• Significantly enhances current Immersive Video solution to include:
– Open standards based end points– Interoperability– Connectivity to the public internet– Instant video capabilities– Flexible Pricing model
• Delivers features no other carrier can support today
• Analysts believe Verizon has the right long term strategy
© 2009 Verizon. All Rights Reserved. Last updated May 2012
Open Video Communications
CiscoTP System
2011 2012
CustomerA
CiscoTP System
CustomerB
CiscoTP System
MPLS
VIVE
CustomerA
CustomerB
Tata Communications
CiscoTP System
Cisco’s Exchange
CiscoTP System
Telefonica
CiscoTP System
BT
CiscoTP System
Orange
CiscoTP System
Tata Communications Cisco’s Exchange
MPLS
VIVE
CustomerC
CiscoTP System
InternalRooms
CiscoTP System
Public Internet
CustomerC
RemoteUser
Polycom Tandberg
Tandberg
Open StdSoft client
• Pricing• MRC for all end points
• Usage• MRC for end points supported with
proactive management
• Supported End Points• Cisco TP
• Supported End Points• Cisco TP• Tandberg• Polycom
• Other open standards. end points
• Pricing• Usage only
• MRC for end points supported with proactive management
© 2009 Verizon. All Rights Reserved. Last updated May 2012
Key Service Updates
Immersive Video Conferencing Service Open Video Communications Services
Cisco Endpoint Support Open Platform (Cisco, Tandberg, Polycom)
Private IP Access Only Public and Private IP Access
Reserved Conferences Only Reserved and Instant Meeting Support
Cisco Only Network Architecture Multi-platform Network Architecture
Boardroom Focused Desktop, Boardroom, Remote Focus
17
Open Video Communications Network
PROPERTIESAllow user to leave interaction: After viewing all the stepsShow ‘Next Slide’ Button: Show upon completionCompletion Button Label: Next Slide
© 2009 Verizon. All Rights Reserved. Last updated May 2012
Service Options
19
When considering our Open Video product, customers can subscribe to:
Open Video Hosted Bridging Service Supports B2B calls for customers who are members of VZ’s Open Video exchange Supports intra-company, multipoint calls for customers who have not purchased bridging equipment
and/or require inter-op capability between Cisco and Standards-based endpoints Provides robust and flexible Directory Options Service levels:
– Standard – minimal attendant support– Premier – full attendant support for call launch and call management– Instant – reservation-less, unattended service
Premier Plus Managed Service Ensures the operational readiness of the customer’s video conferencing environment
– VZ partners with York Telecom to provide 24x7 monitoring of customer’s endpoint &/or infrastructure equipment– VZ’s VNOC/VHD serves as the customer’s first and only POC– Provides software updates and release changes
Open Video Hosted Bridging Service + Premier Plus Managed Service Ideally, we want customers to use our bridging service AND let us manage their video conferencing
environment
© 2009 Verizon. All Rights Reserved. Last updated May 2012
A Complete Video Conferencing Solution
FeaturesPremier Plus
Managed Service
Premier Plus Managed Service
+ Open Video Service
Call Scheduling – via Portal (VZ Hosted Svc) X
Call Scheduling – via Phone (VZ Hosted Svc) X
Call Launching: OBTP / Attendant Svc / Instant Video X
Inter-Operability - Cisco to Open Standards B2B X
Attendant Call Hosting & Monitoring X
Call Scheduling - on Customer’s CPE1 X X
Usage & Trouble Reporting2 X X
24x7 Monitoring of Endpoint/Infrastructure Equipment X X
Remote “Break/Fix” Support X X
Dispatch for On Site CPE Maintenance X X
Tiers 1, 2 & 3 Incident Management X X
Software Updates / Release Management X X
System Performance Reporting X X1 Capability depends on level of integration desired.
2 Level of Call Detail reporting will be determined following review of customer-provided equipment .
Premier Plus Managed Service can be provided with Verizon’s Open Video service, or purchased separately.
© 2009 Verizon. All Rights Reserved. Last updated May 2012
Select the “Call Experience”
22
Standard Service Description Benefit
Help Desk Support 24x7 support for questions and issues (incidents) On the spot resolution of issues
Pre-Call Readiness Check
• Participant endpoint check• Troubleshooting, if required• VNOC Attendant available to the call leader
• Fewer call mishaps• Faster end user adoption
Call Level & Service Reporting Provides monthly service and usage data
• Helps manage usage across the enterprise• Provides ROI proof points • Facilitate network planning/capacity analysis
Premier Service* Description Benefit
Meeting Manager Provides call plan/execution Provides best overall experience for requestor, leader & participants
Attendant Support • Provides “meet & greet” service• Available for call duration
Increased productivity due to meetings running more efficiently
In Call Monitoring • Confirms all participants are connected• Monitors call for issues
• Fewer call mishaps• Faster end user adoption
Instant Meetings Description Benefit
Reservation-less Service
• Provides Leader and Participant pass codes• Launch calls without prior scheduling
Enables convenient on the spot collaboration and decision-making
* Includes all “Standard” level features
Open Video Features for Standard, Premier and Instant Video Service Levels
PROPERTIESAllow user to leave interaction: After viewing all the stepsShow ‘Next Slide’ Button: Show upon completionCompletion Button Label: Next Slide
Premier Plus: Features
PROPERTIESAllow user to leave interaction: After viewing all the stepsShow ‘Next Slide’ Button: Show upon completionCompletion Button Label: Next Slide
© 2009 Verizon. All Rights Reserved. Last updated May 201225
Directory Options
Customized to support the level of privacy you desire...
Number of Sites Listed
Level of PrivacyHigh Low
InternalDirectory
• Lists all sites that are
registered with Verizon
• Only visible to Customer and
Verizon• Allows all internal users to see all sites
• Not visible to any Exchange
members
Business PartnerDirectory
• Subset of Internal Directory
• Shared only with trusted Business
Partners• Not visible to other Exchange
members
PublicDirectory
• Sites that are visible to all
members of the Exchange
Many
Few
Three Types of Directories Available
Check Your Knowledge: Section 2
PROPERTIESOn passing, 'Finish' button: Goes to Next SlideOn failing, 'Finish' button: Goes to Next SlideAllow user to leave quiz: After user has completed quizUser may view slides after quiz: At any timeUser may attempt quiz: Unlimited times
© 2009 Verizon. All Rights Reserved. Last updated May 2012For Internal Use Only
Section ThreePositioning
28
Section Three Objectives•Upon completion of this section, the participant will be able to:– Define the value proposition to position the Open Video Communications solution
Why Verizon?Carrier Grade Network / Robust Video Platform / Service & PS Support
UC ServerUCM, OCSIBM Lotus
TandbergTP System
CiscoTP System
HD RoomIP Video
Managed ServicesVisual Communications Professional Services
MPLS
Open Video Exchange
Wireless
FIOS
VPNA
VPNB
TandbergHD System
Other Carrier Exchanges
Global network reach
Open Standards Based Bridging
Interoperability between Open Standards and Cisco TP
Support for devices on PIP/ MPLS or Internet
HD Instant Meeting Service
Positioned to leverage cloud based platform to enable any to any connectivity
Better Customer Experience
Prospect Continuum
PROPERTIESAllow user to leave interaction: After viewing all the stepsShow ‘Next Slide’ Button: Show upon completionCompletion Button Label: Next Slide
Prospecting Guide: Leading Questions
PROPERTIESAllow user to leave interaction: After viewing all the stepsShow ‘Next Slide’ Button: Show upon completionCompletion Button Label: Next Slide
Case Study: Educational Vertical
PROPERTIESAllow user to leave interaction: After viewing all the stepsShow ‘Next Slide’ Button: Show upon completionCompletion Button Label: Next Slide
Case Study: Financial Vertical
PROPERTIESAllow user to leave interaction: After viewing all the stepsShow ‘Next Slide’ Button: Show upon completionCompletion Button Label: Next Slide
Competitive Landscape
PROPERTIESAllow user to leave interaction: After viewing all the stepsShow ‘Next Slide’ Button: Show upon completionCompletion Button Label: Next Slide
Check Your Knowledge: Section 3
PROPERTIESOn passing, 'Finish' button: Goes to Next SlideOn failing, 'Finish' button: Goes to Next SlideAllow user to leave quiz: After user has completed quizUser may view slides after quiz: At any timeUser may attempt quiz: Unlimited times
© 2009 Verizon. All Rights Reserved. Last updated May 2012For Internal Use Only
Section FourPricing and Processes
37
Section Four Objectives•Upon completion of this section, the participant will be able to:– Identify the pricing and processes associated with Open Video Communications
© 2009 Verizon. All Rights Reserved. Last updated May 201238
Open Video Flexible Pricing
Open Video calls are charged on a per minute of use basis according to the following:
• Duration of the call• Connecting speed (bandwidth used by the
participating endpoint• Level of Concierge service chosen (for Scheduled
calls): Standard or Premier
Instant Meeting rates reflect the convenience of a reservation-less, unattended service.
Premier Plus Managed Service is charged monthly based on the type & quantity of endpoints that are Managed
• No additional monthly fees for Management of infrastructure devices (bridges, gatekeepers, etc.)
“Pay As You Go” and only for what you use
Devices requiring less bandwidth pay lower rates – broader participation/better ROI
No set-up fees for initial on-boarding
All-in-one pricing for Managed Service
Pre-Sale Process for Open Video Communications
PROPERTIESAllow user to leave interaction: After viewing all the stepsShow ‘Next Slide’ Button: Show upon completionCompletion Button Label: Next Slide
© 2009 Verizon. All Rights Reserved. Last updated May 2012
Contract Specifics• Typically the Open Video Communications Service Attachment will serve as an
addendum to an enterprise customer’s Master Service Agreement– Pricing for Open Video and Premier Plus Managed Service is included in the
Service Attachment – there is no separate Service Guide– Customer may contract for something other than “list rates”
• Effective with launch of Open Video, no new Immersive Video contracts– IMV service is “grandfathered” to current customers
• Customer must sign an Open Video contract to use the Open Video Hosted Bridging service or Premier Plus Managed Service– Existing Traditional (Legacy) Video and/or Immersive Video (VIVE) customers
will not automatically migrate to Open Video service
• High level “Customer Responsibilities” are included in the Open Video Service Attachment
• Early Termination fees will apply for customer’s subscribing to Premier Plus Managed Service
40
Post Sale Process
PROPERTIESAllow user to leave interaction: After viewing all the stepsShow ‘Next Slide’ Button: Show upon completionCompletion Button Label: Next Slide
Check Your Knowledge: Section 4
PROPERTIESOn passing, 'Finish' button: Goes to Next SlideOn failing, 'Finish' button: Goes to Next SlideAllow user to leave quiz: After user has completed quizUser may view slides after quiz: At any timeUser may attempt quiz: Unlimited times
© 2009 Verizon. All Rights Reserved. Last updated May 201243
Activity Exam and Survey – Learning Home
1. Click on the course title as it appears in you’re My Learning (Current and Planned) transcript.
2. After clicking on the course title, click on the Launch icon to take and complete the Exam. You can also click on a separate Launch icon to complete the Course Survey.
1
2
© 2009 Verizon. All Rights Reserved. Last updated May 2012
Thank [email protected] Learning Group
© 2009 Verizon. All Rights Reserved. Last updated May 201245
Further Resources•Global Product Availability:
– Insite/Product Availability Matrix– https://insite.mcilink.com/ProductMatrixForm.aspx
•Ask Products– http://askproducts.vzbi.com/
•Export Compliance:– Insite/Products/Programs and Tools/Export Compliance
•Global Market and Competitive Intelligence– http://intelligence.vzbi.com
© 2009 Verizon. All Rights Reserved. Last updated May 2012
Appendix
Open Video Communications Frequently Asked Questions
PROPERTIESAllow user to leave interaction: After viewing all the stepsShow ‘Next Slide’ Button: Show upon completionCompletion Button Label: Next Slide