How Consumers Drive a New Market for Mobile Conferencing Services

Mark Dzwonczyk Chief Operating Officer, Callvine Inc

Wainhouse CSP SummitOctober 12, 2010

Copyright © 2010, Callvine, Inc. All Rights Reserved

The 5 Billion Mobile Market Opportunity: How Consumers Drive a New Market for

Conferencing Services

Mark Dzwonczyk Chief Operating Officer, Callvine Inc

Wainhouse CSP SummitOctober 12, 2010


The Mobile Market: What Recession??

Growth to 5B subs = +2M subs per day

SAN FRANCISO

= combined population of Boston, San Francisco, & Austin

AUSTIN

BOSTON

Growth to 5B subs = +80K subs per hour

= daily passenger traffic in Logan Airport

Proprietary & Confidential

Smartphones begin to dominate in the US



Worldwide mobilebroadband subscriptions

Smartphones use data (not voice?)


CY2010 CY2011

90%

incr

ease

CY2011: 1B subscriptions

• But mobile-based VOIP is doubling each year:

15B mobile VOIP minutes in 2010By 2015, expected to be a $5B

“market loss” for voice minutes

• Average length of US mobile phone call continues to decrease:

2009: 1.8 mins2010: 1.6 mins


• US Text Messages approaching US Minutes:• 1.8T per year, increasing 33% in 2010• ~5B per day

• US texts send 14X Library of Congress equivalent in content each year

• Teens: 50 messages a day• Adults: 10 messages a day

And, of course, TEXTs



• Will the collaboration industry migrate its services to this market?

• YES, of course!Major players are adapting theirservices for the new mobility oftheir customers

So, what’s next in collaboration market??



• Will the collaboration industry migrate its services to this market?

• YES, of course!Major players are adapting theirservices for the new mobility oftheir customers

So, what’s next in collaboration market??


Mobility createsa fundamentally new market

New usage models

New Customers

New Revenue Opportunities

But, perhaps even better:Expand service offeringsto meet new needs for the market.


Mobile Professional Work Style

• Small screen, small keyboard• Integrated contacts & calendars• Unreliable connectivity & voice quality• Multi-tasking (travel)• Shorter, more urgent conversations,

voice or SMS:• Average cell phone call: 100 seconds• 3-martini lunch

replaced by 140 characters

Key Trends for this Market Opportunity



















The Blur of Work-Life Balance

• One phone, with multiple purposes, per Compunetix “Always on, always along”

• Multi-tasking of work & personal life, including multiple contact & calendar sources

• “The Free Agent” evolution,begun in 1980’s


• Create market pull by creating crossover opportunities from consumer behavior to business behavior:

1. Build a service that engages the consumer in us (for free);

2. And then drives value (revenue) for the professional in us.

The “Freemium” Approach



Free is a very compelling price!


1999: Fax moved online with free fax-to-email phone numbers. Millions of free subscriptions built the user base to drive today’s ~$250M annual revenue.

2003: Long distance phone calls became free, driving usage for outbound calling to achieve ~$800M revenue (2009).


Free Services, focused on Consumer• Group management,

from your own contacts• Group Texts: leverage existing SMS

plans for group distribution• “Group Calls” that are Urgent,

short, and have few participants: minimal friction for quick calls

• One number dial-in with auto-routing for dropped calls

• File broadcast (photos, txt)

Freemium Approaches in Collaboration


Paid Services, focused on Professional• “Me-Too” Service: just like any other

conference call service• Calendar Integration: Scheduled &

Recurring Calls• Call Management: pre, during & post

call• Call Recording & Transcription• Support larger groups• International dialing, including

localization• File sharing (document management)• Web Conferencing

Callvine Confidential

Standard Conference

Bridge Services

Callvine’s Innovative Service Wrapper Around a Standard Conference Bridge

Meeting Management

Outreach/Attendance

Call-out

Dial-in

• Attendee contact info• Schedule / set up of

calls – one-time & recurring• Calendar integration• Pre-planned groups

or ad hoc attendance

• Meetings start on time• Quickly, simultaneously,

assemble all participants, simultaneously

MOBILEAPPLICATION


• Free iPhone App download from iTunes• Android & Blackberry coming later this year

• No registration required: just download & use• Group Creation & Management using native

iPhone contacts• Group Text to unlimited number participants,

simultaneously• One-Touch Instant Call

• Dial-out Conferencing is the only method to create an “Instant Group Call”

• SMS & email also forwarded to participants with stanard dial-in and PIN code information, if necessary

Callvine Features to Address “Crossover Market”







































• 10-minute calls are free• Minimize friction for short, small calls

• In-App Pre-paid bundled minutes• Reinterpret per minute billing with “Group Call” size:

prepay per hour based upon groups of 5 (1-5, 6-10, …)• iTunes and other In-App pre-payment methods

• One-number dial-in with auto-routing• Scheduled Calls, with full calendar integration

• Native iPhone calendar integration, including recurence• Standard meeting invite sent to all participants

• Call Dashboard, by participant name• Mute, Hold, Hang-Up• Add new participant directly from iPhone contacts







































Callvine Confidential

Mark DzwonczykChief Operating Officer

Callvine, [email protected]

650-346-6275

THANK YOU!


Technology

How Consumers Drive a New Market for Mobile Conferencing Services