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The UC Summit is considered the industry-leading event for unified communications. With only 120 invited guests, UC experts come to share, learn, and weigh in on the latest applications, trends, and challenges. Paul Hillman attended for the 3rd consecutive year, and on June 6th summarized The Summit’s top sessions and findings for Michigan IT directors and executives. Attendees learned the pros and cons of: • Cisco • Avaya • IBM • Mitel • ShoreTel • Digium • Microsoft Paul also highlighted pertinent whitepapers and studies, including Phil Edholm's controversial findings on value of video in the enterprise-and what responsibilities and work roles that are enhanced, or not enhanced, by video. View Paul’s slide deck today And for more information on this or other topics, visit our blog at www.cdhtalkstech.com.
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C D H
C D H Views from the UC Summit
June 2012
C D H Quick Facts
About Us• 22nd Year• Grand Rapids &
Royal Oak• 30 Staff
Approach• Vendor
Independent• Non-reseller• Professional
Services Only
Partnerships• Microsoft Gold• VMware Enterprise• Citrix Silver• Cisco Registered• Novell Gold
C D H Expertise
C D H Get Social with C/D/H
C/D/H Talks Tech C/D/H Tweets Tech
C D H Meet Your Presenter
Paul [email protected]
C D H Agenda
• When is Video Valuable?• Eliminating Meeting Tourists with Video• Video/UC Convergence• What should you do?
C D H Types of WorkersKnowledge Workers
Information (Task) Workers
Service Workers
Definition • Interaction and information
• Unstructured Process• Undefined Outcomes• Personal Workflow
• Structured Process with Information controllingflow
• Defined Outcomes• No Personal Workflow
• Structured Process• Do not use information to
structure their job• Information is only
gathered
Examples • Engineers• Executives• Salespeople• Managers
• Contact Center/ Agents• Bank Tellers• Nurses• Policeman
• Hotel Maid• UPS Driver• Refuse Engineer• Taxi Driver
US 15-25% 35-45% 25-45%
World 10-15% 25-40% 55-70%
WorkforcePercentages
Basis/Sources: Number of PCs – Gartner – 800M of 1.6B total – 50% Knowledge Workers World Workforce Size – World Bank “Labor Force” US “Know/Info” Worker % - Wolff/Growth of US Information Workers – 65%
C D H You might be a ____ if ____
• Do you have an assigned PC that is for your exclusive use?
• Do you take your PC with you outside the office?
• Do you manage your own time commitments?
• Do you use computing devices that are shared with others?
• Are your computing devices special for your job?
• Are the computing devices you use located in specific work areas?
Yes Yes
You might be a Knowledge Worker
You might be an Information Worker
Types of Migration to Unified Communications
Task Value of Collaboration Tools
Different Media Deliver Different Results
Media Modalities and Relationships
SellingCollaboration
Task BasedCollaboration
Collaborative Modalities
Collaborative Tools Use Among Worker Types
Asian Collaboration Emphasizes Visual Communications
C D H Current Video Solutions
Telepresence
Executive VideoRoom Systems
C D HFilling the Occasional Selling
Collaborator GapThe Middle Video Opportunity
Telepresence
Executive VideoRoom Systems
The Occasional Selling Collaborator
What is the “Occasional Selling Collaborator”?
Value of Video to the Occasional Selling Collaborator
Comparing the Occasional Selling Collaborator Video to Executive Video
C D HReducing Meeting Tourism
with Video
• Meeting Tourists are in most meetings• Not there to contribute• Comes on at the beginning then is quiet• 20%+ of meeting attendees are Tourists
C D HDavid Grady:
The Conference Call
http://www.youtube.com/watch?v=zbJAJEtNUX0
C D H Eliminating the Tourists
• With video the Meeting Tourist is visible• Lack of participation is obvious• Eventually Tourists do not show up• Meetings become structured
– Item times– Variable attendance
• Recording and Replay is Critical
C D HAnalyzing the Value of Tourist
Reduction
• Value Assumptions– 3 hours out of 9 hours in daily meetings - 34%
of time
– 50% are large group meetings - 17% of the time
– 20% of the attendees are tourists
– 3.4% of total employee time
– Average employee cost is $175K
• $7,000 lost value per employee
C D HUC/Voice and Video Convergence
Drives Installed Base Change• Using Guestimates of installed bases• Determine where the current and future convergence centers lie• Opportunity in helping your customers converge
Over 60% of the Installed Base MAY change either Voice/UC or Video Vendors
Guestimates of NA Installed Base Share‐ 2012
C D H Conclusions
• Moving video out of the closet creates great value– Middle video for commitment and resource
management– Meeting video to eliminate “Meeting Tourists”– Can be a cultural change
• Will drive real UC Voice/Video convergence– Will result in less overlay video and more UC
integrated video– Will result in industry consolidation
C D H What should you do?
• Formulate a convergence/migration strategy
• Define which transitions you are going to leverage
• Consider whether a cloud video/UC offer is an area for your business
• Build value propositions for UC/video convergence for your customers
C D H Best of Breed vs. Suite
C D H Vendor Offerings
C D H Cisco
C D H Avaya
C D H IBM
C D H Mitel
C D H ShoreTel
C D H Digium
C D H Microsoft
C D H
Grand Rapids15 Ionia SWSuite 270Grand Rapids, MI 49503p: (616) 776-1600
Royal Oak306 S. Washington Ave.Suite 212Royal Oak, MI 48067p: (248) 546-1800
Thank You
www.cdh.com