Video Solutions Group Competitive Overview

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Video Solutions GroupCompetitive Overview

• 11th of March 2009
• Chantal Smith EMEA VSG Product Marketing Manager
• chantal.smith_at_polycom.com

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Competitive Agenda

• Video Competitive Landscape - Solutions and
  Endpoints
• Video Endpoints
• LifeSize
• Sony
• Tandberg
• Infrastructure
• Tandberg Solution Positioning
• Polycom Solution Silver Bullets

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Video Competitive Landscape - Enterprise
Video Solution Vendors
Endpoint Vendors
Team China
Partner with RAD for infrastructure
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Polycom vs. LifeSize
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LifeSize Portfolio Today
200
200
200
200
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LifeSize Endpoint Product LineHigh Definition
Video Communications and Telepresence
Conference line
Express
Room line
Team line
LifeSizeRoom 12,999
LifeSizeConference Room 39,999
LifeSizeTeam MP 8,999
LifeSizeTeam 200 10,999
LifeSizeRoom200 16,999
LifeSizeConference 200 49,999
LifeSize Express (4,999) 5,999 US with
camera 5,999 in EMEA 4,399 in EMEA 6,999 in
EMEA
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LifeSize Product Weaknesses Room, Team, Express
LifeSize Room and Team
LifeSize Express
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New -LifeSize Room 200 and Team 200
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LS 200 Series vs HDX Series
Polycom Competitive Matrix LS 200 vs HDX Series

• Data Sheet and Reality two different things!
• Testing in Polycom competitive lab shows audio
  and video quality to be severely lacking
• Have to re-boot and load the UI to go from 720 to
  1080
• Severe interlacing issues with 1080i
• Could not get the Room 200 to do 1080p
• Same poor camera
• No audio improvement
• No lost packet recovery technology

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LifeSize Competitive Tools on Sales Portal

• http//src.polycom.com/competitive/telepresence-vi
  deo/Pages/default.aspx
• Existing competitive material - LS Room, Team and
  Express
• Competitive Traps for LifeSize Series (pdf)
• LifeSize competitive comparison sales training
  (ppt)
• LifeSize Company Overview
• New Material - LS 200 Series
• Competitive Response to LS 200 Series press
  release (word doc)
• Rebuttal to LS FUD on 8006 (ppt)
• Video capture of LS Room 200 at 1080i
• In the pipeline
• Side by side video captures LS vs PLCM

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Polycom vs. Sony
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NEW - Sony Product Weaknesses PCS XG 80
Sony PCS XG 80
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Sony Product Weaknesses HG90
Sony HG90
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Sony Product Weaknesses TL33
Sony PCS TL33
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Sony PCS-XG80 vs Polycom HDX 8006

• Testing in progress
• Negatives
• Point product only
• Cannot be managed centrally
• No solution story transactional sale only
• Reboot between 720p and 1080i
• 720p requires 2Mbps minimum
• Lack of channel strategy
• No 4CIF, No ISDN, No v.35
• Only 2 video outputs
• Only 1 proprietary cam input
• Greyish tint to video
• Noticeable latency

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Polycom vs. Tandberg
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Tandberg Endpoint Product Weaknesses
6000 MXP
Tandberg Edge 95
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Codian 4500 Product Weaknesses

• List specific demos

TAA/Codian 4500
MSE 8000
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TAA Portfolio Yesterday TMS in the Core
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TAA Portfolio Today (VCS in the Core)
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So.What is TANDBERG VCS?

• Tandberg Video Communication Server (VCS) is a
  multi application device consisting of 3
  different applications
• Tandberg Control
• Tandberg Expressway
• Tandberg FindMe
• Note that each application is packaged and sold
  on separate servers with separate part numbers
  and pricing

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TANDBERG VCS Control

• VCS provides internal control and administration
  of the video network for all SIP and H.323
  endpoints
• SIP proxy/registrar and call control, presence
• SIP/H.323 gateway
• IPv6 to IPv4 interworking
• H.323 gatekeeper
• Supports up to 2500 registered devices
• 500 non-transversal, 100 transversal
• Clusters up to 6 VCS with TMS for scale

VCS Control
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TANDBERG VCS Expressway and FindMe

• VCS Expressway
• Enables firewall traversal for both SIP and H.323
  endpoints
• H.460 and STUN compliant
• 2500 registered devices, 100 concurrent
  transversal calls

Two box solution one inside the network, one
outside (DMZ) means single point of failure

• FindMe, FollowMe
• Enables users to forward incoming calls (no
  answer, busy ) to up to 5 devices
• 3G, SIP, H.323

FindMe, FollowMe
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The Issue with VCS in the Core Lack of
Capacity, Scale and Redundancy

• Underpowered PC platform with weak redundancy
  option

Top Three Issues Capacity Chained not
clustered! There is no virtual IP for the
cluster, they are not seen nor treated as a
single pool. If one server goes down, capacity
decreases by equivalent. Scale 6 separate IP
devices to manage and maintain - equivalent to 1
CMA. Redundancy - Single point of failure with
the VCS master - also, requires TMS Agent
(chargeable option) Note TMS also suffers from
lack of redundancy options
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VC2 Reference Architecture HDX v2.5, RMX v4,
CMA v4 and DMA v1
HDX
Conference Room
Telepresence
Executive
Personal
CMA
Firewall
RMX
Management
DMA
Conference Platforms Management
Recording Streaming
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Basic Video Network Deployments

• Core video infrastructure building blocks

HDX Series UltimateHD Telepresence and Video
Endpoints
Small to Medium Video Networks
Growth Enabler for Pervasive Video
CMA 4000/5000 Centralized scheduling and
management of video resources, Video Desktop
Client, Gatekeeper
RMX Series HD Multipoint Bridging
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RMXv4, CMA, DMA, HDXv2.5 are your VC2
Competitive Game Changers

• DMA 7000
• Next Gen call distribution
• Scale and high reliability for up to 1200 RMX
  ports
• Zero competition!

• CMA 4000/5000
• Scalable HD desktop video
• Simple to deploy and manage
• Centralized management of the customer experience
• Provides presence, buddy list, and profile based
  provisioning
• Integrated HD Desktop video client, integrated
  gatekeeper
• Robust h/w platform, redundant power, auto fail
  over

Scale and Reliability

• RMX 2000 v4
• Industry first 1080p bridge HD CP
• Fixed or flexible ports/resources
• Unsurpassed quality and reliability

Enables Pervasive Video with common
provisioning and management

• HDXv2.5
• Presence and Buddy list in VC2 mode
• Group provisioning

Quality, Flexibility and Scale
Ease of Use
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RMX v4 KEY DIFFERENTIATORS

• RMX v4 now trumps Codian 4500, Tandberg MSE 8000
  and RAD Scopia!
• FIRST bridge in industry to support 1080p/30 fps
  and 720/p60fps
• ONLY bridge to scale up to 800 audio ports, 160
  CIF ports, or 60 SD on single platform without
  cascading!!
• Unsurpassed scale and redundancy when paired with
  DMA
• MOST flexible and cost effective in mixed
  CIF/SD/HD customer networks (per port) ONLY
  bridge to support fixed and flexible mode

• Only bridge to provide lost packet recovery (LPR)
• Beats Codian Clear Vision by providing highest
  resolution possible (even in CIF/CIF call)

RMXv4 doubles capacity
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CMA 4000/5000 KEY DIFFERENTIATORS

• Polycom CMA in a Unique Position compared to
  Tandberg TMS
• Superior reliability and redundancy with Dell
  quad core, redundant PS, hard drive and CPU
• Second CMA in hot stand by mode for complete s/w
  redundancy
• Superior scale, up to 5000 thousand endpoints or
  desktop clients
• Scaleable video desktop client integrates with
  entire Polycom portfolio including immersive
  telepresence
• Unique embedded gatekeeper more cost effective
• Manages the customer experience (presence, buddy
  list, profile-based provisioning) as opposed to
  devices as does TMS

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DMA 7000 KEY DIFFERENTIATORS

• Zero competition to DMA today in the industry
• Next Generation call distribution
• Unique network based application for managing and
  distributing multipoint calls
• Provides unsurpassed high reliability for RMX up
  to 1200 virtual pool of ports
• Load balancing, route around outages
• Reduces administrative overhead by providing auto
  failover (VoIP, PSTN, 323 and SIP)

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HDX v2.5 KEY DIFFERENTIATORS

• Acknowledged as industry-leading HD codec on
  market today
• Widest range of HD solutions at multiple price
  points, from personal to room to immersive
• Provides standards-based Ultimate HD (HD video,
  audio and content)
• Unique packet loss recovery technology (LPR)
• Direct integration with leading Polycom voice
  poducts (SoundStructure, IP 7000)
• Version 2.5 offers VC2 mode ease of use, with
  presence and buddy list UI

HDX 8006 1080p 30 fps 720p 60 fps
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Distributed vs Centralized Video Network Design
Distributed Network
Centralized Network

• Distributed Network
• Single point of control
• Resilient end-to-end network design
• Traffic management options
• Controls WAN costs
• Add as you go to scale
• Smaller data center footprint

• Centralized Network
• Single point of control
• Single point of failure
• Backhauling BW-intensive video
• QoS Potential Impacts
• Mounts WAN costs
• Upfront commitment
• Larger data center footprint

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Polycom Distributed ArchitectureCentrally
Managed , Globally Distributed w/ Redundancy

• Decentralized Functions
• Media Traffic (HD Video)
• Off-net Access (NAT/Firewall)
• PSTN/ISDN Gateway
• Local Resources Scheduling
• Regional Customization

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Tandberg Architectural Weaknesses - Centralized

• Centralized with No Redundancy
• Network Operations
• Admin/Management
• Media Traffic (HD Video)
• Gateway Services
• SIP Proxy/Registrar
• Off-net Access, NAT/Firewall
• PSTN/ISDN GW

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SUMMARY -Silver Bullets that Tandberg DOES NOT
HAVE!
Polycom now delivering VC2 UNIQUE Benefits!

• HDX Series
• The largest portfolio of HD endpoints
• VC2 mode unique presence-based buddy list and
  group provisioning
• RMX 2000
• The only 1080p bridge on the market
• The most flexible (fixed or variable ports)
  bridge on the market
• The only bridge that can scale up to 180
  video/800 audio users on single platform without
  cascading
• DMA
• The only solution on the market today for
  managing and distributing MCU calls
• Unrivalled scale and reliability for up to 1200
  ports
• CMA
• The only integrated solution that includes
  scheduling, mgmt, gatekeeping and video desktop
  client on single platform
• The only management solution with high reliability

Ease of Use
Quality, Flexibility and Scale
Scale and Reliability
Enables Pervasive Video with common
provisioning and management
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Competitive Portal on PRC

• http//portal.polycom.com/portal_web/polycom.porta
  l?_nfpbtrue_pageLabelpolycom_competitive_infoc
  urrentNavMenuItemCompetitiveInformation

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Transforming traditional video conferencing into
tomorrows visual communications
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THANK YOU