2. Verizon Proprietary and Confidential
VERIZON 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
Verizonâs 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.
2
Š 2009 Verizon. All Rights Reserved. Last updated May 2012
3. 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
â David.Laney@one.verizon.com
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Š 2009 Verizon. All Rights Reserved. Last updated May 2012
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.
4
7. Section One Objectives
⢠Upon completion of this section, the participant will be
able to:
â Describe the visual communications marketplace
7
8. Video Conferencing - A Required Tool
A UCLA study suggests that as much as 93% of communication is non-verbal
⢠Visual communications is becoming the critical element that allows
businesses to work as a team by removing the time/distance barrier
â Meet face to face
â Enable natural communications
â Enhance business process
â Develop better working relationships
⢠Personal relationships are a key component in driving
business performance
â Video builds 90% higher level of trust
â Confusion and misunderstanding are reduced by 81%
âŚthat means companies not using visual
communications are working blindfolded
8
9. Video Conferencing
Market Sizing and Trends
⢠Immersive Video Conferencing worldwide revenue grew 24%
to over $2.9b in 2010
⢠Worldwide Enterprise Network spending
â Growth of 8.7% - stronger than 3.8% growth in 2011
â 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 â 2014
9
10. Collaboration Tools Are Continuing to Evolve
When Collaboration Tools Value
First meetings,
final contracts In Person Most impact
⢠Critical negotiations
⢠Expanded user base
between business partners
INTERACTIVITY
⢠âLife-likeâ images
⢠Cross-cultural Room-Based HD & Wireless
PRODUCTIVITY
communications Visual Communications ⢠Greater business
efficiency
⢠Access to field experts
Faster, more
Relationship building SD Video Conferencing
informed decisions
Detailed explanations Audio & Web Conferencing More data
Quick, short messages IM Instant
Standard communications Voice Familiar
Not time critical E-mail Pervasive
1
0 Š 2009 Verizon. All Rights Reserved. Last updated May 2012
11. Current Challenge: âIslands of Communicationsâ
Customer B Customer C
Verizon Video Corp
Corp Exchange HQ
HQ
Public
IP PIP/MPLS PIP/MPLS 4G Wireless
PIP/MPLS
BT MPLS
Customer A -
Verizon MPLS
Verizon MPLS Desktop a Bus Partner Tablet
Work at Home of Custs B & C Field SME
PIP/MPLS
PIP/MPLS
Corp PIP/MPLS
How to support users with HQ BT Video
different devices, behind Exchange
different networks, PIP/MPLS
connected to
different exchanges? Field Field
Office Office
1 Š 2009 Verizon. All Rights Reserved. Last updated May 2012
12. PROPERTIES
On passing, 'Finish' button: Goes to Next Slide
On failing, 'Finish' button: Goes to Next Slide
Allow user to leave quiz: After user has completed quiz
User may view slides after quiz: At any time
14. Section Two Objectives
⢠Upon completion of this section, the participant will be
able to:
âDescribe the components of Open Video
Communications
14
15. Announcing Open Video Communications
⢠Available for sale as of May 14th
⢠External kick-off June 4th
⢠Significantly enhances current
Immersive Video solution to include:
â Open standards based end points
â Interoperability
â Connectivity to the public internet
â Instant video capabilities
â Flexible Pricing model
⢠Delivers features no other carrier can
support today
⢠Analysts believe Verizon has the right
long term strategy
16. Open Video Communications
2011 2012
Cisco
TP System
Cisco Cisco
TP System TP System
Open Std
Soft client
Polycom Tandberg
Customer Customer Customer Customer
Tandberg
A B A B
Customer
C
VIVE VIVE
Public Internet
MPLS MPLS
Remote
User
Tata Communications Ciscoâs Exchange Tata Communications Ciscoâs Exchange
Cisco Cisco
TP System TP System
Customer Internal
C Rooms
Cisco Cisco
TP System TP System ⢠Pricing
Telefonica BT ⢠Usage only
Cisco Cisco ⢠MRC for end points supported with
TP System TP System
proactive management
⢠Pricing
⢠Supported End Points
⢠MRC for all end points
Orange ⢠Cisco TP
⢠Usage
⢠Tandberg
⢠MRC for end points supported with Cisco
TP System ⢠Polycom
proactive management
⢠Other open standards. end points
⢠Supported End Points
⢠Cisco TP
Š 2009 Verizon. All Rights Reserved. Last updated May 2012
17. 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
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Š 2009 Verizon. All Rights Reserved. Last updated May 2012
18. PROPERTIES
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19. Service Options
When considering our Open Video product, customers can subscribe to:
Open Video Hosted Bridging Service
ď§ Supports B2B calls for customers who are members of VZâs Open Video exchange
ď§ 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
ď§ Provides robust and flexible Directory Options
ď§ Service levels:
â Standard â minimal attendant support
â Premier â full attendant support for call launch and call management
â Instant â reservation-less, unattended service
Premier Plus Managed Service
ď§ Ensures the operational readiness of the customerâs video conferencing environment
â VZ partners with York Telecom to provide 24x7 monitoring of customerâs endpoint &/or infrastructure equipment
â VZâs VNOC/VHD serves as the customerâs first and only POC
â Provides software updates and release changes
Open Video Hosted Bridging Service + Premier Plus Managed Service
ď§ Ideally, we want customers to use our bridging service AND let us manage their video conferencing
environment
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Š 2009 Verizon. All Rights Reserved. Last updated May 2012
20. A Complete Video Conferencing Solution
Premier Plus
Managed Service
Premier Plus +
Features Managed Service Open Video Service
Call Scheduling â via Portal (VZ Hosted Svc) X
Call Scheduling â 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 Customerâs CPE1 X X
Usage & Trouble Reporting2 X X
24x7 Monitoring of Endpoint/Infrastructure Equipment X X
Remote âBreak/Fixâ 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 X
1 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 Verizonâs Open Video service, or purchased separately.
Š 2009 Verizon. All Rights Reserved. Last updated May 2012
21. Select the âCall Experienceâ
Standard Service Description Benefit
24x7 support for questions and issues
Help Desk Support (incidents)
On the spot resolution of issues
⢠Participant endpoint check
Pre-Call Readiness ⢠Fewer call mishaps
⢠Troubleshooting, if required
Check ⢠Faster end user adoption
⢠VNOC Attendant available to the call leader
⢠Helps manage usage across the enterprise
Call Level & Service ⢠Provides ROI proof points
Provides monthly service and usage data
Reporting ⢠Facilitate network planning/capacity
analysis
Premier Service* Description Benefit
Provides best overall experience for
Meeting Manager Provides call plan/execution
requestor, leader & participants
⢠Provides âmeet & greetâ service Increased productivity due to meetings
Attendant Support ⢠Available for call duration running more efficiently
⢠Confirms all participants are connected ⢠Fewer call mishaps
In Call Monitoring ⢠Monitors call for issues ⢠Faster end user adoption
Instant Meetings Description Benefit
Reservation-less ⢠Provides Leader and Participant pass codes Enables convenient on the spot
Service ⢠Launch calls without prior scheduling collaboration and decision-making
* Includes all âStandardâ level features
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Š 2009 Verizon. All Rights Reserved. Last updated May 2012
22. PROPERTIES
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23. PROPERTIES
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24. Directory Options
Many Three Types of
Directories Available
Internal Customized to support the level of
Directory privacy you desire...
⢠Lists all sites
that are
registered with Business
Number of Verizon
Sites Listed Partner
⢠Only visible to Directory
Customer and
Verizon ⢠Subset of Internal
⢠Allows all
Directory Public
internal users ⢠Shared only with Directory
to see all sites trusted Business
Partners ⢠Sites that are
⢠Not visible to visible to all
any Exchange ⢠Not visible to
members of the
members other Exchange
Exchange
Few members
High Level of Privacy Low
25
Š 2009 Verizon. All Rights Reserved. Last updated May 2012
25. PROPERTIES
On passing, 'Finish' button: Goes to Next Slide
On failing, 'Finish' button: Goes to Next Slide
Allow user to leave quiz: After user has completed quiz
User may view slides after quiz: At any time
27. Section Three Objectives
⢠Upon completion of this section, the participant will be
able to:
â Define the value proposition to position the Open
Video Communications solution
28
28. Why Verizon?
Carrier Grade Network / Robust Video Platform / Service & PS Support
Better Customer
Experience
Tandberg Cisco UC Server
TP System TP System UCM, OCS
IBM Lotus ď§ Global network reach
Tandberg
ď§ Open Standards Based
HD System HD Room
IP Video
Wireless
VPN
A
VPN
B
Bridging
Open Video
ď§ Interoperability between
Exchange Open Standards and
Cisco TP
MPLS
ď§ Support for devices on
PIP/ MPLS or Internet
FIOS
Other Carrier ď§ HD Instant Meeting
Exchanges
Service
ď§ Positioned to leverage
Managed Services cloud based platform to
enable any to any
Visual Communications Professional Services connectivity
29. PROPERTIES
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30. PROPERTIES
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31. PROPERTIES
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32. PROPERTIES
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33. PROPERTIES
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34. PROPERTIES
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Allow user to leave quiz: After user has completed quiz
User may view slides after quiz: At any time
35. Section Four
Pricing and Processes
Š For Internal UseRights Reserved.
2009 Verizon. All Only Last updated May 2012
36. Section Four Objectives
⢠Upon completion of this section, the participant will be
able to:
â Identify the pricing and processes associated with
Open Video Communications
37
37. Open Video
Flexible Pricing
Open Video calls are charged on a per minute of
use basis according to the following: ďą âPay As You Goâ and
⢠Duration of the call only for what you use
⢠Connecting speed (bandwidth used by the
participating endpoint ďą Devices requiring less
⢠Level of Concierge service chosen (for Scheduled bandwidth pay lower
calls): Standard or Premier rates â broader
participation/better
Instant Meeting rates reflect the convenience of a ROI
reservation-less, unattended service.
ďą No set-up fees for
Premier Plus Managed Service is charged initial on-boarding
monthly based on the type & quantity of endpoints
that are Managed ďą All-in-one pricing for
⢠No additional monthly fees for Management of Managed Service
infrastructure devices (bridges, gatekeepers, etc.)
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Š 2009 Verizon. All Rights Reserved. Last updated May 2012
38. PROPERTIES
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39. Contract Specifics
⢠Typically the Open Video Communications Service Attachment will serve as an
addendum to an enterprise customerâs Master Service Agreement
â Pricing for Open Video and Premier Plus Managed Service is included in the
Service Attachment â there is no separate Service Guide
â Customer may contract for something other than âlist ratesâ
⢠Effective with launch of Open Video, no new Immersive Video contracts
â IMV service is âgrandfatheredâ to current customers
⢠Customer must sign an Open Video contract to use the Open Video Hosted
Bridging service or Premier Plus Managed Service
â Existing Traditional (Legacy) Video and/or Immersive Video (VIVE) customers
will not automatically migrate to Open Video service
⢠High level âCustomer Responsibilitiesâ are included in the Open Video Service
Attachment
⢠Early Termination fees will apply for customerâs subscribing to Premier Plus
Managed Service
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Š 2009 Verizon. All Rights Reserved. Last updated May 2012
40. PROPERTIES
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41. PROPERTIES
On passing, 'Finish' button: Goes to Next Slide
On failing, 'Finish' button: Goes to Next Slide
Allow user to leave quiz: After user has completed quiz
User may view slides after quiz: At any time
42. Activity Exam and Survey â Learning Home
1. Click on the course title
as it appears in youâre My
Learning (Current and
Planned) transcript.
1
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.
2
43
Š 2009 Verizon. All Rights Reserved. Last updated May 2012
44. Further Resources
⢠Global Product Availability:
â Insite/Product Availability Matrix
â https://insite.mcilink.com/ProductMatrixForm.aspx
⢠Ask Products
â http://askproducts.vzbi.com/
⢠Export Compliance:
â Insite/Products/Programs and Tools/Export Compliance
⢠Global Market and Competitive Intelligence
â http://intelligence.vzbi.com
45
Š 2009 Verizon. All Rights Reserved. Last updated May 2012
46. PROPERTIES
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Hinweis der Redaktion
One of the biggest challenges in video adoption is the ability to communicate beyond the four walls of your business. While technical advancements have improved the quality of the video experience; and desktop and handheld devices now have the ability to quickly become video-enabled â there are still obstacles to bringing a vast base of disparate users together â both internally and across partner companies. High device turnover, carrier-specific exchanges and a wide array of access options contend with each other to create âislandsâ of users.Enterprise customers want to maintain the security and efficiency inherent in their LAN and WAN solutions, but they also want the flexibility to communicate with employees outside their VPN, and with key business partners across VPNs.SMB customers want to leverage the lower cost video solutions now available, but expect the same degree of flexibility they currently enjoy with other conferencing solutions.
Verizonâs initial Immersive Video Conferencing Service faced a limited market opportunity because its proprietary, âCisco onlyâ nature, coupled with the fact that less than 20,000 Cisco video terminal endpoints are now in use today. The offering was also late to market, making it difficult to build a customer membership base necessary in establishing a private video communications exchange. Still, Verizon is now experiencing a significant amount of demand for video communication services as collaborative work tools have now solidified their value within the corporate enterprise marketplace. Verizonâs new Open Video Communications service offering carries a much greater market potential with more than 2 million open standards-based video endpoints currently in use, and closes a number of service feature gaps that limited the success of the earlier service offering. The new Open Standards offering includes several new service enhancements that significantly increase its customer benefit potential. Unlike the earlier offering that only supported Cisco CTS terminal endpoints, the new offering supports endpoints offered by Cisco, Tandberg, and Polycom, and Lifesize, as well as most standards-based endpoint platforms. The service is accessible from both the public Internet and Private IP networks, and now supports the same âInstant Meetingâ call type that customers have long since enjoyed when satisfying their audio and net conference needs. These features are available as a result of multi-platform upgrades to the Verizon Open Video Communications Network, which also allow the service to support both traditional boardroom and newer desktop video conferencing applications.
SPECIAL NOTE: Verizonâs Premier Plus Managed Service offer is provided as a âwhite labelâ service through a partnership with York Telecom. Simply stated, Verizonâs VNOC provides âfront-end,â first point of contact and help desk support, while York Telecom provides the âback-end,â 24x7 monitoring and management services. In initial customer discussions, we should always present Premier Plus as a Verizon offer, and avoid discussing Yorkâs involvement. If discussions proceed to âhow is the monitoring doneâ and âwhat network connectivity is required,â then it may be appropriate to explain our arrangement with York.The Open Video platform and VNOC will help customers schedule and launch intra- and/or inter-company calls that include both Cisco and open standards endpoints.As part of Open Video service, we will also be expanding âmanaged serviceâ support to cover standards-based equipment. (Note: Verizon has provided âmanagedâ support for Immersive (Cisco) environments since April, 2011.)We provide 24x7x365 monitoring and incident support through our VNOCs in Chicago and Cedar Rapids, Iowa. Incident Management: Our technicians detect and report problems âproactivelyâ â while equipment is idle; and, âreactivelyâ â when a conference participant reports a problem during a call. Some problems can be diagnosed and fixed remotely. If on site support is required, VNOC will coordinate the dispatch of the customerâs 3rd party maintenance provider.Problem Management: VNOC will capture recurring system performance and error data, and perform root cause and trend analysis. Remediation and possible resolution procedures are documented. VNOC will work with the manufacturer to implement preventive procedures and monitor the fix to prevent recurring errors.Software Updates & Release Management: Verizon coordinates the downloading of software updates to correct known problems or improve system performance; Downloads will be performed during off business hours to prevent service disruption. Release changes â which may provide enhanced features â are provided as part of the service and will be implemented according to a âchange management processâ negotiated with the customer.
Slide Notes ContâdReporting: Monthly incident reports with detailed ticketing information are available and delivered through your account team. Usage data includes call information from conferences hosted on Verizonâs Open Video exchange ANDfrom calls hosted on customerâs equipment. Site utilization reports help determine where the service is being used, and where adoption efforts should be undertaken.Previously, Verizonâs managed service offer supporting Cisco Telepresence was bundled with our Immersive Video Conferencing Service (sometimes referred to as âVIVEâ B2B service). In other words, we did not have a standalone offer supporting video equipment management. With the launch of Open Video, our Premier Plus managed service offer is available separately. Customers do not have to subscribe to our Open Video exchange service to purchase endpoint & infrastructure monitoring/management.In addition to the services mentioned above, this slide points out that Verizonâs Premier Plus solution will provide âSchedulingâ support. Enterprise customers with a medium to large number of video calls may purchase and maintain bridging equipment to host their internal, multipoint calls; i.e., those that are not inter-company B2B. Calls hosted on customer-provided equipment would not be supported by Verizonâs VNOC.However, in some cases, these customers are seeking some level of concierge/âwhite gloveâ support; specifically, they are looking for someone to: Schedule calls on their customer-provided bridges; Provide âmeet & greetâ service when this type of internal call â particularly those involving C-level executives â is launched; Passively participate for the duration of the internal call.Based on the level of scheduling support required and volume of calls expected, Verizon will provide some level of scheduling and concierge support. This will need to be discussed during the pre-sales process.Also, while we are able to pull Usage/CDR information on internal calls hosted on customer-provided equipment, exactly how much detail we can provide will depend on the equipment the customer is using, the release level(s) of those devices, and the customerâs willingness to provide access to devices capturing call information.
Bridging the âislands of communicationsâ requires subscribers to know who else they can reach, and Directories are becoming an increasingly important part of a video solution. Verizon offers three types of directories available through our e-meetings portal. The directories are made available to all customers and everyone is listed within them unless the customer specifically opts out.Internal DirectoryAn internal directory lists all the end points a customer has registered with Verizon. The customer may have other end points but this list represents all the Verizon known end points. No one but the customer and Verizon sees this list of available end points within e-meetings.Business Partner DirectoryCustomers using the ***VERIZON IMMSERVE VIDEO EXCHANGE*** platform are often trying to reach other companies with whom they do business. Customers can define special relationships with companies to provide them access to see and schedule selected rooms. If Company X and Company Y identified each other as business partners, then they will see a sub-set of each other***â***s rooms that have been identified as business partner rooms. Company X could take a sub-set of its internal directory and make that list available only to its business partners and internal users. The business partner, Company Y, will have the ability to reserve and schedule the other companyâs room. Once a business partner relationship is identified, the customer will need to âopt outâ the rooms they do not wish to be seen. This list will be consistent across all business partners. Again, the list will be made available in e-meetings. However, the customer has the option to âhideâ these rooms requiring the partner to call the operations center to set up a call. Public DirectoryThe last directory option is the public directory. All Verizon Video customers have access to scheduling meetings with public directory rooms. However, this directory is not available to the public at large. Customers can identify any number of rooms to be available within the public directory. If identified as a public room, any other Verizon video customer can reserve and schedule the room. Marketing expects customers will elect to only have a small sub-set of their rooms identified as public. Those rooms not identified as public can still be used for inter-company meetings. The only requirement is that a company must schedule their own non-public rooms. However, it can prove useful to companies to communicate with other companies that they do have the capability to meet via video. If Company A wants to meet with Company B in a New York room but Company B only identifies a public room in Boston, it still indicates to Company A that it might be a possibility as they do not see all Company Bâs rooms. Customers must âopt outâ the rooms they do not want to make public at the time of provisioning. The purpose is to promote the concept of using the public directory ***FOR*** greater utilization of the customer asset.
Â
With Open Video, Verizon will introduce a Usage-based pricing structure that is similar to what is currently offered today with our Legacy Video Conferencing product.Participants will pay a per minute of use rate based on: 1) call length; 2) the speed/bandwidth the participant is using to connect to the call; and 3) the service level chosen â Standard, Premier or Instant. Important Note: Customers select a service level for every call â theyâre not locked into a particular level â and therefore have the option, for example, to select Premier level, âwhite gloveâ support for C-level calls. (See Slide 7 for a high level explanation of the service levels.)The bandwidth tiers for all service types are: - Up to 6Mb - 6Mb+ to 12Mb - 12Mb+ to 18Mb - 18Mb+ NOTE (not for discussion with customers): The bandwidth tiers listed above are aligned with the number of ports that are used when provisioning calls on the Codian 8710 bridge. One port = 6Mb.The following devices will typically connect at less than 6Mb: - Single codec (single screen) room-based devices (CTS 500, CTS 1xxx, Tandberg MX200) - Desktop conferencing units (Tandberg EX 90) - Laptop using soft client appsThe following devices will typically connect at 12Mb+ to 18Mb: - Multi-Codec (three screen) room-based devices (Tandberg T3, CTS 3xxx)Our Premier Plus Managed Service monthly recurring charges are based on the type of endpoint device weâre managing â two rates for Cisco endpoints (single and multi-codec) and one rate for any standards-based (Tandberg, Polycom, Lifesize, etc.) endpoints.Note: It is important to emphasize that Verizon does not charge separate monthly recurring fees for infrastructure devices we may be asked to manage (bridges, gatekeepers, etc.). Many managed service providers have separate charges for this equipment