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.

1. CDH
C D H Views from the UC Summit
June 2012

2. CDH Quick Facts
About Us Approach Partnerships
• 22nd Year • Vendor • Microsoft Gold
• Grand Rapids & Independent • VMware Enterprise
Royal Oak • Non-reseller • Citrix Silver
• 30 Staff • Professional • Cisco Registered
Services Only • Novell Gold

3. CDH Expertise

4. CDH Get Social with C/D/H
C/D/H Talks Tech C/D/H Tweets Tech

5. CDH Meet Your Presenter
Paul Hillman
Partner
PMP
paulh@cdh.com

6. CDH Agenda
• When is Video Valuable?
• Eliminating Meeting Tourists with Video
• Video/UC Convergence
• What should you do?

7. CDH Types of Workers
Knowledge Information (Task) Service Workers
Workers Workers
Definition • Interaction and • Structured Process with • Structured Process
information Information controlling • Do not use information to
• Unstructured Process flow structure their job
• Undefined Outcomes • Defined Outcomes • Information is only
• Personal Workflow • No Personal Workflow gathered
Examples • Engineers • Contact Center/ Agents • Hotel Maid
• Executives • Bank Tellers • UPS Driver
• Salespeople • Nurses • Refuse Engineer
• Managers • Policeman • Taxi Driver
US 15-25% 35-45% 25-45%
World 10-15% 25-40% 55-70%
Basis/Sources:
Workforce Number of PCs – Gartner – 800M of 1.6B total – 50% Knowledge Workers
Percentages World Workforce Size – World Bank “Labor Force”
US “Know/Info” Worker % - Wolff/Growth of US Information Workers – 65%

8. CDH You might be a ____ if ____
• Do you have an assigned PC that • Do you use computing devices
is for your exclusive use? that are shared with others?
• Do you take your PC with you • Are your computing devices
outside the office? special for your job?
• Do you manage your own time • Are the computing devices you
commitments? use located in specific work
areas?
Yes Yes
You might be a You might be an
Knowledge Worker Information Worker

9. Types of Migration to Unified Communications

10. Task Value of Collaboration Tools

11. Different Media Deliver Different Results

12. Media Modalities and Relationships
Selling Task Based
Collaboration Collaboration

13. Collaborative Modalities

14. Collaborative Tools Use Among Worker Types

15. Asian Collaboration Emphasizes Visual Communications

16. CDH Current Video Solutions
Executive Video
Telepresence Room Systems

17. Filling the Occasional Selling
CDH Collaborator Gap
The Middle Video Opportunity
The Occasional
Executive Video Selling Collaborator
Telepresence Room Systems

18. What is the “Occasional Selling Collaborator”?

19. Value of Video to the Occasional Selling Collaborator

20. Comparing the Occasional Selling Collaborator Video to Executive Video

21. Reducing Meeting Tourism
CDH 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

22. David Grady:
CDH The Conference Call
http://www.youtube.com/watch?v=zbJAJEtNUX0

23. CDH 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

24. Analyzing the Value of Tourist
CDH 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

25. UC/Voice and Video Convergence
CDH 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 Guestimates of
either Voice/UC or Video Vendors NA Installed Base
Share‐ 2012

26. CDH 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

27. CDH 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

28. CDH Best of Breed vs. Suite

29. CDH Vendor Offerings

30. CDH Cisco

31. CDH Avaya

32. CDH IBM

33. CDH Mitel

34. CDH ShoreTel

35. CDH Digium

36. CDH Microsoft

37. CDH Thank You
Royal Oak Grand Rapids
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Suite 212 Suite 270
Royal Oak, MI 48067 Grand Rapids, MI 49503
p: (248) 546-1800 p: (616) 776-1600
www.cdh.com