News & Viewson Unified Communications & Collaboration

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also note that Haivision is introducing this week at NAB a new Makito X2 encoder and a new Calypso media capture and management platform, which Steve no doubt will be tire-kicking.} What Steve thinks: The introduction of Haivision Video Cloud is a substantial step for the company, creating a venue where it finally knits together the hodgepodge of video production capabilities it has assembled over the past four years. Prior to this introduction, Haivision had begun to look like the pack-rat of the enterprise streaming sector — acquiring a string of disparate technology vendors only loosely connected by their common interest in video-enriched communications. Haivision

deals in recent years, including its acquisitions of digital signage provider CoolSigns, content manager Video Furnace, and transcoding ace KulaByte all have served to fuel the company’s growth and establish it as a provider of an expanding set of video technology solutions.

Yet, Haivision lacked that common thread that would help explain how all the pieces of its burgeoning

Volume 14 Issue #09 10-April-13

Haivision Assembles its Puzzle – in the Cloud

The introduction of Haivision Video Cloud is a substantial step for the company, creating a venue where it finally knits together the hodge-podge of video production capabilities it has assembled over the past four years.

In a significant expansion of its product offerings addressing the enterprise streaming market, Haivision has introduced a hosted online video platform that aspires to compete with the likes of Brightcove and Ooyala.

The new offering, called Haivision Video Cloud, is being touted by the company at this week’s NAB show in Las Vegas. This is a turnkey, end-to-end solution designed to handle the creation, publishing, and distribution of live- and on-demand streaming content. The solution integrates Haivision’s transcoding capabilities from its KulaByte unit with a video content management system that enables administrative oversight of publishing workflows, media management, and viewership analytics. The Haivision solution also incorporates network distribution capabilities provided by content delivery network Akamai.

Haivision says that its platform will automate the delivery of streaming content to websites, mobile devices, and tablets while enabling the syndication of streaming content via social media applications. {Editorial note: we

Steve Vonder Haar, svonder@wainhouse.com

Haivision Video Workflow Incorporating the Video Cloud

PAGE 2Volume 14 Issue #09 / 10 April-13

video workflow portfolio all fit together. Whether by chance or design, the rollout of Haivision Video Cloud casts the Montreal-based company in an entirely new light. Once perceived by some as a vendor with fuzzy strategic vision, Haivision now is demonstrating that it has known all along how the elements of its video ecosystem puzzle would ultimately lock into place — or at least has glued it together sufficiently to make it appear seamless. My guess is that challenges certainly still await Haivision in competing with established online video platform providers, but the company should no longer be underestimated by any would-be rival. With so few new end-to-end players, it’s intriguing to see a company like Haivision tackle the enterprise streaming market.

Watchitoo ClassInteractAlan D. Greenberg, agreenberg@wainhouse.com

Webcasting service provider Watchitoo has introduced a rebranded and reconfigured version of its MeetingPro / StreamingPro / LearningPro services with its ClassInteract multi-streaming video collaboration platform. ClassInteract features up to 25 concurrent webcam participants able to stream HD video while sharing content, using interactive chat, and so on. Features include Learning Management System and YouTube integration, administrator tools, a personalized course directory, single-button recording, a library of course materials, course analytics, quick polls, and breakout sessions, which it calls the Student Playground. The service is being sold through educational publishing giant Pearson, and is integrated with Pearson’s eCollege LMS.

What Alan thinks: Watchitoo still seems to be struggling to figure out what it wants to be when it grows up: entertainment industry webcasting service provider? Platform for meetings a la web conferencing? Educational service provider? This hybrid service seems to blend some streaming video

capabilities with some web conferencing capabilities with some lecture capture capabilities. We published a research note on the company earlier this year and think it is doing a few things right, and its competitors stand to learn a thing or two from how its “highly malleable” platform gives certain pre- and during-event controls to administrators. And Watchitoo couldn’t ask for a better partner in Pearson, which has a presence on many university campuses in North America as well as internationally (though note: Watchitoo gets more out of this non-exclusive relationship than does Pearson). But I find some aspects of the service slightly off-putting. As an example, it’s possible for an instructor to privilege content over video by taking content full screen. That’s fine, but one’s webcam remains active during a class or meeting, which means the moment the content’s real estate is reduced, anyone whose video is being transmitted via webcam is back onscreen. I dinged a certain video conferencing vendor on this about eight years ago when its UI made it possible to be in a call and not know it, and I’ll say it again here: always find ways of

Watchitoo still seems to be struggling to figure out what it wants to be when it grows up: entertainment industry webcasting service provider? Platform for meetings a la web conferencing? Educational service provider?

ClassInteract UI

ClassInteract Course Provisioning

PAGE 3Volume 14 Issue #09 / 10 April-13

alerting end users that their video is “alive and kicking.” But what I really want to see are some serious customer wins, and if Watchitoo can pull off what it thinks it can do: dislodge the likes of Blackboard and Adobe in education. I’m skeptical but remain open to being convinced.

Discover Video Taps Into RokuSteve Vonder Haar

Discover Video, a start-up provider of video streaming equipment to enterprise, education, and broadcast users, has released an updated version of its media management solution that extends the reach of content created on the streaming platform.

The product refresh, called DEVOS 3.0, enables users to access content from Discover Video platforms via both smart televisions and consumer-oriented Roku set-top boxes. Discover Video also views its DEVOS 3.0 upgrade as a vehicle for offering more affordable digital signage alternatives for small- and mid-sized businesses. Discover Video is selling its media management solution both as an on-premise tool and a hosted service.

What Steve Says: By being able to play content on low-cost devices such as the very awesome Roku, Discover Video aims to broaden its appeal in markets where organizations are looking for affordable options for distributing streaming content to large audiences. The Roku approach, for instance, can be a more affordable option in the K-12 educational market, where Discover Video already appears to be gaining some traction even ahead of its latest product roll-out. While I remain somewhat skeptical that the Roku device will emerge as a mainstream option for distributing content in the enterprise or education markets, the Discover Video deployment illustrates that streaming platforms can — and should — explore new ways to get video content in front of viewers who may want to leverage low-cost digital devices already at their fingertips.

People & Places Know someone in the industry who changed jobs? Jump into a new role yourself? Email us at wrb@wainhouse.com to share the good news.

• Arrive Systems, Inc., Lee Dodson, President and Chief Operations Officer, Americas

• Forbes Education, Dr. Kristen Betts, Chief Academic Officer

• TeleSpan, Elliot Gold, President 1981-2013 – Retired

News in Brief• Call U Conferencing, a new service provider that

focuses on safety and security issues related to current audio conferencing solutions, has announced integration with biometric security solutions provider Daon. With Daon IdentityX integration, Call U Conferencing secure conference calls will provide a way to guarantee the identity of the participants on a conference call. Different levels of authentication will be supported, from simple PIN verification through voice-print and photographic verification, depending on the level of security required. The biometric security features are provisioned on a conference-by-conference basis by the scheduler of the conference call and have no impact on conferences that do not have the feature activated. Call U Conferencing also announced that industry veteran Phil Keenan has accepted a position on its Advisory Board.

• Chorus Call and Hitachi High-Technologies have launched a new communications service provider for the Asia Pacific region. The new company, Chorus Call Asia Kabushiki Kaisha, launched April 1 in Tokyo. The result of a joint partnership that began in early 2012, the new company’s service is built on the Compunetix CONTEX Summit and EVERGREEN

Lee Dodson, Arrive Systems

Dr. Kristen Betts, Forbes Education

The Unflappable Elliot Gold,

Analyst Emeritus

PAGE 4Volume 14 Issue #09 / 10 April-13

collaboration media processors. Chorus Call Asia Kabushiki Kaisha will offer on-demand audio, video, and web conferencing, event management, and advanced meeting services, placing special emphasis on HD and scalable video collaboration.

• Paris-based Arkadin, bent on world domination, has introduced the newest version of its ArkadinExpress online, self-service audio and web conferencing platform. Developed for SMBs, ArkadinExpress has been relaunched in 11 European markets, is available in the U.S., and reportedly is coming to Latin America. The service bundles a new UI and redesigned member console with audio and web conferencing services, and is designed for companies with fewer than 200 collaborators.

• The perpetually free, also bent on world domination FreeConferenceCall.com has announced services are now available in Pakistan and Slovakia.

• ConnectSolutions, a San Francisco-based provider of hosted UC technologies, has acquired NextUC, a Silicon Valley start-up that provides Microsoft Lync-based UC solutions to SMBs via the cloud. With this acquisition, ConnectSolutions extends its reach beyond enterprise and government to offer e-learning, collaboration, and communications software in the cloud. We note that ConnectSolutions supports both Microsoft Lync and Adobe Connect.

When he heard the news, WR’s Bill Haskins said, “Wow, that was fast,” while noting that CallTower launched NextUC in August of 2011. Oddly enough, we noticed there is no mention of this sale on the CallTower website, but perhaps the NextUC focus on the SMB market segment was kept intentionally separated from CallTower’s large enterprise line of business.

• Huawei released its audited financial results for fiscal 2012, reporting sales revenues of CNY220.19 billion and net profit of CNY15.38 billion. At today’s exchange rates, that translates to USD$35.4 billion in revenues and roughly $2.5 billion in net profit. The company also forecast a compound annual growth rate of 10% for its next five years. The Enterprise Business Group’s revenues increased 25.8% YOY to $1.8 billion (USD).

• ShoreTel has introduced ShoreTel Communicator for IBM Sametime, which combines ShoreTel’s IP telephony and unified messaging with the real-time social capabilities of IBM Sametime. ShoreTel Communicator for Sametime includes visual voice mail and remote call control, integrated with a user’s calendar and contacts. ShoreTel also rolled out ShoreTel Mobility 6 and ShoreTel Conferencing, two new releases optimized for turning the Apple iPad into a business communications tool. ShoreTel Mobility 6 delivers a native iPad user interface that makes multi-modal communications possible on the tablet.

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PAGE 5Volume 14 Issue #09 / 10 April-13

• You heard it here first. Or maybe last. WebEx co-founder Subrah S. Iyar has another company going, called Moxtra. Based in Silicon Valley, the cloud-based service consists of a mobile-centric social collection and collaboration app to help end users organize documents, photos, videos, and drawings in project binders. The company announced it is expanding into APAC with headquarters in Bangalore, to be run by former Cisco Director of Asia-Pacific public sector collaboration, Kiran Datar.

• ClaryIcon, which manufactures an interactive whiteboard called the Clary Onescreen and which also appears to be in the video, web, and audio conferencing markets, announced it has named SYMCO, Inc. as its independent sales representative in 13 eastern U.S. states as well as Washington, D.C. ClaryIcon is based on San Diego, and has offices in Miami, Colombia, Mexico, y (“and” for the non-Spanish speaking readers) Venezuela.

• The good old Skype Division within Microsoft has announced that Skype users are spending more than 2 billion minutes a day connecting in Skype-to-Skype calls. We happen to know from past updates from the company that use of video is steadily increasing as well.

Collaborate! Web seminar Tackles Streaming on April 23Draw insight from the real-world streaming experiences from executives who have lived through implementing these technologies at companies like JC Penney and American Family Insurance. At the next edition of the Wainhouse Research Collaborate! web seminar series to be held at 1 PM Eastern Time on April 23, WR Senior Analyst Steve Vonder Haar will talk live with Alan

• ReadyTalk announced on Monday the addition of HQ video conferencing to its suite of conferencing services. Customers can incorporate video conferencing into their ReadyTalk sessions; as many as 25 participants can view up to 4 simultaneous feeds. The capability is free and available for all existing ReadyTalk web conferencing or webinar customers.

• Saba has brought Mobile Learning to its customers, introducing a new iOS app for use with the Saba Enterprise Cloud and updating its app for Saba People Cloud. The app for Saba Enterprise Cloud Release 7 customers includes a new UI, support for SCORM 1.2 and informal content (Word, PDFs, etc.), web-based and instructor-led content, off-line caching and playback of content, and automatic progress synchronization. An Android version is reportedly in the works, along with support for virtual classrooms. And the company introduced an update of its People Cloud, Saba Meeting, and Saba Human Concepts offerings. Still struggling to restate its earnings filings with the U.S. SEC, the company has been delisted, but intends to apply for readmission to NASDAQ once it has returned to regulatory compliance.

• RHUB Communications, Inc., which makes web conferencing and remote support appliances, has announced the end-of-life of its TM 200 and TM 260, replacing these with the TM 210 and TM 270, respectively. Additionally, a new unit, the TW 100, is designed to provide webinar capability to organizations that conduct medium-sized webinars of 100 attendees or less. The new units fully support TurboMeeting 5.0 and above with fully integrated audio conferencing functions, capable of mixing both PSTN and VoIP callers. The company also is terminating support for the TM 500.

Saba Enterprise Cloud Anywhere

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Langford, Director of Broadcast & Media Productions at JC Penney and Steve Tingley, Media Center Director at American Family Insurance. Learn about how these companies are taking the lead in leveraging online video

to enhance one-to-many communications and improve corporate messaging for both internal and external audiences. During the session, you will have your own chance to pose your questions to these early adopters of advanced streaming technologies. Visit www.wainhouse.com/collaborate to be among the first to register for this web seminar, which will be delivered to online viewers via platforms powered by TalkPoint.

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effectively to large numbers of end users. SMB prospects need a solution that requires little or no IT support. This paper, sponsored by Videxio, discusses a video calling service that has been designed to meet the needs of these two divergent client bases. Get your free copy at www.wainhouse.com/whitepapers.

Steve Vonder HaarWainhouse

ResearchSenior Analyst

Alan LangfordDirector of Broadcast & Media Productions,

JC Penney

Steve TingleyMedia Center

Director, American Family Insurance

Santa Clara Summit: Full Steam Ahead

Emerging technologies. Birds-of-a-feather networking and discovery sessions led by Wainhouse Research senior analysts and

selected by Summit attendees. UC&C in all its glorious colors. That and more will be on display at the next Wainhouse Research North American Summit, 16-17 July 2013, in Santa Clara, California. A number of savvy, fiscally responsible readers — including end users from energy, travel, and higher education organizations — have already taken advantage of the early bird special, available until early June, to register for the event. You’ll be hearing more about speakers and sponsors in coming months. In the meantime, note our new emerging technologies portion, where each day we’ll have emerging technology presentations from startups and existing companies with some cool new products and services to show. Companies interested in sponsoring and / or perhaps participating in the emerging technologies portion of the event should email sc2013@wainhouse.com.

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PAGE 7Volume 14 Issue #09 / 10 April-13

1:1 Michael McKerley, ENA, Senior Director of Technology and InnovationAlan D. Greenberg

Wainhouse Research recently caught up with ENA — Education Networks of America. When a service provider comes along and dislodges AT&T, Verizon, and XO Communications from large educational network accounts — it just might be worth hearing about. So Alan spoke with Michael McKerley of ENA. Michael is responsible for ENA’s overall backbone and platform architecture as well as all new product and service development, reporting to the ENA CTO.

WR: What is ENA all about?

MCM: Our mission is pretty simple. We help schools to achieve better educational outcomes and libraries to provide great service to their patrons. We focus exclusively on schools and libraries because these essentially are organizations that try to make the world of science and art and history available to anyone who walks through their doors. We think that’s a pretty noble mission, and we’re proud to be part of it. We help by providing a quickly expanding suite of Infrastructure as a Service (IaaS) products focused specifically on school and library needs, and — most importantly — by supporting those products and services with a bend-over-backwards, do-whatever-it-takes customer service approach.

Our reach is nationwide. One of our key areas of service is data networking (we got started as an ISP) and we have a robust nationwide backbone stretching from east coast to west, so that we are able to quickly deploy services almost anywhere in the lower 48. Today, we serve more than 6.1 million customers and over 5,200 sites with best-of-breed technologies, around-the-clock support, and a commitment to outstanding customer satisfaction. We provide service under statewide contracts in Tennessee, Indiana, Idaho, Vermont, and New Hampshire, and we also do a lot of work in Maryland, Georgia, Florida, and Texas. And we serve ten of the largest school districts in the U.S.

WR: Tell us what you focus on as a managed services provider.

MCM: Big picture, we have three main areas of focus: Data Networking, Voice, and Video. On the data networking side, we provide managed Wide Area Networking and Internet Access services as well as security consulting, hosted firewall services, and content filtering, which are critical — as you know — to schools and libraries. On the voice side, we provide a full set of solutions, including a hosted IP PBX service, ENA SmartVoice, which is growing rapidly in terms of both feature set and customer adoption. We also provide SIP trunking and other more traditional handoffs (PRI and POTS). In the video conferencing space, we offer ENA Live, which is a partnership with Vidyo. We use Vidyo’s underlying technology and then shape it to our customers’ needs. It allows us to provide a fully hosted, fully managed desktop and mobile video conferencing service for schools and libraries that they use for virtual field trips, distance learning, and professional development.

ENA Live is a good example of the kind of value we can provide. We didn’t invent the disruptive technology. Vidyo and Evogh and others have done that. What we’ve done is taken that core technology and begun creating a fully managed and robust service around it. We help customers find funding for video and distance learning. We have a nationally recognized video content and collaboration expert on staff who helps ENA and our customers forge relationships with great interactive content providers around the world. We provide video training, not just on how to use our service — though we certainly do that — but on how to conduct distance learning sessions, how to be a dynamic speaker via video conferencing, and on how to integrate interactive learning into your core curriculum and instructional practices. We just won a contract with Indianapolis Public Schools to provide fully hosted desktop and

PAGE 8Volume 14 Issue #09 / 10 April-13

mobile video conferencing services to 4,000 staff and faculty. They’ll be using desktop video for intra-district distance learning, virtual field trips, professional development, and enhanced teacher collaboration. It’s an exciting project.

Just a note on voice and VoIP: I know a few years ago there was a lot of talk about how ‘voice is dead.’ But voice is a critical infrastructure tool for schools. It’s one of the primary ways they interact with the communities they serve. It’s a high growth area for us because it’s a service we do really well and a service that schools really need. Across all markets, we project a 61% increase in ENA Voice sales for the next school year.

WR: What if I need to stream video content into the classroom?

MCM: We use ENA Live as a broadcast medium as our customers can record and stream with it. It does not solve every one-to-many streaming video situation and we’re up front with our customers: you can use it or do you need UStream or Safari Montage?

Because ENA Live is a desktop video conferencing service, it requires that our customers use an attached PC or MAC to record and stream. We do have customers use it for live streaming and recording: things like graduations and basketball games. And it works well if they want to stream more than one live person in different locations.

WR: And when does ENA Live not work well for streaming?

MCM: If you want to stream live to thousands or tens of thousands of simultaneous users — we’re not really built for that right now from a streaming perspective. Or if you have only one talking head and want professional, high quality video without having to process via a PC. We transcode to Flash video, and we have a combination of cloud-based servers so that customers can go to a link and watch content in real-time. But most of our customers don’t need it that frequently, so we haven’t incorporated a true streaming platform. At least not yet. We direct them to others.

WR: What are your plans going forward?

MCM: We feel we’re well positioned for growth. The SETDA (State Education Technology Director’s Association) recent Broadband Initiative study recommended 100Mbps of Internet Access for each 1,000 students / faculty members by the 2014-2015 school year, and 1 Gbps of Internet Access for each 1,000 students / faculty by the 2017-2018 school year. We can certainly help schools get there. We’re seeing that data network utilization increases by about 100% every 18 months in schools and libraries, and with 1:1 initiatives, BYOD, online testing, and rich digital media being more and more part of the mission of both schools and libraries, that trajectory

will only accelerate in the years ahead.

You’ll see three main areas of focus from ENA in the near- and mid-term future: 1) continuing to grow and enhance our core data, voice, and video services. 2) expanding our current data networking services to include 802.11 campus Wi-Fi access at the edge and home access for students who need it; and 3) building more “above-the-net” services that are useful to schools and libraries, like comprehensive 1:1 and BYOD management integrated with our data networking and access services, enhancements to our current security solutions, and data backup and disaster recovery. Some of these fields are fairly mature already, but our customers seem to really like the way we approach technology, and are actively asking us to create offerings.

In terms of partnerships, we’re very excited about our partnership with HP to provide comprehensive solutions for 1:1 initiatives. With HP as the lead, we won the Idaho Students Come First bid last year to provide laptops, wireless access, professional development, and device management to over 90,000 students and teachers in 270+ Idaho schools. Even though the legislation and funding enabling Students Come First was not ultimately approved, HP and ENA felt we had strong offering and a good partnership, and worked together again to create

I know a few years ago there was a lot of talk about how ‘voice is dead.’ But voice is a critical infrastructure tool for schools. It’s one of the primary ways they interact with the communities they serve. It’s a high growth area for us because it’s a service we do really well and a service that schools really need. Across all markets, we project a 61% increase in ENA Voice sales for the next school year.

PAGE 9Volume 14 Issue #09 / 10 April-13

a solution for the Multi-State Learning Technology Initiative (MLTI). Formerly the Maine Learning Technology Initiative, MLTI now includes at least 8 states. HP was recently selected as one of three providers for the MLTI bid.

WR: What other services are available?

MCM: We recently launched a managed wireless service we call ENA Air. We provide ongoing, high quality, highly secure wireless access for schools, libraries, and campus facilities. Many schools are struggling with wireless: They have some, but it’s old, or won’t scale to meet their 1:1 or BYOD needs; they’ve got 2.4 GHz-only equipment and now need 5 GHz; they can’t get good vendor support. We take care of all of those troubles in a single service. We provide the wireless design, the security, the integration, the cabling, the support, and the ongoing management and maintenance. When something fails or needs to be changed, we fix it. Period. And we scale as your needs change. But we’ll also be providing what I call split horizon management, so even though it’s a managed service, you don’t lose control. We have a new generation of technology managers coming up, and they tell us they like the value and ROI that fully managed services provide, but they’re also accustomed to being up at 3 AM and making tweaks to services themselves

WR: With whom does ENA compete, and with whom do you partner?

MCM: As an IaaS provider focused on a very specific community, or vertical, we experience a lot of ‘coopetition.’ Our main competitors are the major carriers. We’re often David to their Goliath, and we win against them in the marketplace because we’re more innovative, more nimble, and — again, most importantly — because of our laser focus on the customer and customer service. That being said, we also join forces with carriers on a number of projects. For instance, we partner quite frequently with Comcast and work very well with them.

As you move up the application stack, we compete with different companies based on the service. In the voice space, our ENA SmartVoice solution competes against both traditional and VoIP-based services from the major carriers, but we also compete against IP PBX OEMs, like Avaya and Cisco, even though — again — we’re also a big Cisco customer on the network hardware side. Mainly, though, we go against AT&T and Verizon in their incumbent territories, and also compete with

Windstream, XO, and in the west with CenturyLink. (But in Idaho, we now partner with CenturyLink.) And sometimes we compete with local cable operators like Time Warner. But we have a richer array of products focused on education, and we have a completely different support model.

WR: When do you lose and on what basis? Price?

MCM: Certainly we win sometimes and lose other times, just like any other company, but we’re growing at a pretty good clip because we have a great team of technologists and engineers who are able to meld best of breed technologies from multiple sources into an integrated suite of managed services. And schools and libraries really need and want managed technology services. There are so many technology initiatives in schools today. They’ve got online testing, 1:1 and BYOD programs, distance learning programs, and digital textbooks. It’s an exciting time in education technology, but it can also be daunting. Network utilization is exploding. The need for high quality, secure wireless access in schools has never been greater. School technology staff members have so much to do but their budgets are flat or even reduced from previous years. ‘Do more with less’ is the new normal, as they say, and we help schools do that. When you reduce services to their commodity components, we may not always be the low-cost bidder,

Upcoming WR Speaking Appearances & Events

When & Where Who & What

17 April 2013 Tampa, FL, USA

Andy Nilssen, AVI-SPL Media / Analyst Day

10-12 June, 2013 Orlando, FL, USA

Alan D. Greenberg, UBTech, Walt Disney World Swan & Dolphin

12-14 June, 2013 Orlando, FL, USA

Andrew W. Davis, Alan D. Greenberg, Steve Vonder Haar, Ira M. Weinstein, InfoComm, Orange County Convention Center

9 July-4 May, 2013, Las Vegas, NV, USA

Alan D. Greenberg, BbWorld, Venetian/Palazzo Congress Center

16-17 July 2013, Santa Clara, CA, USA

WR UC&C Summit, Hyatt Regency Santa Clara

Industry Events of NoteWhen & Where Who & What

21-24 April, 2013, Arlington, VA, USA

2013 Internet2 Annual Meeting, Crystal Gateway Marriott

26 April – 4 May, 2013, Porto, Portugal

IMTC SuperOP 2013, Porto Palacio Congress Hotel and Spa

8-10 October, 2013, Porto, Portugal

IMTC 20th Anniversary Forum, Porto Palacio Congress Hotel and Spa

PAGE 10Volume 14 Issue #09 / 10 April-13

New Studies from Wainhouse ResearchFor information on WR studies and subscriptions, contact sales@wainhouse.com

4Group Video Conferencing

Metrics Survey – Worldwide Video Conferencing End User Survey 2013This report summarizes the results of WR’s annual survey of video conferencing end users. A total of 282 respondents from customer companies com-pleted the survey, covering their deployments of and support strategies for visual solutions as well as their plans for mobile video and for integrating video with unified communications. A segmentation by SMB vs. large enterprise and by size of video deployment is also included.

Research Note – Introducing the Lync Room SystemIn February 2013 Microsoft introduced a Reference Architecture for a Lync-based video conferencing and collaboration room system dubbed the Lync Room System (LRS). LRS will extend the Lync meeting experience into the boardroom, replicating a familiar scheduling, start/join, and meeting manage-ment experience for the end user. Microsoft’s tight control of the audio, video, and computational specifications provides a level playing field for the vendors, while reducing the opportunity for innovation. This research note covers the four LRS systems introduced at the announcement and the implica-tions LRS has for the vendors, channel partners, and end users in the conferencing and collaboration industry.

4Streaming & Webcasting

Vendor Profile – PanoptoPanopto targets the education and enterprise markets via two cloud-based products that together comprise the Panopto Video Platform: Focus - a Windows and Mac lecture capture application for recording and webcasting, and Unison - a video and slide importing web / management service. With a SaaS model and a variety of distribution deals through partners like Pearson, Panopto is an up-and-comer that faces a fork in the road.

Vendor Profile – BrightcoveOnline video platform pioneer Brightcove offers the streaming market’s best-known and most widely used hosted subscription software product for archiving, managing and distributing video content. However, the company has experienced a less than enthusiastic reception from Wall Street investors. A little more than a year after the company’s initial public stock offering, the company is experiencing significant change with the appointment of a new chief executive and announced plans for tabling its App Cloud service - one of the company’s three primary product offerings. This report describes the company’s current product line-up and evaluates its strategic options as management continues the hunt for a viable business model for its hosted video solutions.

Vendor Profile – QumuQumu is a subsidiary of publicly traded subsidiary of Rimage Corp. (RIMG – Nasdaq) with 85 employees and $9.8 million in 2012 revenues. Qumu, which develops enterprise solutions used in the creation and management of rich media content, has experienced significant change since Rimage acquired the company in a $52 million deal in October, 2011. This company profile provides details on Qumu’s transition, including a discussion on the implica-tions of 2012 management changes on its product positioning and go-to-market strategy.

but when you look at the comprehensive suite of services we offer, the reliability of our solutions, and our support model, we truly do help save schools time and resources, and provide a significant ROI. So we may lose because of price sometimes, but more often it’s because the customer doesn’t know us. If you watch TV you know AT&T and Cisco. You don’t always know who ENA is.

WR: How do you scale? That’s always been an issue for managed service providers.

MCM: We have 125 employees today. We grew that base by 25% in past 15 months, and we’re hiring still. We do use regional subcontractors in some areas – for ENA Air and all the cabling and wire services required, we may subcontract to locally qualified vendors. But we never outsource support. When you call our technical assistance center, you always talk to an ENA employee based in the U.S. The other thing I’d say: our Tier 1 support engineers are in many ways much more enabled than typical Tier 1 with larger organizations. The engineer you get on the call can immediately log onto your routers

and make changes without escalating the call. We have a 90% first call resolution rate in resolving issues while the customer is on the phone. That’s not something you can outsource.

WR: OK, you know we like to ask this. What keeps you up at night?

MCM: Maintaining a balance between being innovative and being excellent. When you’re the little guy, everything you do has to be excellent. But needing to be absolutely perfect can also get in the way of innovation. You can’t always have a perfect version of a new product or service. So maintaining that balance every time you bring something to market is the challenge: to be able to bring to market quickly, but also have operational excellence. Also, because we’re not as big as many of our competitors, we do sometimes worry about being squeezed out. But we work on having the best service offerings, we keep our focus on the customer, and we hold our own. Well, more than hold our own. We’re growing.

PAGE 11Volume 14 Issue #09 / 10 April-13

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Editor: Alan D. Greenberg: agreenberg@wainhouse.comComments and PR news to: wrb@wainhouse.com

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4Personal & Web-Based Conferencing

Vendor Profile – IBMIBM is working to achieve balance on a number of initiatives: On-premise vs. cloud services, UC vs. “Social Business”, and, in web conferencing, Sametime “classic” vs. Unyte . This profile provides detailed information, insight, and analysis on IBM and its personal & web-based collaboration offerings.

Market Forecast – 2013 Latin American Web Conferencing Service Market Sizing & 5-Year ForecastProvides 2012 market sizing and 5-year forecast for web conferencing services in Brazil, Mexico Argentina, Chile, and Columbia. Includes top 5 provider rankings by service in each country.

4Unified Communications

Research Note – Introducing the Lync Room SystemIn February 2013 Microsoft introduced a Reference Architecture for a Lync-based video conferencing and collaboration room system dubbed the Lync Room System (LRS). LRS will extend the Lync meeting experience into the boardroom, replicating a familiar scheduling, start/join, and meeting management experience for the end user. Microsoft’s tight control of the audio, video, and computational specifications provides a level playing field for the vendors, while reducing the opportunity for innovation. This research note covers the four LRS systems introduced at the announcement and the implications LRS has for the vendors, channel partners, and end users in the conferencing and collaboration industry.

Metrics Survey – Worldwide Enterprise Trends of Unified CommunicationsThis 2012 survey covers the unified communications (UC) market and focuses on end user communications preferences and organizational UC strategy, brand awareness, deployment options, and related purchasing behavior. Respondents are split fairly evenly between small-to-medium enterprises (SME) with 500 or fewer employees and mid-to-large enterprises with greater than 500 employees; therefore, the results are segmented between SME and mid-to-large markets when appropriate.

4Distance Education & e-Learning

Vendor Profile – PanoptoPanopto targets the education and enterprise markets via two cloud-based products that together comprise the Panopto Video Platform: Focus - a Windows and Mac lecture capture application for recording and webcasting, and Unison - a video and slide importing web / management service. With a

SaaS model and a variety of distribution deals through partners like Pearson, Panopto is an up-and-comer that faces a fork in the road.

Market Forecast – Interactive Whiteboards for Education and Training WW Supplier Market Sizing & 5-Year ForecastThis forecast covers the worldwide market for suppliers of interactive whiteboard products and associated software as applied for education and train-ing. The market sizing and five-year forecast estimate – based on vendor data and end user surveys – calculates the total amount of revenue associated with education and training going to three markets: corporate training, higher education, and primary / secondary education, and ranks vendors in each of the market segments

4Audio Conferencing

SpotCheck – 2012 Q4 CSP SpotCheckIncludes full year 2012 summaryProvides calendar year Q4 & full year trending analysis for hosted audio & web conferencing services in Western Europe, North America and Asia Pacific. Illustrates operator and operator unattended audio in minutes, average sales price, and total revenue, as well as web conferencing revenue. Data broken out for 12 countries in 3 regions.

Market Forecast – 2013 Latin American Audio Conferencing Service Market Sizing & 5-Year ForecastProvides 2012 market sizing and 5-year forecast for audio conferencing services in Brazil, Mexico Argentina, Chile, and Columbia. Includes top 5 provider rankings by service in each country. Sizing and forecast information includes operator assisted and unassisted audio volume in minutes, average sales price and price ranges, and revenue in US dollars.