Increasing Video Conferencing Adoption, Utilization and ROI in the Enterprise

1. Increasing Video Conferencing Adoption, Utilization and ROI in the Enterprise Brian Gilman: Global Director, Industry Development, Enterprise

2. Agenda How do you creating a collaborative environment Communication Enabled Business Processes associated ROI Adoption and Utilization Solution vs. Products Driving Business Value

3. Video Deployment Goals: Expanding Business Value Deploy Rich Media Upgrade to Video Technology Achieve Collaboration Culture Transform Business Processes Deployment Stage Adoption Stage Absorption Stage

4. Cost Justification Beyond Travel:Enable High Quality Collaboration Team integration / M&A Partner and supply chain management Training and distance learning Go-to-market project management Development off-shoring Interviewing and recruiting Global sustainability Telemedicine to Remote Locations First / Crises response Educational classroom

5. Benefits / ROI from Telepresence

6. Productivity and Effectiveness • Improve productivity • Increase efficiency • Encourage innovation • Competitive advantage Workflow • Better, faster decision making • Improve work-life balance • Increase employee satisfaction • Recruit faster; reduce turnover Employees • Develop closer integration • Build trust and rapport remotely • Increase partner satisfaction • Reduce partner attrition Partners • Reduce costs and CO2 footprint • Increase shareholder value • Maximize revenue and profitability Financial

7. Communications Enabled Business Processes

8. Key Challenges Bringing high quality products and services to market Ensuring coordination with development teams Solutions Video-based product design reviews Remote quality assurance inspection Supply chain management HD VoIP for connecting remote locations Benefits Reduced Time to Market Increased, Immediate Revenue Reduced Costs Improved Quality Market Leadership Shortening Delivery Times Times w/ Polycom “Companies bring products to market 24% faster with video conferencing.” – Wainhouse Research Survey

9. Example: Time-to-Market

10. What If Example: Time-to-Market Back of the Napkin Math What if… A company could reduce their expected 24-month development lifecycle by two months on a new product expected to bring in $12M in the first year? $12M of annual revenue realized 2 months faster = an additional $2M of in-year revenue And that doesn’t include the lower cost of project management, increased staff productivity or an additional two months of potential market exclusivity

11. Example: Supplier - QA Inspection Traditional Process Product/ Component Design Product Shipped for Inspection or Travel to Location Product Physical Inspection Product Design Modification Iterative Review Cycle Collaborative Process Product/ Component Design Remote Physical Inspection Real-Time Design Modification Iterative Review Cycle

12. Case Study: Targus Overview Leading global supplier of mobile computing cases and accessories 45 offices worldwide Product Design Center Key Solutions/Applications HD is used between Anaheim, London and Hong Kong locations for merchandising and product development Video and document cameras used to check QA-related items including Design Features Materials Build status Benefits Interactive design process between multiple locations Improved operational efficiency Faster decision-making

13. Training/Distance Learning with Polycom Video enables remote, interactive training to and between employees, customers, services centers – on a global scale No extensive planning or travel Interactive training engages participants Training can be provided more frequently vs. one-time on-site class Experts can present remotely Examples New Product/Policy Training Best Practices Training Service/Support Training Benefits Knowledgeable Sales and Support Teams Minimize Time Out of Field Reduced Travel Costs Consistent Sales/Support Approach

14. Two Views of Evaluating Corporate Training • Bringing Remote Training Onsite: • Rather than bringing employees from remote locations to a central site, video conferencing is used to reduce costs and keep training onsite. • Reduction of Time Needed for Training: • For some companies, they have to do some face-to-face training. These companies utilize video conferencing to shrink down portions of training to reduce the overall time necessary to train workforce. • Recording and archiving sessions prior to off-site

15. Workflow Diagram: Various Stages of Training Process

16. Business Justification: Training

17. Distance Learning Environments

18. Workflow: Interview & Recruitment • Video-based collaboration reduces factors that impact finding the right candidate • Geographical boundaries • Time-constraints • Travel cost limitations • Examples • Remote interviews • Group interviews/discussion • Interview recordings for future review • Benefits • Visual vs. voice-only cues enhance interview evaluation • Broad candidate pool (beyond local candidates) • Travel cost/time savings • Coordination between HR, executive recruiters, candidates, geographical boundaries, time-constraints and travel-cost limitations

19. Interview & Recruitment Example: Interview Process

20. Hypothetical Business Case for Recruiting

21. Polycom Voice/Video ROI Snapshot 30 Percent. Reduction in airline ticket purchases. $5.6 million. Annual overhead saved from having 13 percent of employees work from home (at $17,000/employee). $4.8 million (annualized) and 8,300 hours. Benefit from video-based sales training vs. traditional classroom sessions. $380,000. Industry Solutions Marketing team’s annual savings from collaboration solutions. $258,224 and 1,510 hours . Annualized hard travel costs eliminated by conducting APAC quarterly review via video.

22. Adoption and utilization

23. Look Beyond Products/Technologies…

24. To Solve a Business Problem/Pain Point Creates “value” (Improved Productivity, Processes, ROI, Metrics) Elevates awareness to LOBs and C-Levels Answers the question “What does this do for me?”

25. Create Business Value Customer Example Current Use“Travel Savings” What About Business Value LargeRetailer ImprovedCustomer Satisfaction VideoConf.Kiosk? Internal TeamMeetings BusinessContinuity/Remote Repair Mining Company Utilization ExecutiveMeetings MobileVideo? IncreasedKnowledge/ Corporate Objective FinancialInstitution ExecutiveMeetings(RPX) DistanceLearning?

26. Operations Enhance Supply Chain Mobile Video Corporate Training Minimize Costs/Maximize Reach Distance Learning HR Shrink Hiring Time Remote Interviews Customer Service Increase Satisfaction Video Kiosk Corporate Comms. Ensure Company-wide Consistency Exec. Video Briefings Product/Offer Dev. Reduce Time-to-Market Remote QA Sales/Marketing Improve Customer Relations Desktop Video Determine “Solutions” Line of Business Solution Workflow Process/Metrics

27. Conclusion Video Conferencing adoption is no easy task (requires new culture of collaboration) Awareness and usage levels will increase if: ROI is calculated correctly (look beyond savings) Proper launch steps take place Polycom is poised to help partners and customers with making their video conferencing visions a reality enterprise.solutions@polycom.com

28. THANK YOU. “Human nature has a tendency to admire complexity, but reward simplicity” Ben Huh – Founder Cheezeburger Network