Increasing Video Conferencing Adoption, Utilization and ROI in the Enterprise

Increasing Video Conferencing Adoption, Utilization and ROI in the Enterprise

Brian Gilman: Global Director, Industry Development, Enterprise

2ROI Briefing│ November 2010

Agenda

How do you creating a collaborative environment

Communication Enabled Business Processes associated ROI

Adoption and Utilization Solution vs. Products Driving Business Value


Achieve Collaboration

Culture

Video Deployment Goals: Expanding Business Value

Transform Business Processes

Upgrade to Video

Technology

DeployRich

Media

Deployment Stage

Adoption Stage

Absorption Stage


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


Benefits / ROI from Telepresence

“Benchmarking the Benefits of Videoconferencing Deployments”,

– July 2009


• Reduce costs and CO2 footprint

• Increase shareholder value• Maximize revenue and profitabilityF

inan

cial

• Develop closer integration• Build trust and rapport remotely• Increase partner satisfaction• Reduce partner attritionP

artn

ers

• Better, faster decision making• Improve work-life balance• Increase employee satisfaction• Recruit faster; reduce turnover

Em

ploy

ees

• Improve productivity• Increase efficiency• Encourage innovation• Competitive advantageW

orkf

low

Productivity and Effectiveness


COMMUNICATIONS ENABLED BUSINESS PROCESSES


Shortening Delivery Times Times w/ Polycom“Companies bring products to market 24% faster with video conferencing.”

– Wainhouse Research SurveyKey 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


Example: Time-to-Market


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


Example: Supplier - QA Inspection

Traditional Process

Product/Component

Design

ProductShipped for

Inspection or Travel to Location

ProductPhysical

Inspection

ProductDesign

Modification

Iterative Review Cycle

Collaborative Process

Product/Component

Design

RemotePhysical

Inspection

Real-TimeDesign

Modification

Iterative Review Cycle


Case Study: TargusOverview 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


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


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


Workflow Diagram: Various Stages of Training Process


Business Justification: Training


Distance Learning Environments


Workflow: Interview & RecruitmentVideo-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


Interview & Recruitment Example: Interview Process


Hypothetical Business Case for Recruiting


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.


ADOPTION AND UTILIZATION


Look Beyond Products/Technologies…


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?”


Create Business Value

LargeRetailer

InternalTeam

Meetings

VideoConf.

Kiosk?

ImprovedCustomer

Satisfaction

CustomerExample

Current Use“Travel Savings”

WhatAbout

BusinessValue

MiningCompany

ExecutiveMeetings

MobileVideo?

BusinessContinuity/Remote Repair

FinancialInstitution

ExecutiveMeetings

(RPX)

DistanceLearning?

IncreasedKnowledge/Corporate Objective

Uti

lizat

ion


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 Workflow Process/Metrics Solution


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

[email protected]


THANK YOU.

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

Increasing Video Conferencing Adoption, Utilization and ROI in the Enterprise

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