By Karl Soderlund, Vice President, Americas Channel Sales, Avaya
In today’s market, Unified Communications resellers have a critical question to ask: Will you invest to add video to your collaboration solutions?
Let’s face it: video solutions have not always been simple to use, implement and interoperate. In the beginning, most video was sold through audio visual integrators who built video networks over ISDN networks. Then IP caught fire, and integrators needed both real time video and networking skills. Now, video is joining the Unified Communications (UC) stream, which requires an even broader skill set, including telephony, networking, and real time collaboration applications as well as video. In short, this stuff isn’t easy.
But to ignore video is to ignore it at your business’ peril — and to your customer’s detriment. Today, we are in a brave new world of communications, with video as a core element of an end-to-end real-time collaboration solution. Video collaboration within an enterprise can drive faster collaboration, lower travel costs, improve workforce efficiencies and accelerate smarter decisions.
Video outside of the enterprise offers an even greater return in revenue dollars and retained customers. Imagine the impact to customer satisfaction when a business enables their staff to communicate with customers using media that is most effective for each customer, such as video conferencing on a mobile device. This adds a new dimension to anytime, anywhere communications.
Priority #1: Simplify Video
To maximize these benefits, a video solution must be – above all else – simple to implement and use. It has to “just work”, with intuitive user interfaces and built-in interoperability, and fortunately, that day has arrived.
Avaya’s Radvision Scopia® portfolio gives us a great example of how a simple solution can transform a business. Scopia delivers video for everyone, whether the user is on a mobile phone, laptop, tablet, or desktop, and over any network, including Wi-Fi, 3G, or LTE. This is truly BYOD video that integrates with any standards-based endpoint and corporate infrastructure. The intuitive interface and built-in intelligence means users find it easy; the interoperability and low bandwidth requirements make it affordable for businesses of all sizes.
The market for video is impressive and growing larger, which is particularly important because, as analysts inform us, the enterprise video market is expected to include more midmarket and small business users. Video represents a worldwide market worth over $3 billion today and growing at double-digit rates over the next five years.
To capture this market, integrators will have to satisfy the quickly emerging requirement to use video externally; to connect subject matter experts with customers in unique ways. Take the example of the mortgage banker who wants to use video to allow mortgage specialists to “meet” with customers real-time. Or the distance learning application that uses video to connect professors with students. Using video to traverse firewalls and engage with customers over BYOD devices is fast becoming an industry must-have.
Avaya Connect Opportunities
The ability to collaborate over video with individuals outside of an enterprise is a game-changing experience – and one that Avaya Scopia products can deliver today. This is why many Avaya Connect partners have been asking to sell the Scopia portfolio, recognizing how these affordable, interoperable video products can extend their market opportunity to tap under-served customer demand. Partners who wish to sell Radvision Scopia products must first join the Avaya Connect Partner Program and complete the authorization requirements, which include sales, design and support credentials, the purchase of demo equipment and the successful assessment of their service desk capabilities. Fast track resources are available to help new resellers on-board quickly and deliver a fast time to cash for your video investment.
Video is on the verge of a revolution; why not tap this underserved market now with a proven market leader like the Scopia portfolio?
 Market Sizing & 5-Year Forecast of Videoconferencing Endpoints & Infrastructure, Wainwright Research, Ira M. Weinstein / Andrew W. Davis July 2012