A View from the Other Side of the Chasm

In his 1991 classic bestseller, Crossing the Chasm, and  the 1995 follow-up book , Inside the Tornado, author Geoffrey Moore offers the concept of a five-stage technology adoption life cycle, with special emphasis on a “deep and dividing chasm” that separates the early adoption of any new technology or technological paradigm from ultimate acceptance by the mass market.  Moore theorizes that this wide gap, if not bridged carefully from a marketing standpoint, often threatens the success of new-entrant companies; even those with the most innovative and disruptive technologies.  He suggests that if and when a product “crosses the chasm” it then experiences the Tornado, “a period of mass-market adoption, when the general marketplace switches over to the new infrastructure paradigm” which hopefully propels the product into a period of mass-market adoption.


Well, I’m pleased to report that, after years of steadfast effort to build and secure that all important bridge, Vidyo is now solidly positioned on the other side of that chasm and experiencing rapid growth within the tornado … and though it’s a bit breezy at times, the energy in here is great!

Yesterday Vidyo announced that it completed another record year in 2012 — delivering 68% billings growth, with our top 25 reseller partners growing over 435% on aggregate since Q1 2011 through Q4 2012.  All evidence points to Vidyo’s holistic business growth, market traction and our leading role in transforming the video conferencing industry.

The new paradigm Vidyo introduced into the video conferencing industry, has truly changed the game and transformed the industry to where incumbent players have not only acknowledged Vidyo’s approach, they have announced support for Scalable Video Coding (SVC), the standard chosen by Vidyo to enable the unique VidyoRouter architecture.  SVC has gone from something that only the earliest adopters had heard of five years ago, to a key purchasing criterion for those looking to invest in a video conferencing solution.  Vidyo’s new paradigm has brought costs and quality in line with customer expectations and, as a result, opened new markets and usage scenarios that are thriving from the benefit of Vidyo’s architectural advantages that enable our customers to scale their deployments to support 1000x more devices (off-the-shelf hardware like desktops, laptops and mobile) than room systems!

According to Moore’s innovation adoption life cycle, the other side of the chasm is comprised of what he calls the “pragmatists” of the market – those who need to see well-established proof before investing in a product or service. Pragmatists want to know that others are using the product successfully and their risks are minimal.  As more and more pragmatists are convinced, market demand increases exponentially, and that’s when a new product or paradigm is “inside the tornado”– being swept up to the top of the technology adoption curve.

Vidyo is well on its way to the top of the mass market curve – we have provided ample evidence that our paradigm is the smart choice!  In 2012 we have continued to win many new customers, establish key partnerships, solidify existing ones, and open a variety of new markets. Most importantly, in terms of Moore’s theory, we have secured the necessary “lighthouse” customers and partners whose beacons shine with the successes they are having and illuminate the many technological and economic advantages Vidyo has brought to their organizations.  Vidyo has seen tremendous success with the pragmatists (while opening other new usage scenarios in markets comprised of enthusiasts and innovators), a segment of the market that has fueled our growth.

So…what does it look like from the other side of the chasm?  From the early majority side, the view is expansive and promising … there are hills to climb, no doubt … but as any mountaineer knows, with the proper skills, tools and experience, the sky is the limit. Vidyo has the insight, a substantial technology advantage and, the proven experience to continue to transform the video communications industry, forging new ground in terms of quality, scalability and affordability.   Check out Vidyo’s news and see the view for yourself.

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Ashish is Vidyo’s CMO and Senior Vice President, Corporate Development. Ashish joins Vidyo having successfully led product marketing, product management, channels and business development teams in unified communication, collaboration, mobile and telecom companies with a focus on growing and scaling the business. Previously, Ashish led the Business Development and Strategy team for Microsoft Office Division’s Unified Communications Group. He also led Microsoft’s Channel Sales and Marketing team for Real Time Communications, led and managed key Microsoft Office and Unified Communications and Collaboration strategic alliances and co-led key strategic initiatives. Prior to Microsoft, Ashish was VP of Product and Solutions at Alcatel/Genesys Telecommunications, VP of Marketing and Business Development at Telera Inc., management consultant for Braxton/Deloitte Consulting, and held marketing leadership positions at HP and Covad. Ashish has an MBA from UCLA and a Bachelors in Economics and Computer Science from Grinnell College.

In My Opinion: Telehealth Solutions Enhance Patient Care Engagement

Telehealth adoption is increasing rapidly. Health systems across the country are looking to this technology to help reduce costs, improve quality and access to care across the Emergency Department, ICU and even to the home. Although hospital leaders typically focus on the details of a significant capital appropriation, they often overlook the need for relationship building among their care teams to help sustain the success of the program.

So, we have technology, but do we have trust?

Thanks to interoperability advancements, virtualized teams suffer not from a drought of information access, but instead from the false assurance that having all the information can replace the need for frequent and meaningful bi-directional engagement with the care provider teams physically on site at the patient bedside1. This partnership creates a finely orchestrated collaboration, centered around delivering exceptional patient care and evidence-based software tools that seek to create an environment where: interventions are proactive versus reactive, audio-visual solutions that can bring people closer by producing real-time, low-latency interactions, and a bond between clinicians, whether at the bed-side or remote.

Patient care doesn’t stand still; care enabled through telehealth solutions that can support access and patient care engagement will change the way care is delivered.  Thanks to the Philips IntelliSpace eCareManager Platform powered by Vidyo technology, tomorrow’s telehealth solutions can be recognized today. The platform features significant tools for enabling coordination of patient care and monitors patients in the ICU and other areas of the hospital. Whether through mobility strategies focused on getting the right message to the right person, on time, or connecting families across geographies to provide comfort when it means the most, care delivery going forward is reliant on advancements in telehealth – and the collaborative teams and companies working together to provide them.

1. Darek M. Haftor, Anita Mirijamdotter, Gunilla Bradley, Information and Communication Technologies, Society and Human Beings: Theory and Framework, 2011, IGI Global, PA (Chapter 18; p 225-240)

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Karsten Russell-Wood is a healthcare marketing professional with over 12 years of global product development and strategy experience. He currently serves as the Senior Global Marketing Manager for the Philips Enterprise Telehealth Solutions business. Prior to joining Philips, Karsten held global product management roles within GE’s healthcare businesses with an orientation to targeted patient populations. He graduated from The Johns Hopkins University with a concentration in International Relations and Asian Studies. He graduated in 2010 from The Carey Business School, Johns Hopkins with an MBA and is presently pursuing on-going graduate work through the University of Massachusetts centered on public health.

At VMware Partner Exchange Vidyo Demonstrates what’s Possible with Virtual Visual Communication

The Vidyo Booth at the VMware Partner Exchange Conference (#707 at the Mandalay Bay in Las Vegas) will be a great place to explore just what is possible when you combine the technology of two cutting-edge companies: Vidyo and VMware!

Vidyo will be providing a technology showcase that demonstrates an integration between Vidyo’s industry leading HD video conferencing with VMware Zimbra’s open source email and calendar platform. Just how cool is VMware Zimbra?  A recent posting in the “The VAR Guy” points to Zimbra as a popular alternative platform for building public and private cloud services. The VAR Guy states that according to a recent article in the New York Times, Zimbra was awarded the third highest number of federal government contracts for which industry Goliaths, Google and Microsoft, competed in 2012. It sounds like Zimbra is disrupting the enterprise email, calendar and collaboration industry in the same way that Vidyo is a game-changer in the video conferencing market.  There’s definitely some great synergy and potential here!

“In the mobile era, businesses are demanding simpler and richer ways of communication and collaboration,” said John Robb, GM of VMware’s Zimbra. “IT departments and employees expect cloud-based collaboration that can be accessed on any device with a mix of real time and asynchronous communication. VMware Zimbra and Vidyo address those needs by providing a mix of video, email, calendar and more
in a single user experience.”

The Partner Exchange demo will be of special interest to IT departments and channel parntners looking to virtualize all of their apps.  In addition to the VMware Zimbra demo, visitors to the Vidyo booth will also see a technology demonstration of VidyoDesktop™ running on VMware View®, enabling high quality video communication and an enhanced user experience in VMware’s managed, secure environment. Via Vidyo’s flexible API capabilities, adding visual collaboration into the Zimbra workflow is an easy process that enables this powerful integration, allowing users to escalate to visual collaboration when they need it within their email and calendar workflow.  As the Partner Exchange demo will show, a user will be able to “right click” on a name or user group within Zimbra email and immediately initiate a Vidyo conference with that person or people.  Just as easily, a user will be able to open up a new appointment within the Zimbra calendar application and simply click into a Vidyo meeting.

Although the demo is still only at the prototype stage, at the Vidyo Partner Exchange booth, we are already imagining the possibilities!  Stop by and see for yourself! Vidyo Booth #707 at the VMware Partner Exchange Conference, Mandalay Bay in Las Vegas; February 25-27, 2013.

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Michal Raz is Vice President of Business Development at Vidyo and is responsible for strategic partnerships that align with the Vidyo strategy for video collaboration and virtualization. Michal brings over 17 years of background in business development, strategic planning, marketing and engineering. Michal joined Vidyo from RADVISION where she served in a series of roles in engineering, business development, marketing and strategy. Michal is a visual communications veteran with a passion for innovation. Michal graduated with honors with a B.Sc. degree in Chemistry from the Technion, Israel Institute of Technology. Michal also received a Software Engineering scholarship from the Israeli electronics industry consortium and the Technion.

A Brighter Future in Video Conferencing: UCI Forum Approves H.264/MPEG-4 Part 10 AVC and Scalable Video Coding (SVC) Modes Specification

Video conferencing technology has vastly improved over the last several years creating new market opportunities and opening a significantly larger addressable market compared with 2-3 years ago. As mentioned in Frost & Sullivan’s 2013 “Best Practices Research Report,” Vidyo has developed a platform that enabled this growth, and has benefited from the innovations it has brought to the market. Among them is H.264 Scalable Video Coding (SVC).

The recent approval of H.264/MPEG-4 Part 10 AVC and SVC Modes Version 1.0 specification from the Unified Communications Interoperability Forum (UCI Forum) is an important milestone for the entire industry.  It is the first step towards offering better video communication to customers by enabling them to deploy mixed-vendor solutions with confidence. The approved specification is also great news for Vidyo, as our customers have repeatedly asked for interoperability. The approval of this specification widens the doorway to seamless interoperability at the media level, as SVC is adopted by more and more vendors.

Vidyo has always been an advocate for SVC and, in fact, helped lay the initial groundwork for the original H.264 SVC specification. Vidyo engineers worked closely within standard development groups such as the ITU-T, MPEG, and the IETF, and even co-wrote parts of the SVC specifications. H.264 SVC technology folds seamlessly into today’s videoconferencing architectures and addresses several issues surrounding visual communications on unreliable networks.

H.264 SVC is an international standard. The large number of options and configuration choices, however, hinders interoperation between products from different vendors. The goal of the UCI Forum H.264 AVC & SVC Modes specification is to provide detailed guidance as to what operating modes and capabilities are required of both decoders and encoders, in order to enable interoperability. The specification that was just completed is the first step: it concerns the video bitstream format only and was developed as a joint effort of the membership of the H.264/SVC Task Group of UCI Forum. As a result, the H.264/SVC specification is not the product of a single vendor, but rather represents the consensus of several different H.264 SVC implementors.

As more companies realize H.264 SVC’s value in addressing market needs, you are sure to see the SVC adoption rise. In fact many companies have begun to adopt SVC in one form or another just this past year. Vidyo has been steadfast in its commitment to facilitating interoperability of the H.264 SVC standard for over six years.  Our VidyoRouter architecture, which features H.264 SVC and Adaptive Video Layering, is being embraced by more and more customers from a variety of markets due to the many unique benefits it offers: exceptional quality, highly scalable, affordable video conferencing, accessible via any network using any device, just for starters. We now have thousands of customers using Vidyo’s technology and our 3rd generation video communications products, who enjoy the benefits of this groundbreaking architecture every single day.

We are dedicated to continuing this pursuit into the future and to making this vital technology available to all. So keep an eye on H.264 SVC as more work is underway to enable interoperability at the transport and signaling levels.

For more information about the new H.264/SVC specification, click here.
For more information about SVC and Video Communications, click here.
For more information about UCI Forum, click here.

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Alex drives the technical vision and direction for Vidyo and also represents the company on standardization committees and technical advisory boards. He is an award-winning researcher, bringing over 23 years of research experience in video compression and communications to his role at Vidyo. Prior to Vidyo he was an Associate Professor of Electrical Engineering at Columbia University. Alex has more than 100 publications, holds 64 patents (several of which are used in Blu-ray Disc, H.264/AVC, and ATSC digital television systems), and has served as the Editor of the MPEG-4 Systems specification, Co-Editor of the H.264 SVC Conformance specification, and Co-Editor of IETF’s RTP Payload Format for SVC.  He is a Member of the Boards of IMTC and of the UCI Forum, and co-chairs the IMTC SVC Activity Group as well as the UCI Forum’s SVC Technical Working Group.

 

 

Vidyo’s Top 25 Partners Grow Over 400% on Aggregate — From Q1 2011 through Q3 2012

January, 2013 … the beginning of what promises to be a pivotal and exciting year for all of us in the video communications world.  And to start the year off with a bang – how about a BOLD statement from industry pundit, Elliot Gold – founder and publisher of Telespan — in his industry “Predictions for 2013.”  (Elliot isn’t shy about boasting his 75% accuracy rate in 18 years of making these predictions.  Out of 170 predictions, 127 have been correct.)  Elliot predicts that in 2013, Polycom will fall behind Vidyo as sales of software-based video communications will surpass sales of hardware-based solutions. Wow, Elliot!  We’re hoping that this prophecy falls into your 75 percentile!

To explore why Elliot, as well as others in the industry, are foreseeing such increased growth from Vidyo, we turned to Jim Fairweather, Vidyo’s Vice President of Worldwide Channels, for some answers.

 

What are the most exciting proof points of success that Vidyo has had in the channel this year?

Vidyo’s top 25 channels have grown over 400% since Q1/2011…which by anyone’s measure, is phenomenal. Our channels continue to experience favorable growth and profit due to many compelling factors.  We are now being recognized as having a growing leadership position within the industry.  We have been first to market with technology that subsequently others have been trying to follow.  We are meeting the demands of a large cross section of users in a variety of different markets: healthcare, education, enterprise, SMB. In addition, channels can leverage Vidyo technology to sell their own value-added services.  We are satisfying the needs of many, not just a select few.

What do you view as the top reasons for Vidyo’s success in the channel?

We are providing the right product/technology at the right time.  Vidyo was established to support the changing and growing needs of this industry and we have repeatedly fulfilled that challenge.  We have addressed the trends and growth in desktop and mobile with extreme ease-of-use on those devices.  We offer reduced cost of ownership.  We give the channels the ability to choose between selling the product as a service or as a product, and at the same time sell at very favorable margins. Plus, Vidyo technology allows channel partners to leverage their value proposition and consultative relationships with their clients.

With the overall industry down, why is Vidyo such a compelling option?

Customers are looking for affordable, scalable, software-based video clients and infrastructure versus expensive room systems and hardware MCUs. Channels can generate new customers with Vidyo-based products because they can ride the growth of mobile, desktop and cloud and not cannibalize their original customer base.  There’s no other option on the market today that is able to offer such a wide cross-section of capabilities at such an affordable price point, and that is being recognized in the industry.  For example, in his latest report, Piper Jaffrey’s Troy Jenson says this about Polycom: “…We believe (Polycom) is playing catch up with other service and software competitors…like Vidyo.”

Where has Vidyo seen its strongest growth and why?

Because of a high level of partner dedication and loyalty, we have seen strong growth across the globe, in all regions.  In 2012 we significantly expanded the number of our distributors worldwide and our named user CSP model has expanded greatly.

What products are resonating with all channels?

In general, the channel is demonstrating high interest in our flagship products such as : Vidyo Mobile and Desktop and the Vidyo Infrastructure.  Newer products such as VidyoWay and VidyoRouter Virtual Edition are gaining momentum since they significantly expand the scalability and deployment capabilities of Vidyo technology.

How is Vidyo positioned in terms of future growth?

Legacy video conferencing companies and “market insiders” alike have finally acknowledged what we at Vidyo have been saying all along – sustainable, future-proof business models must be based on software-based solutions. Vidyo has the competitive edge as many companies, like Polycom, are just beginning their software move. Vidyo introduced its first software-based product 5 years ago!

From your point of view, why are competitors losing ground in their channels?

Our products alone cost less than what our competitors customers’ are paying simply for maintenance on legacy technology.  Many channels have said they view us as an up and coming threat to Polycom and Cisco. We feel confident that more and more customers will choose software based solutions instead of room systems … and the most logical choice is Vidyo.

To what do you attribute Vidyo’s fast paced partner growth in the past 12 months?

Focus and support on OEMs, Premier Partners (direct resellers), Distributors and CSPs that believe in the growth and profitability of Vidyo Products, Services and Programs.

Have you seen demand change over the past 12 months in the channel?

Yes. We continue to recruit new channels in the traditional video conferencing space as well as channels in the UC and IT markets. For instance, IT Data VARs from companies like VMware and IBM are very interested in our Virtual Edition product oiffering.

Anything else of note to share about Vidyo’s phenomenal growth?

In summary, this is a really exciting time for Vidyo and our channel partners.  Vidyo is growing faster than the industry average growth, which among other factors, demonstrates the remarkable commitment between Vidyo and its Top 25 partners which includes resellers and service providers.  By the way, this 400% growth is in addition to (not including) the various strategic partnerships Vidyo has with companies such as Google, Nintendo, etc. Vidyo has come of age and we are looking forward to a great 2013!

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Jim Fairweather is Vice President, Worldwide Channels and Sales. Jim drives the recruitment, growth and profitability of Vidyo’s Global Channels, OEMs and Service Providers. Jim has held several Executive Management positions in the VC and UC market for over 13 years. His long standing commitment to client relationships and customer satisfaction has been a key contributor to his success. Prior to joining Vidyo, Jim was VP of Worldwide Sales for HP’s Visual Collaboration Business Unit. He was responsible for global sales, channel strategy, and HPVC field engagement with over 25,000 Sales Professionals at Hewlett Packard. Jim grew HPVC revenue, established sales plans and recruited strategic distributors and channels. Prior to his tenure at HP, Jim was Vice President, Americas & US Sales at Polycom, PictureTel and MCI WorldCom. He was responsible for the revenue attainment of over $1B, and led several large sales organizations. Jim is very well known and highly respected in the industry. His strategic relationships and influence have significantly contributed to the growth of the UC industry over the years. Jim completed the Executive Management Program at the University of Michigan and holds a BS in Accounting from Bentley University.

Vidyo on Qualcomm Snapdragon Processors Leverage Multi-Screen Hardware for the Entertainment and Gaming Worlds at CES

Vidyo is certainly making its presence known at this year’s Consumer Electronics Show via several key “guest appearances” around the exhibit hall. At CES this week, the Vidyo platform is enabling many companies such as Alcatel-Lucent, HealthSpot and Qualcomm to demonstrate never-before-seen video communications and collaboration capabilities and achievements.

For instance, over at Qualcomm’s CES Booth #30313 in the South Hall of the Las Vegas Convention Center, the first demonstration of SVC high-quality Video Collaboration on Mobile Platforms is based on Vidyo’s Adaptive Layering Technology, driven by Qualcomm’s new, incredibly powerful Snapdragon™ S4 Pro Mobile Development Platform for tablets, smart TVs and professional displays. The Snapdragon S4 Pro brings number-crunching, quad-core power to computational intensive tasks, and the demo at CES spotlights just what happens when Vidyo is able to harness the processing power of Qualcomm’s groundbreaking new chipset. The demo features multi-screen video collaboration capability across smart TVs and mobile devices featuring Snapdragon S4 processors, allowing users to enjoy video collaboration on a mobile device, seamlessly transfer the video exchange to a smart TV, then transfer back again on the fly.  You can imagine the power this gives developers as they realize the potential of leveraging HD multi-screen hardware for their universal multimedia and gaming services!

Vidyo’s exceptional video communications and collaboration solution – the technology that powers video conferencing in Google+ Hangouts and Nintendo’s Wii U Chat — is the ideal platform to illustrate the dynamic results Qualcomm can achieve with their latest quad-core processor chipset. Leveraging Vidyo’s flexible APIs and easily integrated technology, the company is able to demonstrate the breadth of applications that can be developed by combining Qualcomm and Vidyo technologies. This demonstration proves the unmatchable power of the Snapdragon S4 quad core chipset that can bring to life devices featuring Snapdragon S4 processors with high-quality conferencing capability without any extra processing power or purpose-built hardware acceleration.

This powerful combination of Qualcomm processors and Vidyo technology unlocks a whole new set of applications that enable users to play a game, watch a movie or surf the Internet, while simultaneously engaging in high-quality video conferencing.

According to Ofer Shapiro, Vidyo’s co-founder and CEO, “Using Qualcomm’s quad-core Snapdragon S4 chipset, Vidyo is able to support Scalable Video Coding (SVC), high-quality video on mobile devices, which further enhances the reach of an SVC based system. Since Vidyo’s software- based solution enables high-quality telepresence on any device, we are able to work with vendors such as Qualcomm that are developing next generation processors to allow amazing real-time video quality across the mobile and smart TV display space enabling numerous entertainment and gaming applications.”

Even if you’re not at CES this week, you can still see this amazing Vidyo and Qualcomm demo! To request a free Vidyo trial click here.

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Michal Raz is Vice President of Business Development at Vidyo and is responsible for strategic partnerships that align with the Vidyo strategy for video collaboration and virtualization. Michal brings over 17 years of background in business development, strategic planning, marketing and engineering. Michal joined Vidyo from RADVISION where she served in a series of roles in engineering, business development, marketing and strategy. Michal is a visual communications veteran with a passion for innovation. Michal graduated with honors with a B.Sc. degree in Chemistry from the Technion, Israel Institute of Technology. Michal also received a Software Engineering scholarship from the Israeli electronics industry consortium and the Technion.

Vidyo Excellence Honors Developer Community

Vidyo started as a company licensing the SDK for its next generation video conferencing technology even before it brought its VidyoConferencing product line to market. For years, Vidyo has been supporting development teams to build our video conferencing architecture into their own unique solutions. So it should come as no surprise that Vidyo has evolved the tools it offers developers into a rich set of Web Services APIs and Client APIs to make VidyoConferencing a natural part of the business workflow.

The number of developers who have integrated video communications within their applications has grown dramatically. Vidyo now has a team solely dedicated to making these partners successful, as well as growing the set of support tools to make this integration effort even easier. The range of Vidyo APIs is expanding to enable broader integration of the larger product portfolio. In fact, just added with the recent release of V2.2 are APIs for VidyoReplay.

With so many developers creating interesting and useful integrations the time has come to recognize these excellent innovations by our community. Vidyo opened the competition to our developers and selected winners in three application areas: healthcare, customer service and resource scheduling. Here are the Vidyo Excellence winners!

Healthcare
HealthSpot earned the Vidyo Excellence Award for Healthcare for its Care4 Station, a walk-in kiosk with integrated medical devices that connect patients to healthcare providers over real-time, high-definition videoconference appointments.

“HealthSpot selected Vidyo as its exclusive video conferencing platform based upon Vidyo’s media-aware, intelligent routing architecture that enables access to high quality video communications via a wide range of devices and networks,” said Dave Sebenoler, HealthSpot’s Chief Information Officer. “This visual communications technology, in concert with Vidyo’s enterprise-ready APIs, has allowed HealthSpot to create an industry leading self-service kiosk solution. The APIs allow HealthSpot to run advanced technology ‘under the hood’ while providing an intuitive user experience that distills many complex processes into a seamless patient experience.”

Customer Service
The Vidyo Excellence Award for Customer Service was earned by UST Global for iDispatch. The iDispatch application gives field technicians complete visual communications with a team of experts who can assist in solving problems while the technician is on-site.

“Using Vidyo’s rich set of web services APIs we were able to create a conference solution that is tightly integrates with an enterprise mobility platform for customer service,” said Tony Velleca, UST Global’s CIO and VP of Services and Solutions.  “This direct integration plus our hosted VidyoConferencing service provides our clients with a turnkey solution without the need to install additional hardware or software.”

Resource Scheduling
The Vidyo Excellence Award for Resource Scheduling was earned by Soltrite for See-Speak. Soltrite created an on-demand language interpretation solution customized for each client organization that may choose the languages they want to offer, as well as a variety of routing choices to select the interpreter that best meets their needs.

“We have essentially created a ‘Vidyo ACD’ product and an integration that can be molded to different client requirement situations,” said Scott Colesworthy, Soltrite’s CEO. “Vidyo allows quality over uncontrolled networks to a variety of devices enabling client locations to use non-QoS enhanced networks to lower bandwidth cost and allow the interpreters to be located in their homes.”

Congratulations again to these developers for creating stand-out videoconferencing integrations!

 

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Marty Hollander is Vidyo’s SVP of Market Development. With more than 20 years of high-tech marketing experience, Marty specializes in developing lasting strategic assets through creative market development. Previously, Marty served as Vice President of Marketing at Cemaphore Systems, Latitude Communications (later acquired by Cisco) and ProactiveNet (later acquired by BMC). He also founded CollectiveSpace and IntelliCorp, where he played a variety of executive roles. Marty has also held senior level positions at Silicon Graphics and Storm Technology. Marty earned an MBA from Stanford University as well as an MS from Carnegie-Mellon University.

VidyoWay – The Way for B2B communication

In case you haven’t seen this morning’s headlines, Vidyo is continuing to disrupt the video conferencing market and just announced a new free cloud-based service:  VidyoWay. Now anyone using Cisco, Polycom, Lifesize, other H.323 and SIP-based room systems, Microsoft Lync clients, mobile devices and telephones can easily connect with each other and/or with Vidyo endpoints.

Interoperability doesn’t mean interconnectivity:

At the risk of sounding old, I’ll admit I was part of the H.323 standardization effort in the previous century. Interoperability did exist in 1997, but widespread adoption of video conferencing has long been inhibited by low quality, high cost and complexity associated with attempting to provide B2B collaboration within multi-vendor environments. Businesses came to expect the ease of use provided by legacy phone service, yet we never think of that as a missing piece of the puzzle in business video communications today.  Everybody knows that when you dial +1 201 you will get to New Jersey and if you continue to dial seven additional digits you reach your intended target. The global agreement that is needed to make this happen is simply not in place for video conferencing. These problems, alongside inhibiting costs and quality issues have slowed down the legacy video conferencing market.

Vidyo’s architecture solves a large part of the structural challenges seen in the market today by offering very high-quality meet-me solutions that bring price and performance in line with user expectation. Vidyo delivers a business video conferencing solution that promises natural quality, reaching a wide set of devices, on best effort networks, at price points that deliver significant savings and works for B2B and B2C solutions and even high scale C2C applications.  The compelling advantage of this architecture fuels Vidyo’s fast growth (four times faster than the rest of the industry)

Recently we have seen a number of players aiming to address the space between new high-quality solutions, and the legacy connectivity issues by offering a ‘transcoding room in the cloud’ that allow different technologies to interconnect in a much simpler way than was previously  available to users. People who use legacy systems spend a lot of money on their equipment and find that it is not easily usable for communication outside of their company. These “cloud based” services, although not cheap, are welcomed by such people that want to improve the return on investment of their equipment.

That’s where VidyoWay comes in. VidyoWay addresses ALL three factors of cost, complexity, and limited connectivity for legacy devices to remove the barriers to enterprise visual collaboration more effectively than any other solution in the market. Being completely free and super easy to use we hope that it will become the standard way for people to connect their legacy devices. VidyoWay will eliminate the need for IT assistance and the age-old question: “I am using one interconnectivity service and you are using another, now what?”

So what’s in it for Vidyo?

VidyoWay gives video conferencing users something that they have wanted for a long time. With this service, they only need to configure their legacy architecture room system ONCE to connect with VidyoWay. The same way several callers may dial a single 800 number to join an audio conference bridge, video conferencing participants can now use a single dialing scheme to leverage video communications with other business users regardless of their device. The extra bonus – everyone is already ‘VidyoReady’ because VidyoWay federates for free to any hosted or on-prem videoconferencing system. This allows Vidyo to have a dialog with all the end users that are not ready to switch to a new architecture yet and help them to do so in a gradual way. Think about it, we are closing the gap with free interconnectivity.

 

Some of you may be wondering whether this will decrease Vidyo sales because it is available for free. To the contrary: it will increase sales as it connects the Vidyo user-base to all organizations that use legacy systems. As these organizations switch to us, mobile devices, desktop conferencing and telepresence rooms will already be ready for Vidyo’s product line.  The legacy world is measured in about a million endpoints and is still a very small fraction of the potential market of hundreds of millions of personal endpoints and affordable telepresence users that our paid products are addressing. VidyoWay’s fair use policy requires the use of the service for the purpose of legacy device interconnectivity and conferencing. Consequently the use of VidyoWay for legacy endpoints doesn’t even put a dent in our target market for our full product portfolio. Moreover, native use of Vidyo (not via transcoded legacy endpoint) provides tremendous quality and cost benefit which drove our business to grow four times faster than the industry average.

So far, the reaction to this news has been overwhelmingly positive. Here is what some of the industry’s key analysts and media have said about VidyoWay:

“Vidyo’s new VidyoWay offering was very impressive. This compelling new service solves the ease-of-use problem that has plagued the industry for years. The VidyoWay demo was very comprehensive – it’s easy to use, borderless and most importantly free! We believe the VidyoWay offering will be a hit with channels and customers.” - Troy Jenson – Managing Director and Senior Research Analyst, Piper Jaffray

“Vidyo continues to prove themselves as a leader in market innovation, technical excellence, scalability and adaptability to varied video conferencing environments. The new, free VidyoWay service is sure to positively disrupt the market as Vidyo has been able to do in recent years. VideoWay has the true potential to expand the video conferencing and collaboration market to mass deployment levels.” – Roopam Jain, Industry Director, Unified Communications and Collaboration, Frost & Sullivan


“Multivendor interoperability is a real pain point in the video conferencing industry. Interconnecting video conferencing systems that businesses have deployed is certainly possible, but is often both complicated and expensive,” said Brian Riggs, research director at Current Analysis. “A service like VidyoWay should have considerable appeal among companies seeking a straightforward way to make video communication as commonplace as telephone calls, at no cost to the end user. Vidyo continues to dramatically change the economics of B2B video conferencing.” - Brian Riggs, Research Director, Current Analysis

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Ofer Shapiro co-founded Vidyo in 2005 and pioneered Personal Telepresence, enabling a new generation of software-based natural, multi-point HD video conferences on desktop computers, room systems, and mobile devices. Prior to Vidyo, Ofer spent eight years at RADVISION where he was responsible for the development of the first IP video conferencing bridge and gatekeeper technology and the first commercially successful video conferencing architecture. He also served as senior vice president of business development responsible for strategic sales and relationships. Ofer was a contributor and one of the editors of the H.323 standard. Ofer has over fifteen years of experience in bringing disruptive technologies to market. He holds a Master’s Degree in Applied Physics.

How I Created a High Def Conference Room in Under 3 Minutes!

It was 4:55 pm the day before a regional conference on interactive medicine, at which our CEO was chairing a panel discussion at 1 pm.  I just opened up an email from one of our panelists who informed us that he had a “can’t miss” meeting come up at 2 pm, immediately after our panel session, and this would mean he would have to cancel his appearance.  Since we develop applications using video communications, our first thought was to ask, could he still be available during the 1-2 pm time slot to participate in the panel remotely via televideo? The answer was yes, so we next turned our attention to how to make this work.

One of our marketing managers called the show organizers to see if an internet connection and PC projection system would be in the room? Check. Could we get in to set up a video feed and test in the morning before the sessions started? Check. So at 5:15 pm I tossed my Chat 50 speakerphone and HD Pro Webcam in my backpack, and headed out the door.

The next morning at 7:15 am I arrived at the conference center. At 7:25 am, I was standing in front of the speaker’s podium at the keyboard of the PC connected to the overhead projector. I reached into my bag, pulled out and plugged in my two devices, opened up a browser, typed in the URL to our Vidyo server, and logged in. It was now 7:26 am, and I had a video window open and my devices were connected. I placed a quick call to our remote panelist, who was in his office early waiting for my call, and let him know we were up and running. I had emailed him my unique meeting room link the night before so all he had to do was click on that and seconds later we were connected.

We verified high quality HD video on both ends, and that the camera was set to capture the entire room. Then we did a sound check. Standing in the front of the room, our presenter heard me clearly. I was skeptical he would be able to hear the audience questions so I stood in the back to test, and he still heard me clearly.  The time? 7:29 am.  I had succeeded in setting up an HD quality video and audio link in under three minutes!

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Peter Eggleston, Chief Marketing Officer, SBR Health, Inc. Over the last 20 years, Pete has served in various sales and marketing leadership positions throughout the high-tech industry, including Founder and CEO of AdME, Inc., VP of Sales & Marketing for Sonic Network, Inc., and Senior Director of Business Development at Millivision, LLC. Pete has served as a faculty member at Northeastern University and the Rochester Institute of Technology. He has authored over 40 papers and articles, anchored two columns in industry magazines, written blogs on pragmatic marketing and business development principles and serves on the advisory boards of several start-up companies and organizations throughout the New England area. Pete received a MSCS degree from Rochester Institute of Technology, a BEEE from SUNY at Stony Brook and holds several industry certifications.

Vidyo Partner Breakfast at InfoComm

Are you attending InfoComm in Las Vegas in June 2012?

If you are, here is a great opportunity to meet Vidyo executives face-to-face to get an update on the video conferencing market, latest and greatest on Vidyo product announcements, how to take advantage of marketing programs and certifying your sales force on Vidyo.

Vidyo is participating in the InfoComm event in Las Vegas from June 12th through 15th. During the show, Vidyo’s executives are speaking at several sessions and Vidyo is making significant product announcements that will unleash opportunities for Vidyo partners.

We would love to have you over for breakfast and an interactive session with Vidyo executives.  This breakfast would be a great opportunity to learn more on what’s happening in the video conferencing market.  If you are new to Vidyo and are interested in partnering, this provides an excellent opportunity to get to know not only the award winning Vidyo video conferencing solutions, but also meet the leadership driving Vidyo’s success in the market place.

WHO SHOULD ATTEND?

  • Current Vidyo Partners
  • Video conferencing solution providers considering Vidyo as a platform to deliver solutions

LOCATION:

Renaissance Las Vegas Hotel, Opposite Las Vegas Convention Center, 3400 Paradise Road  Las Vegas, NV 89169

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AGENDA ON JUNE 14 2012

8 AM to 8:30 AM: Breakfast

8:30 AM to 9:30 AM: Executive Presentations

  • Ashish Gupta, CMO and SVP Corporate Development
  • James Fairweather, VP Worldwide Channels and Sales
  • Robb Cason, VP Adoption Services
  • Mark Noble, Sr. Director, Product Marketing

9:30AM to 10AM: Q&A and Networking

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Jim Fairweather, Vidyo VP of WW Channels and Sales

RSVP: Send an email by June 10, 2012 to partnermarketing@vidyo.com to reserve your spot. Bring your InfoComm badge for check-in.  Send name, email, title, company name of the attendee to register.

(Seats are limited. Two people maximum for each company.)

 

Thank You for being part of the Vidyo partner community! I look forward to seeing you at the breakfast.

 

Sincerely,

Jim Fairweather, Vidyo Vice President of WW Channels and Sales