Transcript A Vitec Group brand - Clear-Com

Welcome to Clear-Com’s
2009 IBC Partners Meeting
IBC 2009
Welcome!
Introductions
 Ahmed Magd – Middle East Region
 Dan Muchmore – UK & Ireland
 Gary Rosen – CoachComm
IBC Team
 Oscar, Ahmed, Dan, Peter & Karlie
 Matt, Jake & PM team
IBC Partner Meeting 11th September 2009
A Vitec Group brand
Meeting Agenda
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Welcome and Introductions—Karlie Miles
Partner Address—Matt Danilowicz
Product Success—Jake Dodson
Recent EMEA Successes—Oscar Mezquita
EMEA Sales Promotions—Karlie Miles
Tempest Demonstration—Gary Rosen
Concert/Hybrid Network Demonstration—Jake Dodson
Closing and Q&A—Karlie Miles
Distributor Meeting 12th September 2008
A Vitec Group brand
2009 IBC Partners Meeting
Our Challenges Ahead
By Matt Danilowicz
11 September 2009
Thank you!
Your dedication and support of the Clear-Com
business helped us through this difficult year.
IBC Partner Meeting 11th September 2009
A Vitec Group brand
Staying on course to be the first
choice in our market
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Despite a difficult year
We remained financially secure with backing from
Vitec Group
 We continued investments in innovative technology
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- Hybrid Network (TDM Matrix/IP Server Network)
- Tempest2400—2.4GHz Digital Wireless Intercom System
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We continued efforts to improve operations and
processes across the company
• Including our new Authorized Service Provider program
Distributor Meeting 12th September 2008
A Vitec Group brand
Our Commitment in Broadcast
 Continued R&D to enhance
Eclipse—the market’s newest,
most powerful matrix intercom
 New product offerings such as
the Hybrid Network & Tempest
address real-world
market/customer changes
 More sales staff, more co-op
marketing, more customer
references
IBC Partner Meeting 11th September 2009
A Vitec Group brand
We expect recovery, but
broadcast remains challenging
 In H1 2009, Global broadcast advertising shrank by 28%
 Much of this advertising—more than half—will not return
or will move to on-line media
 The Euro-centric 2009 IABM survey of broadcast
manufacturers predicts only limited recovery in 2010
 Taxpayer revolt and governmental pressures are
reducing capital budgets for State Networks
 Clear-Com’s new products will beat your
competition, but you must diversify to grow
IBC Partner Meeting 11th September 2009
A Vitec Group brand
New Challenges for New Products
In 2010, Clear-Com will expand our distribution
partnerships to open new markets
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Concert/Hybrid Network --Universities/Media schools/Financial traders
Tempest – Outdoor festivals, Houses of Worship, Sports TV, Mobile
Command Centers, Construction projects, Training, Military
Water-proof FreeSpeak Beltpacks -- Offshore, Shipping
IBC Partner Meeting 11th September 2009
A Vitec Group brand
Market Expansion Opportunities
We welcome you to take these new offerings into new markets
 Interest? Let’s discuss your investment plan by end of year
 Not? Clear-Com will seek new partners for expansion into
new markets as you continue your focus on broadcast
IBC Partner Meeting 11th September 2009
A Vitec Group brand
Products
IBC 2009 Distributer Meeting
Jake Dodson, Vice President of Product Management
Product Breadth
Encore Partyline
•Live Performance Comms
Interfaces & Accessories
•Interfaces, Headsets, Ancillaries
Eclipse Matrix
•Distributed Point to Point Comms
Digital Wireless
•Cellular Roaming Wireless
V-Series Panels
•DSP Comms Panels
IP
•IP Interfaces, Concert IP Server
A Vitec Group brand
Our Product Strategy
Continue to Enhance our TDM platform
Extend our Communications Reach with IP
Enhance product family connectivity
Innovative products to drive customer upgrades
Distributor Meeting 12th September 2008
A Vitec Group brand
Product History
Product Roadmap: Recent Achievements
Planned
Oct ’07
Completed
Sep ’07
Aug ’07
Feb ’07
Apr ’07
Eclipse V4.2
ECS 4.2
Nov ’07
V-Series Desktop
Lever Key
Easi-Pico
16 Port Matrix
Encore
Analogue Partyline
Eclipse V4.1
ECS 4.2
Eclipse V4.0
ECS 4.1
AES 6.0
Digital COAX
ECS 4.0
V-Series Panels
E-Fiber Card
E-Que FreeSpeak
Wireless Card
A Vitec Group brand
Product Roadmap: Recent Achievements
Planned
Aug ’09
Completed
May ’09
Sep ’08
May ’08
FreeSpeak 1.5.7
Jun ’08
Concert 1.0
Native IP-based
multi-user comms
Vibration Alert
Battery Status Monitor
Remote Mic Kill
Concert
FreeSpeak 2.0
•20 Beltpack Station
V-Series Desktop
•Pushbutton
Eclipse V 5.0
V-Series AES COAX
E1/T1 Telecom Trunking
Online Mode
Site 1
IP
WA
N
Site 2
A Vitec Group brand
Product Roadmap: Under Development
Planned
Completed
2010
Q4’09
Clear-Com Hybrid Network
Aug’09
Eclipse V 5.1
•32 Port IP Card (IVC-32)
Aug’09
Concert v2.0
•New Panel UI +
•Classic Concert UI
Concert 2.5
•4-wire Interface
Con
cert
Ser
ver
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Digital Partyline
•Digital Masterstation
•Digital Beltpack
•2-wire interface
•4-wire interface
Con
cert
Ser
ver
V-Series IP
Concert/Eclipse Linking
Production Maestro
•Conference Router
•Eclipse TDM matrixes linked to
Concert IP Server Network
IP WAN
Logic Maestro
•Graphical Logic Programmer
Eclipse
Concert
A Vitec Group brand
New Products for IBC 2009
New at IBC 2009 (launched)
Tempest Wireless
2.4Ghz Digital Wireless
FreeSpeak 2.0
Increased Capacity added in V2.0
Concert 2.0
Dual Mode (Directory or Intercom)
Eclipse 5.1
Eclipse/Concert Linking
• 2.4GHz Licence Free Wireless
• 2xTX Resiliency Technology
• Excellent Outdoor Range
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20 Beltpacks per basestation
Wireless Party-Line Groups
Unused pages are hidden
New IFBs configuration to and from BPs
“Loud” mode
• Improved Directory Panel (auto sort)
• Intercom Panel (push to talk)
• Linkage to Eclipse
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ECS 5.1
V-Series IP Panel
IVC-32 High Density IP card
Auto Scanning Feature ( V-Series IP, Concert & MVX)
Logic Maestro
Production Maestro
A Vitec Group brand
Clear-Com’s Approach: Two Intercom Worlds
Matrix World (TDM)
Concert World (IP)
Concert Server
Concert Server
Internet
TDM Network
DEPENDABLE PERFORMANCE
IP Network
NEW FLUID WORKFLOWS
A Vitec Group brand
Clear-Com’s Hybrid Approach: One Universe
Matrix World (TDM)
Concert World (IP)
Matrix TDM
Concert IP
•Two Worlds Intelligently Linked together (best of both worlds)
•Concert Panels Link to Matrix World (controlled by Matrix)
•Concert to Concert Users have one to one/many calls and texting
•IP Panels Link to Matrix from anywhere on IP network or over internet
A Vitec Group brand
Key Elements of the Hybrid Network
IP LAN, WAN or Internet
Eclipse Omega or Median
Concert Server (Linux)
IP Switch
IP
IP
IVC-32
(32 Port IP Card)
MVX-D16
(16 Port 4W Card)
TDM
Browser Based
Config.
V-Series Panel
PC (XP or Vista)
PC (XP or Vista)
Concert
Intercom Panel
Concert
Directory Panel
i-Station
4222 Panel
4224 Panel
Fiber or CAT-5
Infrastructure
V-Series IP Panel
A Vitec Group brand
Hot News for IBC ‘09!
Hall 7, Booth 7.D31
• IBC Show Demo
• Concert 2.0 integrated with ENPS Product
• ENPS ActiveX launches Concert Conference
Listec PromptXpress wifi prompter
with Concert
• Concert 2.0
• Tried Intracom & it didn’t work well
• Maintain constant contact with broadcast
control operations and mobile units.
Clear-Com & Associated Press
Tiffen Europe Hall11 Booth 11.E30
V-Series Module
Ross Video Switcher Module
• Technology Demo only
• Potential future product dependant on
interest levels
• Other module formats possible
A Vitec Group brand
I.V.Core IP Technology
What is I.V.Core
I.V.Core is a patent pending technology from Clear-Com
It is an audio Intercom over IP technology
It allows high quality audio intercom and conferencing
over any standard IP network globally.
A Vitec Group brand
Clear-Com I.V.Core Technology
VoIP
time
Server
Packet Jitter
Client
S1 IP Packets
S2 IP Packets
S3
Jitter
Buffer
Decoder
Mixer
Encoder
Mixed Packet
S1+S2+S3
Jitter
Buffer
Decoder
IP Packets
Centrally Mixed Packets = no individual Origin metadata
Audio must be re-encoded = loss of quality
Packets must be buffered = added latency
Central mixing at server = scalability issues on larger systems
All packets are decoded & re-mixed = heavy on resources/scalability issues
I.V.Core
Server
Mixer
S1 IP Packets
S2
S3
IP Packets
Client
Jitter
Buffer
Decoder
Decision
Engine
IP Packets
Encoder
IP Packets
IP Packets
IP Packets
S1
S2
Jitter
Buffer
Decoder
Mixer
S3
Router
Jitter Buffer Eliminated = reduced latency
Packets only ever decoded once = improved audio quality
Distributed Mixing at Clients = high efficiency on resources, highly scalable
Elimination of Decode/Encode = reduced latency & Codec flexibility
Mixer replaced with Decision Engine & Router = ultra low latency core
A Vitec Group brand
Concert Soft Panel Crosses Both Networks
For Intercom Users
For Office Users
Concert 2.0. Directory Panel
Concert 2.0. Intercom Panel
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Concert Key
Matrix Key
Matrix
Concert
Concert Conference
1 Matrix keys assigned on Concert panel are controlled by Matrix
2 Concert keys assigned on Concert panel controlled by Concert rules (role access)
A Vitec Group brand
Today’s Intercom Approach
Remote Panels Limited to Periphery Status
(1 to 1 Relationship to Intercom matrix)
IP Network
Tel
4-wire
TDM Network
Classical Intercom World
Fibre
IP Network
In today’s Intercom IP is seen more as a connection layer, not a network
A Vitec Group brand
2009 IBC Partners Meeting
Recent success in EMEA
By Óscar Mezquita
11 September 2009
Agenda
 Sales Summary YTD
 EMEA Significant Wins
 Summary & Conclusion
IBC Partner Meeting 11th September 2009
A Vitec Group brand
Order Intake by Geography
2009
2008
17%
20%
28%
34%
55%
46%
EMEA
AMERICAS
ASIA
IBC Partner Meeting 11th September 2009
A Vitec Group brand
Worldwide Order Intake YTD
(As of Aug 31, 2009)
7
6
87%
105%
85%
5
4
3
2
1
0
0
Q1
Q2
Q3
Q4
Target
Order intake YTD
IBC Partner Meeting 11th September 2009
A Vitec Group brand
Order intake by Markets
Clear-Com
Worldwide 2009
2008 EMEA
18%
37%
13%
10%
2009 EMEA
4%
4%
32%
30%
35%
60%
57%
Broadcast
Live Performance
MAG
others
IBC Partner Meeting 11th September 2009
A Vitec Group brand
Order Intake by Product Group
Clear-Com
Worldwide 2009
7%
13%
2008 EMEA
7%
2%
32%
14%
14%
43%
5%
63%
Matrix
PL
Services
Wireless Digital
Wireless Analogue
IBC Partner Meeting 11th September 2009
2009 EMEA
4%
17%
9%
18%
52%
A Vitec Group brand
EMEA Significant Wins 2009
 Broadcast
 RFO (Radio France Outre-mer) – France
 Magyar Televízió (MTV) – Hungary
 Live Performance
 Llotja Auditorium Lleida – Spain
 Other markets
 Roland Garros Tennis French open- France
 Aker Yards Cruises - Norway
IBC Partner Meeting 11th September 2009
A Vitec Group brand
EMEA significant wins 2009
 Broadcast
 RFO (Radio France Outre-mer) – France
 Magyar Televízió (MTV) – Hungary
 Live performance
 Llotja Auditorium Lleida – Spain
 Other markets
 Roland Garros Tennis French open- France
 Aker Yards Cruises - Norway
IBC Partner Meeting 11th September 2009
A Vitec Group brand
EMEA significant wins 2009
RFO – Radio France Outre-mer
 Project value £125k
 We won because:
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IP technology – Concert linked to Eclipse
Integrated FreeSpeak
Customer confidence in local distributor
Future expansion possibilities and easy
connection with the other 9x overseas RFO
locations
IBC Partner Meeting 11th September 2009
A Vitec Group brand
RFO – Radio France Outre-mer
IBC Partner Meeting 11th September 2009
A Vitec Group brand
EMEA significant wins 2009
 Broadcast
 RFO (Radio France Outre-mer) – France
 Magyar Televízió (MTV) – Hungary
 Live Performance
 Llotja Auditorium Lleida – Spain
 Other markets
 Roland Garros Tennis French open- France
 Aker Yards Cruises - Norway
IBC Partner Meeting 11th September 2009
A Vitec Group brand
EMEA significant wins 2009
Magyar TV
 Project value £175k
 We won because:
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IP technology – integrated Concert software
Integrated FreeSpeak
V-Series features and functionality
Panel Backward compatibility (4000 and ICS)
Production Maestro and Logic Maestro
Customer confidence in local distributor
IBC Partner Meeting 11th September 2009
A Vitec Group brand
MTV – Magyar Televízió
IBC Partner Meeting 11th September 2009
A Vitec Group brand
EMEA significant wins 2009
 Broadcast
 RFO (Radio France Outre-mer) – France
 Magyar Televízió (MTV) – Hungary
 Live Performance
 Llotja Auditorium Lleida – Spain
 Other markets
 Roland Garros Tennis French open- France
 Aker Yards Cruises - Norway
IBC Partner Meeting 11th September 2009
A Vitec Group brand
EMEA significant wins 2009
Llotja Auditorium
 Project value £45k
 We won because:
• Unique FreeSpeak features
• V-Series features and functionality
• Clear-Com are well established in LP market in
Spain
• Customer confidence in local distributor
IBC Partner Meeting 11th September 2009
A Vitec Group brand
EMEA significant wins 2009
 Broadcast
 RFO (Radio France Outre-mer) – France
 Magyar Televízió (MTV) – Hungary
 Live performance
 Llotja Auditorium Lleida – Spain
 Other markets
 Roland Garros Tennis French open- France
 Aker Yards Cruises - Norway
IBC Partner Meeting 11th September 2009
A Vitec Group brand
EMEA significant wins 2009
Roland Garros
 Project value £60k
 We won because:
• Easy set up and configuration
• Median & V-Series features and functionality
• Logic Maestro
IBC Partner Meeting 11th September 2009
A Vitec Group brand
EMEA significant wins 2009
 Broadcast
 RFO (Radio France Outre-mer) – France
 Magyar Televízió (MTV) – Hungary
 Live performance
 Llotja Auditorium Lleida – Spain
 Other markets
 Roland Garros Tennis French open- France
 Aker Yards Cruises - Norway
IBC Partner Meeting 11th September 2009
A Vitec Group brand
EMEA significant wins 2009
Aker Yards
 Project value £50k
 We won because:
• Unique FreeSpeak features
• V-Series features and functionality
• Easy integration with Clear-Com Party Line
Encore
IBC Partner Meeting 11th September 2009
A Vitec Group brand
Summary & Conclusions
Clear-Com’s mission is to be the global, first-choice for missioncritical voice communication systems through strong
dealer/distributor relationships, delighting customers, and developing
leading-edge technology.
 We are moving in the right direction
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Unique IP features (Concert, IP panel)
Integrated FreeSpeak wireless / Tempest
Continuous investment in our roadmap
 Product reliability and stability
 New market opportunities
 Excellent Distributor channels
IBC Partner Meeting 11th September 2009
A Vitec Group brand
Any questions?
Thank you!
IBC Partner Meeting 11th September 2009
A Vitec Group brand
2009 IBC Partner Meeting
Sales Promotions
By Karlie Miles
11 September 2009
Sales Promotions
Promotions
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To support and help you secure extra business
Give you a reason to revisit / call your customers
Enable you to carry additional stock
Support you having demo systems
Opportunity to offer lower prices to
• beat the competition
• sell to customers with limited budget
• use as introductory price
IBC Partner Meeting 11th September 2009
A Vitec Group brand
Sales Promotions
Promotions
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Expect you to communicate promotions to end users
Expect to generate an increase in sales
We take the hit on our margin – we don’t ask you to
match
We expect you to promote and communicate to
existing and new customers
IBC Partner Meeting 11th September 2009
A Vitec Group brand
Sales Promotions
 Concert Promotion
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5x Concert 2.0 licenses FOC with IVC-32 card sales
Customer invests in Concert server / extra licenses
Introduction to Concert at very little cost
Promotion September and October 2009
 Tempest2400 Promotion
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Demo systems +10% discount
Extended payment terms to 60 days (where applicable)
Get Tempest in front of customers / target market
Promotion September and October 2009
IBC Partner Meeting 11th September 2009
A Vitec Group brand
Sales Promotions
 Legacy system Trade In Promotion
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Buy back legacy systems
Support existing customers upgrade to Eclipse
System expansions at full margin
Talk to your RSM about other possibilities
Promotion until end of 2009
 FreeSpeak Trade In Promotion
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Offer customers the chance to replace ‘old’ beltpacks with MKII
Discounted price <50% of list price
Promotion ongoing
IBC Partner Meeting 11th September 2009
A Vitec Group brand
Sales Promotions
 B-Stock Promotion
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Additional 10% discount on B Stock discount
Current B-Stock list available on Partner site
Promotion September and October 2009
Any questions?
IBC Partner Meeting 11th September 2009
A Vitec Group brand
2009 IBC Partner Meeting
Tempest Sales Training
By Gary Rosen
11 September 2009
2009 IBC Partner Meeting
Concert/Hybrid Network Sales
Training
By Jake Dodson
11 September 2009
2009 IBC Partner Meeting
IBC Message & Goals
By Karlie Miles
11 September 2009
IBC Message
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Clear-Com are championing exciting new products.
• Hybrid Network
• Tempest2400
• Concert
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Clear-Com are continuing to grow market share.
• Broadcast – RFO, MTV
• Live Performance – Theatres, Roland Garros
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Clear-Com are committed to grow new markets.
• Off Shore, Enterprise, House of Worship……
IBC Partner Meeting 11th September 2009
A Vitec Group brand
Come see us in Hall 9
Clear-Com Booth--Hall 9, Booth #9.E20b
Clear-Com is here.
IBC Partner Meeting 11th September 2009
A Vitec Group brand
Technology Demonstrations
 Bring your customers to Clear-Com’s Technology
Demonstration Sessions in the IBC Training Zone
Clear-Com Training Times:
Tempest2400
Saturday, 2-3pm
Gary Rosen
Concert
Monday, 11am-12pm
Jake Dodson
IBC Partner Meeting 11th September 2009
A Vitec Group brand
IBC 2009
 Questions or comments?
IBC Partner Meeting 11th September 2009
A Vitec Group brand