Transcript 2007 - Tech Data

Digital Signage
Partner Summit
Bob O’Malley
InFocus CEO
Chairman CompTIA
My 45 Minutes of Fame
•What’s happening across the audio, visual
and data industries that makes me believe that
convergence is upon us?
•How do vendors/manufacturers build
capability for the future of converged
applications?
•What should you be doing to prepare your
customers, your staff and your business model
for the next wave of opportunity?
Digital Content Drivers* – 2010 & Beyond
IP is the universal information conductor
CE sets the price points, China is the manufacturer
Every display device is connected, is smart and is managed
remotely
Visual Collaboration Systems and Solution Elements need to
be componentized to match their life cycle
Delivery to mobile devices requires standardized Any2Any
Content becomes more valuable, needs to be re-purposed,
communicated and shared across the enterprise
The IT/AV channels accelerate migration to services
* Drawn from CompTIA/InfoComm Summit, July 2010
Managed Services Cornerstones*
MSP
Solution
Offerings
MSP
Demand
Generation
*Bob O’Malley at Tech Data MSP Summit, August 2007
4
Remote
Management
& Hosting
MSP
Financing
Managed Services Cornerstones*
MSP
Solution
Offerings
Remote
Management
& Hosting
The Universal Utility Computing and Communications Model
MSP
Demand
Generation
*Bob O’Malley at Tech Data MSP Summit, August 2007
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MSP
Financing
Dimensions of Convergence?
Cost
Professional
Consumer
Infrastructure
Open
Closed
Cloud
Public
Private
Connected
IP Network
Special purpose
Simple
Complex
GUI
Customer
IT
AV
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Dimensions – What Wins?
Professional
Consumer
Infrastructure
Open
Closed
Cloud
Public
Private
Cost
Connected
GUI
Customer
IP Network
Special purpose
Simple
Complex
IT&AV
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InFocus: 24 Years of Display Innovation
Numerous innovative industry firsts
Continued R&D investment in areas of projection and illumination
Full range of complementary display products, software
Leveraging ODM partners for mainstream platform development
Public to Private company in May, 2009
1987
1988
VGA Compatible Mac Compatible
LCD Panel
LCD Panel
1995
1989
1991
1992
Color
LCD Panel
Data Projector
High-Resolution
LCD Panel
1996
Polysilicon Multimedia
Projector
1997
Portable High-Resolution
Projector
1st DLP based projector
Sub 7lb.
Projector
1993
1994
Notebook LCD Panel
Multimedia
LCD Projector
1998
High-Resolution
Active Matrix Panel
1999
SXGA Reflective Projector
Fixed Install
Hi-bright projector
Sub 5lb.
Projector
2000
2.9 1100 LXGA DLP
7lb 2000L XGA DLP
2001
2002
2003
2004
2007
2008
LS110
Home Theatre
Projector
SP7200 HD2 Projector
X1 Cross-over Projector
InFocus Light Engine
LP120
Sub 2 lbMobile
Projector
Sub 3 lb
MobileProjector
1500 lumens
Sub 2.5 lb
MobileProjector
1800 lumens
Video over USB
Projectors, more…
InFocus Confidential
InFocus: 24 Years of Display Innovation
Numerous innovative industry firsts
Continued R&D investment in areas of projection and illumination
Full range of complementary display products, software
Leveraging ODM partners for mainstream platform development
Public to Private company in May, 2009 We
1987
1988
VGA Compatible Mac Compatible
LCD Panel
LCD Panel
1995
1989
1991
1992
Color
LCD Panel
Data Projector
High-Resolution
LCD Panel
1996
Polysilicon Multimedia
Projector
1997
Portable High-Resolution
Projector
1st DLP based projector
Sub 7lb.
Projector
1993
1994
Notebook LCD Panel
Multimedia
LCD Projector
1998
High-Resolution
Active Matrix Panel
1999
SXGA Reflective Projector
Fixed Install
Hi-bright projector
Sub 5lb.
Projector
2000
2.9 1100 LXGA DLP
7lb 2000L XGA DLP
2001
2002
2003
2004
2007
2008
LS110
Home Theatre
Projector
SP7200 HD2 Projector
X1 Cross-over Projector
InFocus Light Engine
LP120
Sub 2 lbMobile
Projector
Sub 3 lb
MobileProjector
1500 lumens
Sub 2.5 lb
MobileProjector
1800 lumens
Video over USB
Projectors, more…
InFocus Confidential
Worldwide Projector Sales & Forecast
(Revenues, Millions USD, all projectors, Pacific Media Associates 3/10)
“Second Growth Wave”
New era projectors
$12,000
$10,000
$8,000
Trough of
commoditization &
maturation
“First Growth Wave”
notebooks, PowerPoint and
projector innovation
$6,000
$4,000
$2,000
$0
Revenue
1994
1995
1996
1997
1998
1999
2000
2001
2002
2003
2004
2005
2006
2007
2008
2009
2010
$330
$912
$1,763
$2,763
$4,079
$4,418
$5,508
$5,630
$5,675
$5,702
$6,523
$6,584
$6,915
$7,137
$6,982
$6,695
$7,744
2011
2012
$9,933 $11,186
Worldwide Projector Sales & Forecast
(Revenues, Millions USD, all projectors, InFocus, 5/10)
$12,000
$10,000
$8,000
The Likely Reality
Slow growth – 3% per year
“First Growth Wave”
notebooks, PowerPoint and
projector innovation
$6,000
$4,000
$2,000
$0
Revenue
1994
1995
1996
1997
1998
1999
2000
2001
2002
2003
2004
2005
2006
2007
2008
2009
2010
2011
2012
$330
$912
$1,763
$2,763
$4,079
$4,418
$5,508
$5,630
$5,675
$5,702
$6,523
$6,584
$6,915
$7,137
$6,982
$6,695
$6,895
$7,102
$7,315
Vendors/Manufacturers have a choice:
1. Develop Solution Offerings for the channel to sell, or
2. Sell products direct.
For Example: InFocus
Leading Projector
Company
Leading Visual
Collaboration Solutions
Company
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Visual Collaboration Landscape
Data Network
Connectivity and
Manageability
Room to Room
Virtual Collaboration
Video
Conferencing
Video Broadcast Services
Webinars
Digital Signage
Static Standalone
Power Points
Video White boarding
AV Centric Applications
Visual Collaboration Landscape
Data Network
Connectivity and
Manageability
Room to Room
Virtual Collaboration
UC
Video
Conferencing
Video Broadcast Services
Webinars
Digital Signage
Static Standalone
Power Points
Video White boarding
AV Centric Applications
Classroom & Conf Room Applications in 2011
• Fixed Functions
• Stand Alone
Digital
Presentations
Systems
sold in
2010
Average
price
• Separate Channels
• Proprietary Software
Digital White
Boards
HD Video
Conferencing
Digital Signage
(Panels 50+”)
6,850,000
893,000
300,000
244,000
$900
$2,000
$10,000
$7,500
Converged Room Solutions
 Technology: Virtualized Connectivity
Source: Various
3rd
Party Research Reports
 Visual Applications and Shared Content
 Channel Provided Services
15
Who Will Win In The UC Battle?
Who?
Strength ?
 The Network
 The Workstation
 The Personal User
 The Cloud
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Who Will Win In The UC Battle?
Cisco, Microsoft, Apple, Google…
or
YOU?
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Who Will Win In The UC Battle?
YOU, because:
•You are the last mile
•You know your customers’ business
•Your customers trust you as a solution provider and want a
local throat to choke
•UC comes together at the customer. It is Customer in, not
supplier out.
If you want to, if you prepare for it, if you start
now, and if you are willing to take some risk.
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In my humble opinion, what you need to do is:
1. Know Your Customers and their needs, much better and
broader. It is more important than knowing the latest
technology.
2. Verticalize on your Customers, and horizontalize on
technologies.
3. Embrace Customers with leading technology appetites.
They are the initiators of change.
4. Acquire or partner for the skills you need, but do not have.
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