Channel News

Posted: 2/2003

Channel News

RADVISION Debuts First Video Conferencing Appliance

By Khali Henderson

RADVISION's INVISION video conferencing network appliance.

RADVISION HAS RELEASED INVISION, the first suite of video conferencing network appliances -- plug-and-play devices that are easily deployed into any enterprise network for turnkey video conferencing over IP and ISDN. Like all RADVISION products, INVISION is sold exclusively through channels.

INVISION features the functionality of an IP/ISDN video conferencing infrastructure, from centralized management and multipoint conferencing to gateway services and value-added applications, in an integrated device.

The offering is in response to customer and channel partners demands that video conferencing deployment no longer be as complex as a "science project," says David Sokolic, vice president of marketing for RADVISION.

"If you look at video conferencing infrastructure, it's sold as kits, not solutions," says Sokolic, who explains they are open chassis requiring the addition of cards to create the desired service. "That's fine for early adopters [among enterprises] and for service providers," he adds, but not as applicable to mainstream users.

Sokolic says INVISION is a preconfigured application that meets the needs of most customers and you don't need to be a video conferencing specialist to deploy or sell it. The INVISION suite of off-the-shelf network devices simply plugs into the corporate LAN either as a standalone solution or bundled with other IP-based solutions such as voice over IP. Resellers must source endpoints from available vendors.

The INVISION family features two key product lines, the INVISION 100, for the small and medium enterprise, and the INVISION 410, which will be released in first quarter 2003, for the large enterprise. Both feature IP and ISDN support and the integrated functionality of a gateway, gatekeeper and multipoint conferencing bridge.

The INVISION 100 comes in either a four BRI or one PRI configuration. The four BRI (INVISION 100/4b) supports a mix of up to eight voice-only calls (at 64kbps), 12 multipoint sessions over IP and ISDN, and one conferencing or gateway port (at 384kbps). The one PRI unit (INVISION 100/1p) supports 23 voice-only calls (at 64kbps), 12 multipoint over IP and ISDN, and three conferencing or gateway ports (at 384kbps). The INVISION 410 has four PRIs, supporting 92 voice-only calls (at 64kbps), 21 multipoint sessions over IP and ISDN, and 14 conferencing or gateway ports (at 384kbps).

The INVISION product family also includes an integrated network management system and end-user conference control capability with intuitive, Web-based user interfaces. Finally, INVISION enables a global view and control of the system, including IP bandwidth consumption, ISDN use, current calls, ongoing conferences, and complete control over voice and video traffic bandwidth management.

Resellers determine the street price for the products, but RADVISION recommends $40,000 to $55,000 for the INVISION 100. The company would not reveal commission rates, but to say they are competitive with industry standards.

Sokolic says the simplicity of the system also can shorten the sales cycle for video conferencing systems, which he claims ranges from six to 18 months. The only alternative to this system, he explains, is a larger capacity bridge normally sold to telcos that runs more than $80,000 or a high-end group systems, which start at $15,000 and can run as high as $60,000. However, room systems, with their built-in bridging capacity, only provide limited functionality. Using a room system as a company's video conferencing infrastructure platform means that all conferences have to run through that location-specific end point, limiting the total number of users or concurrent conferences and requiring the user to be in the end point's location to participate in a session. This is in contrast to a network-centered video conferencing appliance like the INVISION which can support more than 50 end points and multiple simultaneous multipoint video conferencing sessions and does not require the conference user to use that specific location/end point.

VCON Establishes Software Solutions Channel Program

By Khali Henderson

IN RESPONSE TO ITS CHANGING product set, VCON, a developer of networked video over IP solutions, rolled out the Software Solutions Channel Program in fall 2002. The company's legacy is in traditional video conferencing systems, but has augmented its product set in the last few months with convergent software solutions that incorporate collaboration and instant messaging, as well as video.

Gordon Daugherty, president of VCON Inc., says the company always has used channel partners to sell its hardware-based compact and group conferencing systems, but that this program is focused on software-only solutions.

"For the first time, you can get business-quality video conferencing in a software client because PCs are fast enough," he explains.

The first product to be released through this new channel is VCON's IPNexus application server, which debuted in September 2002, as a client application for VCON's Media Xchange Manager (MXM). The MXM is an integrated client/server architecture that combines video network management, rich media applications and video telephony. IP Nexus combines instant messaging, application sharing and file transfer capabilities. While in a chat session, users can access the built-in capability to collaborate on documents, drawings and presentations by adding voice or video to the message session at the touch of a button.

Also available for resale under the program is vPoint, the company's new software-only videoconferencing client for MXM. Released in October 2002, vPoint allows users to participate in real-time videoconferences directly from their desktops that include IP data rates of up to 1.5Mbps and up to 30 frames per second.

Software licenses are sold by the number of concurrent users. A 25-user license for IPNexus, for example, is $80,000 retail, including one year of maintenance. Upgrades are available by subscription for 25 percent of the original license, or on a standalone basis. Resellers get a 30 to 45 percent discount off list price, but can expect to reap 20 to 30 percent margins under normal client discounting schemes, says Daugherty.

The software applications are available prepackaged with a server for partners that want to sell a turnkey solution. VARs or systems integrators also have the option of sourcing their own servers (and keeping the accompanying margin) and installing the software themselves on behalf of their clients. Integrators are certified during two days of training.

The first two VCON software solutions partners are existing VCON VARs, VX Distributing in Denver and CygCom in Toronto. Daugherty expected to have four more partners new to the company's channel signed by the end of 2002.

Conference Group Creates Private-branded Web Tool for Agents

By Khali Henderson

The Conference Group Inc. has developed a Web site that agents can brand and integrate into their own Web sites to serve their customers' conference calling needs.

The "Conference Information Center," which is scheduled for rollout in the first quarter, allows end users to learn about service options, request an account via the Web, and even schedule a conference on a bridge in real time (for those customers who still prefer to set up their calls, rather than set up a reservationless account).

Agents have access to the unbranded site with the ability to "wrap" the content in their own frames, creating an integrated conference-calling center within their own Web presence. A unique identifier assigned to each agent ensures accurate tracking of all account activity.

The Conference Group's agent program manager, Greg Plum, says the Conference Information Center lets agents avoid manually setting up accounts. "This is a truly turnkey solution," he says. "This tool is especially powerful for those agents who have focused on building an Internet marketing and fulfillment model."

ReadyTalk Debuts Low-cost Integrated Audio, Web Conferencing

In response to increasing demand from its channel partners to compete for both audio and Web conferencing, ReadyTalk is introducing an integrated audio and Web conferencing service that is priced at audio-only service rates.

ReadyTalk Audio with Web rates start at 24 cents per minute and go down to 12 cents per minute with volume commitments.

"Our channel partners have chosen ReadyTalk as a high-quality alternative to pricier audio and Web conferencing solutions," says ReadyTalk CEO Dan King, "and we're pleased to announce the addition of integrated Web conferencing at our already competitive audio rates. Our customers get the benefit of 99.999 percent service availability, standard 94-participant conferences, international toll-free access and now, an easy-to-use Web conferencing service all at a price that is typically less than they are currently paying for audio-only conferencing."

From a Web interface, users can control all aspects of an audio conference (mute/unmute, lock/unlock, roll call and more); dial out to domestic and international participants; control who participates and when (dial out, mute/unmute, disconnect); upload and present slides in real time, share desktop applications, including documents and spreadsheets; initiate and control the recording of a conference (audio is automatically synchronized with a presentation); and manage existing recordings using ReadyTalk's archive controls (e-mail to colleagues, playback using media players or delete).

"ReadyTalk's ease-of-use enables us to upload a new PowerPoint in just a few minutes and immediately begin presenting it online," says customer Kent Wilson, director of product marketing at Plasmon Inc. "We also can record the conference so that attendees, or those who could not attend, can later click on a slide and automatically hear the audio that was originally presented with that slide. "

ReadyTalk's integrated audio and Web conferencing service is available for sale through agents, who receive a 15 percent commission. Private-branded options also are available to resellers. ReadyTalk offers customized support in the areas of billing, marketing, technical support, dedicated account management and branding.

PlaceWare Launches Ready

By Tara Seals

PlaceWare Inc. has released ReadyPlace, a reservationless service that combines Web and audio conferencing with a personal online meeting place.

While PlaceWare's Web conferencing will integrate with any audio conferencing service, the company is reselling audio conferencing from Premiere Conferencing and Worldcom Inc., and bundling it with its own Web collaboration technology for the ReadyPlace offering.

"By taking an approach to integrate audio from leading teleconference providers into PlaceWare's Web conferencing platform and offer them a virtual place to conduct their meetings, our customers now have the convenient choice to purchase both audio and Web conferencing directly from PlaceWare," says Dustin Grosse, vice president of strategy and worldwide marketing at PlaceWare.

A personal, fixed Web meeting place also is part of the package. The Web site can hold presentation and collaboration documents, allowing users access to "always on" conferencing. The archived materials and information are always ready to go. Customers also get a personalized ReadyPlace wallet card with entrance key information, the access telephone number and passcodes, for fingertip access to all the information required to start a Web and audio conference. The solution is available on a per-minute, shared-seat or named-user basis.

Telverse Adds Conferencing to Wholesale IP Platform Suite

Wholesaler Telverse Communications Inc. has added its "Meeting Spot" Web-enabled conferencing to the Business Tone suite of services available on its carrier-grade platform for service providers.

Meeting Spot gives subscribers the ability to create and/or coordinate scheduled conferences, customize standing conferences with special features or use a personal on-demand conference option for quick, ad hoc conference needs. Each conference can include any of the following features: E-mail notification to all participants, individualized login and password, roll call, advanced moderator controls, presentation sharing, subconferencing on the fly, text or voice chatting and more. Meeting Spot services have no reservation, cancellation, setup or additional monthly subscription fees.

Implemented using the IP Unity Corp.'s media server technology, Meeting Spot can support enterprises of any size; it allows up to 48 active and 400 listen-only attendees in a single conference call, and it can handle tens of thousands of continuous conference calls.

In addition to conferencing, Business Tone services include IP-based Class 5 phone services, unified communications, a self-managed provisioning system, customizable billing systems and a carrier-class operations center.

TelePacific Unveils Free Conferencing

By Tara Seals

Visitors to TelePacific Communications' Web site now can access a free telephone conference call solution, thanks to a resale agreement with Integrated Data Concepts Inc. (IDC). Users can schedule in advance or use reservationless conferencing, and the only costs are regular local or long-distance rates for the phone call itself. There is no need for special equipment, or for disclosing credit card or billing information.

Created via the co-branded relationship with IDC, TelePacific Connect is a free, secure online source for scheduling, initiating and managing audio conference calls. Any business, organization or individual can use it.

"As a service provider, we're delighted to offer this value-added benefit of conference calling service to our customers and our Web site visitors," says Dick Jalkut, president and CEO for TelePacific. "It is important for TelePacific to serve as a one-stop shop for our customers and prospective customers; adding the TelePacific Connect service to our lineup is another example of how we are a total solutions provider."

Users can schedule telephone conferences days in advance over the Web, on any computer. The service also features a suite of conference call management tools, such as automated conference invitations with RSVP functionality, and automatic calendaring with Outlook and Lotus personal information managers. Depending on the location of each participant, the call may be local or long distance.

For the reservationless service, TelePacific.com users simply call the same dial-in number and enter the chosen participant access code.

Security options are available to the call moderators for either of the conference methods, including: Locking the call; playing a chime when callers come in or go out of the call; reporting the number of persons on the call; and muting.

"There is finally an alternative to conference call services that are either inexpensive but featureless, or those that are feature-rich but overpriced," says Warren Jason, IDC's president. "We're proud to provide TelePacific with a service that is unmatched in its ease of use and advanced technology."

This summer, IDC announced the release of TeleConnection.com, the basis for TelePacific Connect.

Offered free on a permanent basis, TeleConnection.com's all-digital conference bridges are accessible worldwide. The Web site offers detailed online help as well as prompt technical support. TeleConnection.com's Web-scheduled service guarantees reservations of conferences with up to 32 callers. The reservationless service accommodates up to 96 callers and lasts as long as six hours.

Linktivity Adds Hosted Web Collaboration for Channel Partners

By Khali Henderson

Linktivity announced in December 2002 it would offer a hosted Web conferencing and collaboration solution through its direct and indirect sales force. WebDemo Lite Hosted targets small to midsized companies.

WebDemo Lite Hosted offers keyboard chat, allowing users to engage in individual or group discussions. This software also offers small businesses a choice of additional features, including showing any desktop application, remote control, transferring host capabilities, annotation tools, Microsoft Outlook e-mail integration and changing the presentation on the fly from 256 colors to 16- or 24-bit colors.

Linktivity, a division of SpartaCom Technologies Inc., has a legacy of server-based collaboration software products, Web Demo and WebDemo Lite, used throughout the United States and Europe.

The company has a base of about 100 value-added resellers (VARs) and distributors of its premise-based software around the world. It also works with OEM partners to integrate its software into their hardware or software solutions.

CEO Scott S. Moule says the company also will make its hosted service available to channels. Agents or distributors, for example, earn a 5 percent to 20 percent monthly recurring commission on referrals. Associate resellers receive a 20 percent discount and certified resellers get a 30 percent discount.

The service retails for about $30 to $40 per concurrent user. A three-user subscription is $129 per month, and a 10-user license is $299 per month. In contrast, a perpetual license for the three-user version of the software is $799.

Partners also can integrate the collaboration product into their own ASP service using Linktivity's API toolkit. In this scenario, either Linktivity or the partner can host the application; both companies share in the revenue.

eDial Releases Next Generation of Audio/Web Conferencing Appliance

By Khali Henderson

eDial Inc. rolled out eDial AudioPresenter 4.0, the newest version of its audio conferencing appliance, with integrated Web presentation capabilities. The new unit is available for sale through margin-based resellers, commissioned sales reps and referral partners.

The eDial AudioPresenter appliance installs into a company's existing telephone and data networks to effect real-time communications via a Web browser and a telephone, eliminating the need to install any plug-ins or software downloads prior to the meeting.

eDial has enhanced the AudioPresenter to include:

• Record and playback. Now, participants who missed part of a call or simply want a "refresh" of the information discussed can play back the meeting at their convenience.

• Hand-raising. When in lecture mode and all participants are muted, participants can "unmute" themselves to ask a question, useful during a Q&A session of a meeting.

• Shared control of presentations. Multiple leaders can control a Microsoft PowerPoint presentation, providing conferences with more flexibility and organization.

• Password-protected presentations. This optional feature prevents unauthorized users from viewing presentation slides, by protecting a presentation with a password that is only delivered verbally at the beginning of a call.

• Support for up to 96 call participants. With a 96-port server, larger-sized training sessions, Web seminars and corporate meetings easily can easily be conducted so that all needed participants can join the call.

• Bulk generation of access codes. System administrators can bulk-provision users at once. Reservationless leader and participant access codes can be created and exported to a Microsoft Excel comma separated variable (.csv) file for easy distribution to users.

• Unique participant access codes. System administrators can create unique, "easy-to-remember" access codes for call participants.

The company has resellers that sell and install the appliance. They buy at a 35 percent markdown. The company also is using independent sales representatives that receive a 20 percent commission on each sale, while eDial takes care of the support and installation. Affiliates can earn 5 percent commission for referring business.

Verizon to Resell Raindance Web Conferencing Service

_{By Khali Henderson}

In a deal two years in the making, Verizon Communications Inc. announced in December that it signed an agreement to resell Web conferencing services from Raindance Communications Inc. as an addition to its existing voice conferencing offering.

The service, which will be private labeled for Verizon, will be available to Verizon business customers this month. The ILEC will roll it out first to internal divisions and subsidiaries.

The contract has the potential to be one of the largest for Raindance, which attributes 17 percent of its revenue to channels and has other resellers ranging from Bell Canada to smaller independent conferencing marketers, says Carolyn Bradfield, senior vice president of sales and marketing for the conferencing vendor. Bradfield's former company, InterAct Conferencing, was one of Raindance's largest resellers, before Raindance acquired it in April 2002.

Bradfield says Verizon chose to rebrand the Raindance service to allow it the flexibility to scale the service and to grow the functionality more easily than with a static software license, given the pace of change in Web technology.

Once of the key selling points for the Raindance offer is the integrated audio conferencing -- a feature not all Web conferencing products have, Bradfield says. She also hints at new developments to debut this spring that will "redefine the conferencing experience."

She says, "We have taken the user experience and analyzed how we can improve it," noting that new services will address four primary elements of conferencing: Planning and notification; introducing participants to the call; the look and feel of the interface; and management.

Polycom Enhances Video Conferencing

By Tara Seals

Polycom Inc. has beefed up its video conferencing line, available through indirect channel partners, with a new encryption solution and the launch of the iPower 9000 series of multimedia conferencing solutions for audio and video collaboration with IP functionality.

The new iPower 9000 endpoints, available directly to enterprises and via systems integrators and VARs, have optional embedded 12-port multipoint control units (MCUs) to bridge 12 locations in a call over IP, without cascading links between multiple MCUs.

"Our new iPower 9000 series offers the industry's most advanced multimedia conferencing system, with the highest audio and video quality available," says Craig Malloy, senior vice president and general manager of video communications for Polycom. "These products address the expanding needs of high-end enterprise customers and provide the most powerful and flexible codec for systems integrators and value added resellers."

iPower 9000 series includes two models: The stand-alone iPower 9000 codec for systems integrators and VARs; and the iPower 9800 Multimedia Conferencing System, a workstation for demanding enterprise applications.

The iPower 9800 Multimedia Conferencing System and iPower 9000 prices start at $17,999 and $13,999, respectively. The 12-port IP MCU software option will be available for $6,999, and will be introduced for the iPower 900 and 600 series systems in the first quarter.

The encryption for interactive video communications, through strategic partnerships with two security companies, Biodata Systems GmbH and Promptus InfoCrypt Inc., applies to its iPower and ViewStation interactive video communications systems and its MGC MCU and Gateway platform. Called Babylon, it works between public and private networks and is available in 1-4 ISDN BRI interfaces or a single PRI interface. The flexible configurations fit a range of business environments, from small office/home office users to large government, enterprise and telemedicine installations.

"For pre-existing video conferencing networks or installations of new ones, network administrators and systems integrators can deploy these solutions with confidence, knowing that the information and material transmitted during their video conferencing sessions is secure from potential unauthorized access or intrusion," says Michael Smith, president and CEO of Promptus InfoCrypt.