Customer Transition Map - Technical Sales Guide

TECHNICAL SALES GUIDE
CUSTOMER TRANSITION MAPS

MOVING CUSTOMERS FROM WHERE THEY ARE TO WHERE THEY WANT TO BE
This document is designed to give you the information and links to resources you need to help understand your
customer’s needs, identify the right solution to meet their future requirements and define a transition map to help
them get from where they are to where they want to be. The content is organized in the key sections below with
detail on the transitions by individual workloads. You can click on any of the links below to get directly to the
content you need and navigate back to this page by clicking on the “main menu” links throughout the document.
01 02 03 04
UNDERSTANDING DEFINING THE BUILDING A VIDEO WORKLOAD
YOUR CUSTOMER’S RIGHT FUTURE TRANSITION MAP
REQUIREMENTS SOLUTION BY WORKLOAD • Interoperability as a
Transition
• Discovery Questions • Key Considerations • Key Phases of Architecture
• Native Microsoft Transition • Interoperability
• Native Zoom • Transitioning to a Solution Matrix
• Poly Mode new platform • Poly Next Gen Video
• BYOD Mode • Transition to Teams Solutions
• Experience Matrix by from SfB Platform • Poly Mode
Platform • Native Microsoft
• Native Zoom
05 06 07 08
CALLING WORKLOAD HEADSETS / MANAGEMENT POLY GLOBAL
PERSONAL SERVICES,
• Overview & Portfolio DEVICES • Management Across PROMOTIONS &
Comparisons Platforms RESOURCES
• Microsoft Calling • Overview
• Zoom Phone • Microsoft • Promotions &
• Zoom Programs
• Additional
Resources
VERSION 1.1: 4 DECEMBER 2020 – PARTNERS

Updates include minor changes to the Headset Section
Remote Installation link updated on pages 6 and 19
Adoption Consulting Services link updated on page 15
Please provide any feedback or issues with this document to Jil Metelski: Jil.Metelski@Poly.com
©2020 Plantronics, Inc. All rights reserved. Poly and the propeller design are trademarks of Plantronics, Inc. All other trademarks are the property of their respective owners. 1
01
UNDERSTANDING YOUR CUSTOMER’S REQUIREMENTS
DISCOVERY QUESTIONS:
A little discovery can go a long way in helping you craft the best solution and transition map for your customer.
Below are some questions to help you better understand the details of the current environment, its challenges and
limitations, your customer’s needs for the future, as well as, the timing of those plans and the key roadblocks and
challenges that will keep your customers from reaching their goals.
• What collaboration platforms are you currently using? (video, calling, management – both
SW/HW)
• What is your primary platform for hosting meetings? What secondary platforms do you
use to collaborate with key partners and customers if different from your current
platforms? Do you generally act as a participant on those platforms or do you host the
call?
• How do your IT and real estate teams classify shared meeting spaces? Very common
example of four space types:
o Huddle rooms
o Small/medium rooms
o Large/executive board rooms
CURRENT o Specialty spaces (auditoriums, classrooms, etc.…)
ENVIRONMENT • For each of those space types, what are the current workflows and experience for the
user. Common menu of items that could be here:
o One Touch Dial into the UC meeting types listed earlier
▪ Wireless and/or wired content sharing during the meeting
▪ Whiteboarding during meeting
▪ Requirement of auto tracking camera vs. static camera shot, etc.
o Being able to make outbound phone calls from the room (Most IT leaders don’t
want separate phones in this room and will drive equipment needs)
o Using the room for in-room presentations only (no UC meeting)
• What percentage of your workers are currently working from home? Do you feel like they
currently have the tools they need to be their most productive? Do you currently manage
those personal tools, and do you understand their current usage?
• What percentage of your employees will work remotely at least part of the time? How will
the shift change your plans to support Hybrid Working and how does that impact the needs
of users across workspaces? What additional tools will they need to create seamless
workflows between remote work and the office?
• How will your real estate needs and office layouts look different in the return to the office?
• In your desired future state, do you know what collaboration platforms you will need to
support? Will you only have one platform, or do you need to support multiple platforms
across your company? What platforms will your employees use to host meetings? What
FUTURE platforms will your employees use to participate in meetings to collaborate inside and
NEEDS &
outside your company?
PLANS
• What are the workflow and experience requirements for those collaborations (hosting /
participating by platform)?
• How will the workflow and experience in your shared meeting space change from the
current environment above? Do you need to support an experience similar to the
employee’s experience in their home office?
• Will you also be making a change to your calling platform?
• How has Covid-19 changed your plans for conferencing and calling platforms?
Future Video Platform Requirements: Future Calling Platform Requirements:

What platform(s) does the customer need to What platform(s) does the customer need to
support going forward? support going forward? Do they require dual
 Microsoft Teams registration?
 Zoom  Microsoft Teams Calling
 RingCentral  Skype for Business Calling Plans
 8x8  Zoom Phone
FUTURE  Starleaf  RingCentral
NEEDS &  Cisco WebEx  8x8
PLANS – Cont’  GoTo Meeting (LogMeIN)  Starleaf
 Traditional On Prem or private cloud  Cisco CUCM On Premises or Cloud
video bridging platform Poly, Cisco,  Avaya On Premises
others  Digium/FreePBX / Asterisk
 Other:  Other on Premises IP PBX (SIP)
 What is the expected % mix of voice  What is the expected % mix of voice
calls to video calls? Video __% calls to video calls? Video __%
voice __% voice __%
• What are your milestones for making the transition to your future state?
• How has COVID-19 changed timing? Did it accelerate your timelines?
TIMING & • Will you have a phased approach to the return to the office and if so, what are those key
ROADBLOCKS milestones and timing?
• What are your biggest challenges to reaching your goal? (financing, resources/talent, on-
going management, etc.)
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02
DEFINING THE RIGHT FUTURE SOLUTION
UNDERSTANDING THE DESIRED CUSTOMER EXPERIENCE ACROSS SPACES & WORKLOADS
To identify the right end state for your customer, you need to determine the primary and possible secondary
collaboration platforms that will be used by the customer. This information will help you determine if a solution
centered on interoperability, leveraging a more standards-based approach is required, or if a native experience is
most appropriate for the workflows within their business.
Primary Platform (s) Secondary Platforms
Does the customer have a single primary platform they plan Does the customer also need to support other secondary
to use to host meetings, or do they have multiple platforms platforms to participate in meetings with partners and
that are used across the enterprise equally? Do they plan to customers? Will their calling workload be different from
have a single platform and experience across workloads their meetings platform?
(meeting and calling)?
Once you understand their requirements you can assess what approach to take. Use the guidelines below to
determine which experience will best fit their needs: Native, Interoperability or Bring Your Own Device (BYOD)
(USB Passthrough). This selection will drive the transition map requirements across the different workloads.
Review the options below and click on the appropriate link to get additional solution experience and product detail.
NATIVE INTEROPERABILITY BYOD
PLATFORM 1
USB
PLATFORM 1 PLATFORM 2 PLATFORM 3
JOIN JOIN JOIN
PLATFORM PLATFORM PLATFORM

PLATFORM 2 PLATFORM 3
1 2 3
JOIN JOIN
PLATFORM
OPEN SIP OPEN SIP
1
• Customer does NOT have standards- • Customer has existing standards- • Customer need maximum
based protocol needs, or multi- based endpoints and need to flexibility in platforms
platform needs and hybrid leverage those investments • Customer often needs to join
registration. • Support multiple collaboration meetings hosted by their
• Standardized, high-fidelity experience platforms across workloads customers or partners.
across workloads (meetings and • Experience focused on simple and • Customer wants to support
calling) consistent join across platforms multiple platforms through
• Using a single application across • Support for multiple platforms “plug and play” experience for
devices & spaces required for multi-vendor meetings
• Participate in other vendor meetings environments and during transition to • Experience focused on use of
from within native app (lower-fidelity native application experience rich pc application with
experience) • Experience varies by interop / simplified connection to video
bridging service devices via USB connection
NATIVE MICROSOFT TEAMS POLY MODE – POLY BYOD / USB

NATIVE ZOOM INTEROPERABILITY SOLUTIONS
TRANSITIONING TO NEXT GENERATION POLY SOLUTIONS:

Poly video solutions are available for every space. Below are general best practices; camera and mic coverage
depend on use case. The number of people / distances are general recommendations, but will vary greatly based
on actual customer usage, audio and video image needs in the space. In each of the following sections for
Interoperability and Native solutions, you will find suggested next gen Poly solutions by the different spaces to help
you better define the solutions for your customers. In addition, Poly has partnered with Extron to develop scalable
integration options for Extron control systems, audio devices, and signal switching for Poly Room Solutions for
Microsoft Teams Rooms® and Zoom Rooms™. One of the first developments of this partnership delivers a simple
tap on the Poly GC8 touch panel to manage the meeting experience as well as send commands that trigger
automation events for display power, shades, lighting, and more. This partnership will help you compete more
effectively against Crestron.
TRANSITIONING TO NEXT GEN POLY SOLUTIONS
PERSONAL GROUP SPACES

SPACES
HUDDLE SMALL MEDIUM LARGE

Home office Huddle or touch Small room supports Medium room Large room (Boardroom or
or personal down space up to 6 people, up to supports up to 10 Large split / combine
office space supports 1 to 6 about 10’ distance people, up to room) supports larger
people, generally from camera to about 14’ distance spaces, up to about 33’
designed for open furthest participant from camera to distance from camera to
spaces. furthest participant furthest participant
Tip: When sizing rooms with the most appropriate camera choices, take a look at where people typically sit in the
space, which is generally the dimensions of the table(s), rather than looking at the total room dimensions. You often
need to only cover the area where people are in the space, rather than the whole space. It’s important to know the
distance from the camera to face that is furthest away from the camera to determine the right solution.
Resource: Poly Group Video Guide
Poly has a complete portfolio of desk phones, conferencing phones, headsets and personal speakerphones to
meet the needs of both interop and native solutions. It is important to understand your customer’s future
requirements to ensure you propose the right solution to help them through the transition. Please review the
appropriate workload section of this document for details.
LEVERAGING POLY GLOBAL SERVICES IN THE TRANSITION:

With Envisioning Service, customers get an in-depth plan to fully deploy Poly into their environment. Whether their
vision is to have a robust video conferencing solution where every user can join a video meeting from a conference
room or their desktop or mobile device, or they plan to replace or update a legacy system, the customer will
understand how Poly solutions will meet business needs, identify features that align with their business goals,
determine technology environment inter-dependencies, recognize any limitations, and build a clear strategy, budget
and plan to move forward successfully. The objective of the service is to capture the customer’s required video-
enabled business workflows and propose the optimal architecture of the Poly collaboration solution as well as
budgetary information to meet their needs.
Solution Design provides Poly technical experts to design the right solution for your customer. By developing a low
level detailed design for the deployment of their solution, you help ensure that their investment in Poly technology is
deployed to meet the customer's specific business needs and environment.
The Workspace Design Service guides customers to the right UC solution for their various collaboration spaces.
Any collaboration solution is only as good as the network on which it resides. If your customer is transitioning it’s a
good time to check the network to ensure that it is robust and meets the requirements that they need. A below-par
network can have a significant negative impact on user adoption and satisfaction, potentially inhibiting their ability to
realize a return on their investment in a collaboration solution.
Also consider remote installation service where Poly will provide remote support over the telephone to a customer
employee onsite to install the solution – this can also be offered as an onsite option for an uplift.
Customers may want to transition to a remote monitoring and management solution for their rooms – we have
managed endpoint services and managed infrastructure services that can help.
For transitions to Microsoft Teams Room (MTR) begin with Poly Room Solutions for Microsoft Teams Assessment
and Onboarding Service. Poly Global Services can help your customer kickstart their journey from Assessment,
Design and Deployment right through to their day-to-day operations and adoption. Poly MTR provides a complete
meeting experience that brings HD video, audio, and content sharing to meetings of all sizes, from small huddle
areas to large conference rooms. This service allows for happy customers with healthy and well-performing rooms,
so they are ready to expand and deploy with confidence.
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NATIVE MICROSOFT TEAMS
MICROSOFT MICROSOFT
TEAMS NATIVE TEAMS NATIVE
APP APP
MICROSOFT TEAMS
MICROSOF
T TEAMS
ZOOM DIRECT WEBEX DIRECT
GUEST JOIN GUEST JOIN
JOIN JOIN
MICROSOFT TEAMS ROOM ON WINDOWS MICROSOFT TEAMS ROOM ON ANDROID TRIO / C60 CCX PERSONAL VIDEO TEAMS
(formerly Collaboration Bar) CERTIFIED
CONSISTENT EXPERIENCE AND WORKFLOWS ACROSS DEVICES AND WORKSPACES
NATIVE MICROSOFT EXPERIENCE:
Customers who are standardizing on Microsoft Teams and want to have a consistent Teams experience across
devices and workspaces will want to choose a native Teams experience. This will enable users to have the same
workflows and experience in their remote office, or in an office collaboration space for both video room systems or
desktop phones. Native Microsoft Teams solutions can support a 100% Teams experience. For those customers
who need to participate in Zoom or Webex meetings from collaboration spaces, they can use Microsoft Teams
Room (MTR) on Windows solution to enable one touch join to those platforms using the Direct Guest Join feature.
Below is a table outlining the different user experience, capabilities and products of Poly native Teams solutions to
support either a 100% Teams environment, or one where participation in Zoom or Webex meetings is required.
Please note that per the recent announcement at Microsoft Ignite, the Microsoft Collaboration Bar is now called
Microsoft Teams Room on Android. Currently, this is a change in name only but additional capabilities for the new
MTR on Android are in development. For now, if a customer requires a MTR on Android solution (formerly
Collaboration Bar), please note the experience differences from the current Poly MTR on Windows solution in the
tables below. Additional updates on future functionality of the MTR on Android will be provided as they are
available.
OPTION 1: 100% Native Microsoft Teams Experience

(MTR on Windows & Android)
Platform Usage MICROSOFT TEAMS – PRIMARY NATIVE EXPERIENCE
Requirements: Primary /
Secondary
0% 100%
MICROSOFT TEAMS
DESIRED EXPERIENCE Native Microsoft Teams Workflow and Consistent User Experience
Native Teams Experience via MTR on Native Teams Experience via MTR on
Windows Capabilities Android (formerly Collaboration Bar)
USER EXPERIENCE
Native Teams (Full) ⚫ ⚫

Interop ⚫
Low-fidelity experience for WebEx / Zoom
USB Passthrough
One Touch Join from
Calendar
⚫ ⚫
Content Send via HDMI
⚫
cable
Content Receive ⚫ ⚫
Whiteboarding via Teams ⚫ ⚫
Requires Touchscreen Monitor Requires Touchscreen Monitor
Integrated Telephony from
Microsoft Teams
⚫ ⚫
Join other platform ⚫
meetings from native Join Skype Meetings – High fidelity experience
platform Direct Guest join to Cisco and Zoom from
MTRs for standard audio, video and screen
share
Audio / Video Options
Small Rooms ⚫ ⚫
Medium Rooms ⚫ ⚫
Large Rooms ⚫
SUGGESTED SOLUTION Poly MTR on Windows: Poly MTR on Android
• Poly MTR G10-T (Small) • Poly Studio X30 (Small Room)
• Poly MTR G40-T (Medium Room) • Poly Studio X50 (Medium Room)
• Poly MTR G85-T (Large Room)
ADDITIONAL SOLUTION • Requires Microsoft Licensed User Account for Device Sign in
REQUIREMENTS • User Requires Enterprise Telephony Licensing for Integrated Telephony
OPTION 2: Native Microsoft Teams with Direct Guest Join Requirements

(MTR on Windows only)
Platform Usage
Requirements: Primary / MICROSOFT TEAMS – PRIMARY NATIVE EXPERIENCE
Secondary
0% 100%
MICROSOFT TEAMS ZOOM WEBEX
SECONDARY PLATFORMS ACCESSED

FROM NATIVE TEAMS EXPERIENCE
VIA WEBRTC
DESIRED EXPERIENCE Native Microsoft Teams Workflow and Consistent User Experience
USER EXPERIENCE Native Teams experience with Webex or Zoom meeting join
Native Teams (Full) ⚫
Interop ⚫
Low-fidelity experience for WebEx / Zoom (single display output, no content send to Webex/Zoom)
USB Passthrough
One Touch Join from
Calendar
⚫
Content Send via HDMI ⚫
cable Teams / Skype Only
Content Receive ⚫
Whiteboarding via Teams ⚫
Requires Touchscreen Monitor
Integrated Telephony from
Microsoft Teams
⚫
Join other platform ⚫
meetings from native Join Skype Meetings – High fidelity experience
platform Direct Guest join to Cisco and Zoom (coming soon) from MTR for Windows for standard audio,
video and screen share. Example of Direct Guest Join experience from MTR for Windows
below:

Small Rooms ⚫
Medium Rooms ⚫
Large Rooms ⚫
SUGGESTED SOLUTION Poly MTR on Windows:
• Poly MTR G10-T (Small)
• Poly MTR G40-T (Medium Room)
• Poly MTR G85-T (Large Room)
ADDITIONAL SOLUTION • Requires Microsoft Licensed User Account for Device Sign in
REQUIREMENTS • User Requires Enterprise Telephony Licensing for Integrated Telephony
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NATIVE ZOOM:
NATIVE ZOOM
ZOOM
OPEN ZOOM
SIP
TEAMS SIP JOIN WEBEX SIP JOIN
JOIN JOIN
TRIO / C60 VVX PERSONAL VIDEO ZOOM

ZOOM ROOMS ( APPLIANCE & PC BASED OPTIONS)
APPROVED
CONSISTENT EXPERIENCE AND WORKFLOWS ACROSS DEVICES AND WORKSPACES
Customers who are standardizing on Zoom and want to have a consistent Zoom experience across devices and
workspaces will want to choose a native Zoom experience. This will enable users to have the same workflows
and experience in their remote office, on the road common and in an office collaboration space leveraging Zoom's
native application. Native Zoom solutions can support a 100% Zoom experience and for those customers who
need to participate in Microsoft Teams, Cisco Webex or other vendor’s meetings from collaboration spaces, native
Zoom Room systems leverage a one touch join workflow to those platforms including WebEx, Skype for Business
online, and Poly RealConnect enabled Teams meetings via Zoom's h323/SIP capabilities via add-on Zoom CRC
licensing. Currently, access to those other vendor’s meetings are supported through standard SIP / H.323 interop,
but Zoom is also planning direct guest join capabilities for Microsoft Teams and Webex via WebRTC which will not
require an interop service to connect. Below is a table outlining the different user experience, capabilities and
products of Poly native Zoom solutions to support either a 100% Zoom environment, or one where participation in
Teams or Webex meetings is required.
100% Zoom
Platform Usage Requirements: ZOOM– PRIMARY NATIVE EXPERIENCE
Primary / Secondary
0% 100%
ZOOM TEAMS WEBEX SIP / H.323
SECONDARY PLATFORMS ACCESSED

FROM NATIVE ZOOM EXPERIENCE VIA
INTEROP / SIP / H.323
DESIRED EXPERIENCE Native Zoom Workflow and Consistent User Experience
100% Zoom
USER EXPERIENCE
Native Zoom (Full) ⚫

Interop ⚫
Support for SIP / H.323 Video interop – Low-fidelity experience
USB Passthrough ⚫
One Touch Join from Calendar ⚫
Content Send ⚫
Wired and wireless content sharing and annotation (with connected Touch Display)
Content Receive ⚫
Room Scheduling & Digital ⚫
Signage Optional
Integrated Telephony ⚫
Through Zoom Phone or Standard SIP Phone Registration
Join other platform meetings ⚫
from native platform Skype for Business, WebEx, RealConnect for Teams
Small Rooms ⚫
Medium Rooms ⚫
Large Rooms ⚫
SUGGESTED SOLUTION Zoom Room Appliance Zoom Room Controllers
• Poly Studio X30 (Small Room) • Poly TC8
• Poly Studio X50 (Medium Room)
• Poly G7500 (Large Room) Zoom Room Controllers with Audio
• Poly Trio C60 (Small - Large) *
Poly HP Bundles for Zoom Rooms (Certification Pending)
Poly Lenovo Bundles for Zoom Rooms • Poly Trio 8800 (Medium - Large)
• Poly Trio 8500 (Small - Medium)
Zoom Room PC Cameras
• Poly Eagle Eye Cube (Small)
• Poly Studio USB (Small-Medium)
• Poly Eagle Eye IV USB (Medium-
Large)
Poly Eagle Eye Director II (Large)
ADDITIONAL SOLUTION • Requires RealConnect licensing [Provided by Meeting Scheduler] for joining Teams
REQUIREMENTS Meetings
• Requires WebEx licensing [Provided by Meeting Scheduler] for joining WebEx
Meetings
• Requires Zoom Room License
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INTEROPERABLITY (POLY MODE):

INTEROPERABILITY – POLY MODE
PLATFORM 1 PLATFORM 2 PLATFORM 3
JOIN JOIN JOIN OPEN SIP
TRIO / C60 VVX / CCX PERSONAL VIDEO HEADSETS

POLY MODE – ONE TOUCH JOIN ACROSS PLATFORMS
FLEXIBILITY TO SUPPORT MULTI-VENDOR ENVIRONMENTS & PLATFORM TRANSITIONS
Many customers currently support a multi-vendor environment across different workloads. Their focus is to meet
the different requirements of their organization and users while providing a consistent, simple join experience
across workspaces and give their users the richest set of experiences through their audio and video devices
throughout their workflows, regardless of the platform they are using. In addition, customers who are migrating to
native environment will want to leverage their existing investments during the transition. In both of these cases the
customer will want to leverage standard interoperability across the platforms, Poly Video Mode and Open SIP, to
support their environments and business needs. Below is a table outlining the different user experience,
capabilities, and products in a Poly interop solution.
MULTI-VENDOR ENVIRONMENT
Platform Usage INTEROP – POLY MODE WITH ONE TOUCH JOIN VIA INTEROP SERVICES / SIP / H.323
Secondary
0% 100%
ZOOM TEAMS WEBEX OTHER SIP / H.323
DESIRED EXPERIENCE Broadest Flexibility for Platform Interoperability
USER EXPERIENCE
Native Zoom (Full) Future Proof with simple migration to Native App Experience
Interop ⚫
Provides PC-less meeting capabilities for Interop for standards-based devices enabled
meetings
USB Passthrough ⚫
Supports all proprietary based meetings through provider app on PC and Mac (No Poly
App required)
One Touch Join from ⚫
Calendar Poly One Touch Dial experience across platforms
Content Send ⚫
HDMI, Airplay, Miracast, Meeting Platform App & Poly Content App
Content Receive ⚫
Audio, Video – resolution limited by bridging / interop service
Integrated Telephony ⚫
Through Native Application or Standard SIP Phone Registration
Small Rooms ⚫
Medium Rooms ⚫
Large Rooms ⚫
SUGGESTED SOLUTION Poly Studio X in Poly Video Mode
• Poly Studio X30 (Small)
• Poly Studio X50 (Medium)
• Poly G7500 (Large)
Poly One Touch Dial Service

• Add Trio C60 for Medium to Large Room Audio and PBX Integration
ADDITIONAL SOLUTION • Requires Microsoft CVI (RealConnect) licensing [Provided by Meeting Scheduler] for
REQUIREMENTS joining Teams Meetings
• Requires Zoom CRC licensing [Provided by Meeting Scheduler] for joining Zoom
Meetings
• Requires WebEx interop licensing [Provided by Meeting Scheduler] for joining WebEx
Meetings
Resource: Poly Group Video Guide , Poly Advantage Service

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BYOD (USB PASSTHROUGH):

BYOD – POLY SOLUTIONS
USB
OPEN SIP
PLATFORM PLATFORM PLATFORM
1 2 3
PLUG AND PLAY EXPERIENCE TRIO / C60 VVX / CCX PERSONAL VIDEO HEADSETS
RICH, PLUG & PLAY VIDEO EXPERIENCE FOR MULTI-VENDOR ENVIRONMENTS

Customers who want to simply support a multi-vendor environment without supporting different interop service
requirements, may choose to provide a simplified BYOD solution for their meeting rooms giving users a plug and
play experience while leveraging the PC based application they use for their existing workflows. In addition,
customers may support their calling workload with open SIP to simplify support for mixed environments as they
transition. Below is a table outlining the different user experience, capabilities and suggested products in a Poly
BYOD solution.
Platform Usage BYOD WITH PLUG AND PLAY EXPERIENCE VIA PC AND USB PASSTHROUGH
Secondary
0% 100%
ZOOM TEAMS WEBEX OTHER APPS
DESIRED EXPERIENCE BYOD Meeting Experience
USER EXPERIENCE
Native Zoom (Full)
Interop
USB Passthrough ⚫
Supports all proprietary based meetings through provider app on PC and Mac (No Poly
App required)
One Touch Join from Driven through Outlook Meeting invitations
Calendar
Content Send PC shares content directly, Poly endpoint acts as USB connected camera + Audio
Content Receive PC shares content directly, Poly endpoint acts as USB connected camera + Audio
Integrated Telephony PC is the soft codec providing call control
Audio / Video Options Poly device acts as USB connected camera + Audio
Small Rooms ⚫
SMedium Rooms ⚫
Large Rooms ⚫
SUGGESTED SOLUTION • Poly Studio USB - (Small - Medium)
• Poly Eagle Eye Cube + Trio C60 (Medium)
• Poly Eagle Eye IV USB + Trio C60 (Medium to Large Rooms)
• Poly Eagle Eye Director2 + Trio C60 (Large Rooms)
ADDITIONAL SOLUTION • End User must bring Computer to Meetings and have all necessary applications
REQUIREMENTS accessible
• USB Hub required for Single Cable Solution – (Note: Poly will support the connection to
the hub and the partner and hub vendor will support the hubs or extenders required for
that solution)
• Requires USB and HDMI Connection to display
Recommend attaching support services for the Poly hardware, e.g. Premier 8x5 telephone technical support, next
business day advance replacement, software updates.

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EXPERIENCE MATRIX:
The matrix below compares the meetings experience based on the primary mode: Interoperability (Poly Mode) or
Native environments (Zoom or Microsoft Teams). It outlines the experience for the mode itself (each column) and
then as you move down through the table you will see what the experience is like for that mode when joining
meeting on another platform.
Poly (Poly Mode) Zoom (Zoom Poly MTR on Poly MTR for
Room) Android (formerly Windows (G-Series)
Collaboration Bar)
Video Up to 4k Up to 1080p Up to 720p Up to 4k
Video Content Yes – HDMI / Wireless Content Receive Yes
Share Wireless - Airplay/Miracast/Poly Only Wireless – Teams
App Client
Wired – HDMI Wired – HDMI
One Touch Join Yes Yes Yes Yes
USB Yes Yes No No
Passthrough
Capabilities When Joining Microsoft Teams Meetings
Availability Yes - Via CVI Provider Yes – Via Yes – Native Yes – Native
Yes via USB Passthrough RealConnect
One Touch Join Yes Yes Yes Yes
Audio Yes Yes Yes Yes
Video Yes Yes Yes Yes
(Up to 720p) (Up to 1080p)
Content Send Yes Yes No Yes
Content Receive Screen and Application Share Screen and Yes Yes
Only Application Share
Only
Roster No No* Yes Yes
Capabilities When Joining Zoom Meetings
Availability Yes via Zoom CRC Yes – Native No Yes – Direct Guest
Yes via USB Passthrough Join
Audio Yes Yes No Yes
Video Yes Yes No Yes
Content Send Yes Yes No TBD
Content Receive Yes Yes No Yes
Roster No Yes No TBD
Capabilities When Joining Webex Meetings
Availability Yes - through Cisco Collaboration Yes - through Cisco No Yes – Direct Guest
Meeting Rooms Collaboration Join
Meeting Rooms
Audio Yes Yes No Yes
Video Yes Yes No Yes
Content Send Yes Yes No No
Content Receive Yes Yes No Yes
Roster No No No Yes**
* Roster on a Zoom Room Device joining a Microsoft Teams meeting shows who is in the Zoom Room Meeting side of the conference which is your
device and the RealConnect bridge connection. There is no representation of any participants.
**When joining a Cisco Webex Meeting from a Microsoft Teams Room you can see the Webex roster of participants, but you must select the “Show
meeting on this device” option on the GC8. This will allow you to select and see the roster from the GC8.
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03
BUILDING A TRANSITION MAP BY WORKLOAD
KEY PHASES OF TRANSITION:
By leveraging your discovery information, you can now start to work through the different workloads (video, calling,
headsets and management) and what will be required to get them to their desired future state. This document
breaks the transition map into the three phases below. These are representative of key phases that could take
place in a typical customer scenario but can and should be adjusted based on the customer need. Phase 1 is
Prepare. In this stage your customer will leverage their existing infrastructure and endpoints, where possible, while
transitioning to next gen Poly solutions. Phase 2 is the Transition phase. This phase is focused on fully
transitioning to the new Poly solutions, leveraging interoperability solutions, like Poly Mode, as you transition to
Phase 3, where you arrive at your final destination. If the final desired state is a native experience, customers can
begin to transition from Poly mode to Native mode, or they can maintain the devices in poly mode if that is the end
state. These phases can be done by a single workload or across multiple workloads depending on the needs of
your customer. This document is organized by workload to help you understand the key considerations and
additional discovery you will need to define and finalize your customer’s unique transition map.
PHASE 1: PREPARE PHASE 2: TRANSITION PHASE 3: ARRIVE
Leveraging current investments Deploy Poly next gen solutions to Complete transition to desired
while bridging to the future transition to Native or Poly Mode state either fully Native
experiences environment or Poly Mode
ACROSS WORKLOADS
VIDEO CALLING HEADSETS MANAGEMENT
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TRANSITIONING TO A NEW PLATFORM:

Regardless if your customer is transitioning to a multi-vendor environment or to a single native platform
environment, they will need to plan the transition of those users to the new application(s) over a given timeframe.
Those timeframes will also impact the timing of the transition across different workloads.
Planning is an essential phase of such a transition and Envisioning and Solution Design are both key to plan and
design for the change.
Adoption is the key to success in any transition. Poly Global services has service offerings that can help ensure
that the customer’s network is ready for the transition and help drive adoption of the new platform. Leverage the
Poly Global Services Adoption Consulting Service and Network services to support your customer in their
transition.
In addition, you can use the new Poly as a Service and Zoom Hardware as a Service offerings to streamline the
transition to the customer’s future state enabling them to buy now with faster deployment and lower risk without
capital outlay. Use the links below for more information on these offers. Please note that “as a Service” offers may
not be available in all regions. Verify these offers are available before proposing to your customer.
• Poly as a Service Offers (options include Poly and 3rd party components)
• Zoom Device as a Service
MAIN MENU
TRANSITIONING TO MICROSOFT TEAMS FROM SKYPE FOR BUSINESS (SfB):

Microsoft has five options for migrating from SfB to Teams. The customer will use the approach that is best suited
for their environment. They will transition their users to Teams over Phase 1 and Phase 2 in preparation to have
their organization fully in a native Teams environment in Phase 3. Below are the descriptions of the different
options. It should be noted that in Island Mode and SfB with Teams Collaboration & Meetings options there might
be hardware conflicts between SfB AND Teams. Those potential issues will be highlighted by workload. You can
also review this Microsoft Technical Document on Migration and Interoperability with SfB for additional insights.
SfB with Teams Collaboration

SfB with Teams
SfB Only Island Mode & Meetings (AKA: “Meetings Teams Only
Collaboration
First”)
• All modalities • All modalities • Use SfB (for IM/P, • Use SfB (for IM/P, Calling) • Skype for
available only in both clients Calling, meetings) • Use Teams for Meetings. (SfB Business
in Skype for with • Use Teams for is NO longer used for client
Business overlapping Collaboration Meetings) becomes
• User not workloads ONLY (Channels, • This mode is for customers meeting
enabled or • Not a authoring docs, who are heavy SfB VOICE but attendee
licensed for recommended Productivity Apps) are not ready to move to client
Teams solution for Teams voice due to feature
longer parity, etc.
transitions
Poly Global Services has two services to help customers with migrating their users to teams while driving higher
levels of adoption. Leverage the Poly User Migration Service for Teams and Poly Adoption Services for Teams
to drive a successful migration.
Poly has services for every stage of the journey to Microsoft Teams, and PBX assessment and migration services
to Microsoft teams and can also manage their Microsoft Teams environment with Managed Services for Microsoft
Teams. Find out more here.
MAIN MENU
04
VIDEO
INTEROPERABILITY AS A TRANSITION ARCHITECTURE:

Your customer has existing video infrastructure that they would like to leverage in the early stages of the transition.
Interoperability options will be the bridge that helps them transition from their current environment to the new
environment they are building. Below are different options available to deliver the interoperability your customers
may need for the transition. Depending on the target environment and the number of vendors to support (short-
term / long-term) your customer might require a number of different interoperability services. The capabilities and
experience in these interoperability scenarios will be determined by the interop / bridging service itself. Additional
licenses may be required depending on customer’s need. The table below outlines the most common interop
services required, the experience and any limitations in those environments. You can use the links in the table for
additional information on each of the interoperability services.
Poly One Touch Dial (OTD) Service enables interop with other platforms via one touch join. For the other non-
MSFT services (Zoom, Webex,etc.), you can add the service free with or without RealConnect. The SKUs are:
Cloud OTD service (free for Poly endpoints): 4870-09902-670 and RealConnect: 4877-09900-671
MAIN MENU
INTEROPERABILITY EXPERIENCE MATRIX:

This table is organized by the interoperability service required to connect to each of the platforms below. For
Microsoft connectivity we have only focused Poly RealConnect options. However, the customer may also have
solutions from BlueJeans, Pexip and Cisco. You can learn more about Microsoft Cloud Video Integration (CVI)
here. Please note that specific firewall traversal solutions may be required for some environments.
Microsoft Teams Zoom Cisco Webex Google Meet

Interoperability RealConnect for RealConnect for Zoom Conference Webex Pexip for
Service Microsoft Clariti with Room Connector Meetings Google Meet
Teams Microsoft Teams (CRC) Service
Deployment Cloud Hybrid Connects Cloud Cloud
Model standard based
room systems to
the Zoom Cloud
(Cloud Room
Connector) or
VRC (Virtual
Room Connector)
– on prem (in DC)
Video Protocols MSFT SIP, H/.323 SIP, H.323 SIP and SIP and
proprietary H.323 H.323
Video 1080p (p2p) 1080p Up to 1080p 1080p 720p

Resolutions 720p 3 or more
Video Layout 9 participants 16 participants 25 participants 25 16
(3X3) (4X4) (5x5) participants Participants
(5x5) (4X4)
Microsoft Teams Zoom Cisco Webex Google Meet

Content Sharing BFCP, H239
Protocols
Content Sharing Up to 1080p*
Resolutions Note: 1080p is currently disabled by Zoom due to capacity constraints
One Touch Join Poly OTD Service (Included) Poly OTD Service Poly OTD Poly OTD
WFS Pexip OTJ
Zoom API
Connector
Licensing Poly Poly Real Zoom CRC Webex Pexip Google
Requirements RealConnect Connect License Meeting GW hosted
License Licenses: Clariti License on Prem or
(Concurrent + Cascading Cloud version
Calls)
MAIN MENU
TRANSITIONING TO NEXT GENERATION POLY SOLUTIONS:

Poly video solutions are available for every space. Below are general best practices, camera and mic coverage
depend on usage and needs/expectations. The number of people / distances are general recommendations, but
will vary greatly based on actual customer usage, audio and video image needs in the space. In each of the
following sections for Interoperability and Native solutions, you will find a table with specific next gen Poly solutions
available by the different spaces to help you better define the solutions for your customers. In addition, Poly has
partnered with Extron to develop scalable integration options for Extron control systems, audio devices, and signal
switching for Poly Room Solutions for Microsoft Teams Rooms® and Zoom Rooms™. One of the first
developments of this partnership delivers a simple tap on the Poly GC8 touch panel to manage the meeting
experience as well as send commands that trigger automation events for display power, shades, lighting, and more.
This partnership will help you compete more effectively against Crestron.
TRANSITIONING TO NEXT GEN POLY SOLUTIONS
PERSONAL GROUP SPACES

SPACES
HUDDLE SMALL MEDIUM LARGE

Home office Huddle or touch Small room supports Medium room Large room (Boardroom or
or personal down space up to 6 people, up to supports up to 10 Large split / combine
office space supports 1 to 6 about 10’ distance people, up to room) supports larger
people, generally from camera to about 14’ distance rooms, up to about 33’
designed for open furthest participant from camera to distance from camera to
spaces. furthest participant furthest participant
Tip: When sizing rooms for the most appropriate camera choices, take a look at where people typically sit in the
space, which is generally the dimensions of the table(s), rather than looking at the total room dimensions. You often
need to only cover the area where people are in the space, rather than the whole space. It’s important to know the
distance from the camera to face that is furthest away from the camera to determine the right solution.
LEVERAGING POLY GLOBAL SERVICES IN THE TRANSITION:

With Envisioning Service, customers get an in-depth plan to fully deploy Poly into their environment. Whether their
vision is to have a robust video conferencing solution where every user can join a video meeting from a conference
room or their desktop or mobile device, or they plan to replace or update a legacy system, the customer will
understand how Poly solutions will meet business needs, identify features that align with their business goals,
determine technology environment inter-dependencies, recognize any limitations, and build a clear strategy, budget
and plan to move forward successfully. The objective of the service is to capture the customer’s required video-
enabled business workflows and propose the optimal architecture of the Poly collaboration solution as well as
budgetary information to meet their needs.
Solution Design provides Poly technical experts to design the right solution for your customer. By developing a low
level detailed design for the deployment of their solution, you help ensure that their investment in Poly technology is
deployed to meet the customer's specific business needs and environment.
The Workspace Design Service guides customers to the right UC solution for their various collaboration spaces.
Any collaboration solution is only as good as the network on which it resides. If your customer is transitioning, it’s a
good time to check the network to ensure that it is robust and meets the requirements that they need. A below-par
network can have a significant negative impact on user adoption and satisfaction, potentially inhibiting their ability to
realize a return on their investment in a collaboration solution.
Also consider remote installation service where Poly will provide remote support over the telephone to a customer
employee onsite to install the solution – this can also be offered as an onsite option for an uplift.
Customers may want to transition to a remote monitoring and management solution for their rooms – we have
managed endpoint services and managed infrastructure services that can help.
For transitions to Microsoft Teams Room (MTR) begin with Poly Room Solutions for Microsoft Teams Assessment
and Onboarding Service. Poly Global Services can help your customer kickstart their journey from Assessment,
Design and Deployment right through to their day-to-day operations and adoption. Poly MTR provides a complete
meeting experience that brings HD video, audio, and content sharing to meetings of all sizes, from small huddle
areas to large conference rooms. This service allows for happy customers with healthy and well-performing rooms,
so they are ready to expand and deploy with confidence.
MAIN MENU
POLY MODE:
INTEROPERABILITY SERVICES:
Depending on your customer environment, you may need one or more of the interop services in the table above. In
addition, you will need the Poly One Touch Dial (OTD) service to simplify the user join experience. Poly Mode can
support existing devices as well as next gen Poly video devices providing the customer flexibility in their transition,
whether they remain in a multi-vendor environment or decide to move native environment over time.
DEVICES IN THE TRANSITION:
The table below highlights how existing devices can be leveraged in the customer’s current environment and how
to leverage interoperability services and Poly OTD to create a simplified join experience across devices and
platforms.
PREPARE: TRANSITION: ARRIVE:

Connecting existing devices via interop Install Next Gen Transition fully
+ Poly OTD Poly Solutions to new
solutions
Direct Registered SfB Leave registered to SfB and add
Microsoft (SfB and Teams)
Devices: RealConnect + One Touch Dial (OTD)

Group Series, Trio or decommission SfB Registration
Visual+ ,Visual Pro
3rd Party VTCs: RealConnect + OTD
(Cisco, Lifesize, Older (Cisco also requires Cloud Relay virtual
Polycom, etc) machine (free download, pro service to
activate))
Replace Finalize
Poly Clariti RealConnect for Clariti for Teams + legacy replacement
OTD (Cloud or On-prem) equipment of older
with next gen equipment
Trio Add-on Zoom CRC license from Zoom solutions with Poly
Enable Line for Zoom CRC connectivity next gen
(Zoom Lobby Speed Dial) - Studio X.
solution
(in Poly
Group Series Add-on Zoom CRC license from Zoom Mode)
Enable Poly OTD Calendaring or Zoom G7500
Lobby Speed Dial
Zoom
rd
3 Party / Legacy Add-on Zoom CRC license from Zoom
Enable Poly OTD Calendaring
Poly Clariti Add one click join to Zoom meetings
keeping Clariti workflows. Perquisites:
Zoom CRC license, Poly OTD (cloud or
prem)
rd
Deploy Pexip interop gateway (on prem
Google
Poly / 3 Party /
Meet
Legacy or cloud) and Poly OTD (Cloud one

touch dial)
TRANSITIONING TO NEXT GEN POLY SOLUTIONS: OPTIONS BY SPACE
PERSONAL HUDDLE SMALL MEDIUM LARGE: Boardroom

• EagleEye (EE) • EagleEye • Studio USB • Studio • G7500, mechanical PTZ cameras with
Mini Cube • Studio X30 USB 12x optical zoom, EE Director II, ceiling
• EagleEye • Studio USB • Studio mics, SoundStructure w/ IP mic
Cube • Studio X30 X50 adaptor for G7500 – Alternatively
• Studio USB • G7500 leverage Bi-amp and Shure solutions
• Studio X30 via partnerships
LARGE: Split / Combine
• G7500 with 3rd party control systems:
ceiling mics, EE Director, mechanical
PTZ cameras with 12x optical zoom,
SoundStructure, IP mic adaptor for
G7500. – Alternatively leverage Bi-
amp and Shure solutions via
partnerships Leverage the Poly
partnership with Extron
Resources Poly Group Video Guide, Poly Conference Phone Comparison Table, Poly Trio Comparison Table,
Poly One Touch Dial Blog Posts
TRANSTIONING VIDEO TO INTEROPERABILITY – POLY MODE
• Leverage the interop services above and Poly OTD to connect existing investments and
PREPARE
deliver a simplified join experience for users
• Begin to replace older devices with new, next gen Poly video devices: Studio X30, X50
TRANSITION and G7500. See suggested solutions in the Poly Mode Experience Matrix and the product
details in the Poly Group Video Guide
• Finalize the replacement of older devices with next gen Poly video devices.
ARRIVE
POLY GLOBAL SERVICES: One Touch Dial App
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NATIVE MICROSOFT TEAMS:

In this transition, you will be able to leverage the customer’s existing video devices: Trio Visual+, Trio Visual Pro,
Cisco, and legacy equipment (HDX, Tandberg, Lifesize). RealConnect will be the bridge that helps them transition
from their current environment to their new environment.
Poly RealConnect for Microsoft Teams

• Enables Teams migration while leveraging existing infrastructure via Microsoft Cloud Video Integration
(CVI)
• Poly’s RealConnect service includes One Touch dial for Poly or Cisco endpoints.
• RealConnect for Teams Topologies Detail, RealConnect Usage Reporting Detail
• RealConnect Overview for Sellers PPT – Includes slides with topologies and licensing information

Direct Registered SfB Group Series AND Trios with V+/Pro were able to register directly to SfB via
Devices: SIP. However, those systems can NOT be converted to a Native Teams
Video device because they are not supported by Microsoft (Teams is NOT
SIP). Those systems REQUIRE CVI/RealConnect in order to be in a Teams
meeting.
3rd party (SIP/323) VTCs Cisco, Polycom G7500, Lifesize: These devices ALSO require
CVI/RealConnect.
Poly Studio X Devices These devices can run Poly OS and join Teams meetings via
CVI/RealConnect. However, X30/X50 have also been certified by Microsoft as
MTR on Android (Formerly Collaboration Bar) and can become “Native
Teams” video endpoints when the customer is ready to transition.
Microsoft Teams Rooms All MTR on Windows support SfB AND Teams meetings today and will soon
(MTRs) support Webex and Zoom as well with direct guest join. (Note: The EED2 is
certified as an MTR peripheral with Trio ONLY due to audio sourcing.)

Connecting existing Introduce new next gen Evolve to full native Teams
devices to Teams Poly Devices Environment
Direct Leave registered to SfB

Registered and add RealConnect +
SfB Devices: One Touch Dial (OTD) or
decommission SfB
Registration
Replace Finalize replacement of
3rd Party RealConnect + OTD older equipment with Poly
VTCs: legacy
(Cisco also requires Cloud equipment Native solutions for
Relay license) with next gen Microsoft Teams
solutions
MTR - SfB RealConnect + OTD Convert Studio X -> MTR
Studio X on Android (formerly
(in Poly Collaboration Bar)
Mode)
Zoom: Connect through WebRTC MTR on Windows
MTR on
Zoom Rooms Windows
Poly Clariti RealConnect for Clariti for Clarti run
Teams + OTD (Cloud or in parallel
On-prem) with
Teams or
retire
OPTIONS TO REPURPOSE TRIO CONFERENCE PHONES:

1. As a Controller for a new Poly Studio X
2. As a Voice only Teams Trio: You can use a native Teams app for Voice only (not video)
3. Trio as certified audio device for a Microsoft Teams Room on Windows. Resource: Poly Trio with
Microsoft Teams

• EagleEye • EagleEye Cube • G10-T (MTR) • G40-T MTR, • G85-T MTR w EE
(EE) Mini • Studio USB w/ EagleEye Trio, likely E- Director and multiple
• EagleEye • MTR on Android Cube camera, PTZ camera Trios daisy chained
Cube (formerly Collaboration Trio, likely with digital LARGE: Split / Combine
• Studio USB Bar ) (Studio X 30/50 Electronic -Pan zoom • 3rd party control
can be Tilt Zoom (E- systems, (Extron
implemented then PTZ) camera partnership): G85-T
converted) with digital MTR, ceiling mics, EE
• G10-T Microsoft zoom Director, mechanical
Teams Room • MTR on PTZ cameras with 12x
(MTR) w/ EagleEye Android (formerly optical zoom
Cube camera Collaboration Bar )
Resources: Poly Group Video Guide, Poly Conference Phone Comparison Table, Poly Trio Comparison Table,
Poly One Touch Dial Blog Posts
TRANSITIONING VIDEO TO NATIVE MICROSOFT TEAMS
• Reuse existing devices and connect using RealConnect (see above)

PREPARE
• Lead with Microsoft Teams Room (MTR) on Windows for replacements or new rooms and
fall back to G7500+ RealConnect for high-end integrated rooms
• Position Studio X in Poly Mode with RealConnect until Native Teams Meeting support is
TRANSITION
required
• See suggested solutions in the Native Microsoft Teams Matrix and the product details in
the Poly Group Video Guide
• Full transition to native experience

ARRIVE • MTR on Windows + convert Studio X series devices to MTR on Android (formerly
Collaboration Bar)
POLY GLOBAL SERVICES: Poly Envisioning for Teams; Poly Room Solutions for Microsoft Teams
Assessment and Onboarding Service; Advantage Service
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NATIVE ZOOM:
In this transition, you will be able to leverage the customer’s existing video devices including Poly and 3 rd Party
Video Teleconferencing (VTC) devices. Zoom's Room Connector (CRC/VRC) service will be the bridge that helps
them transition from their current environment to the new environment by allowing them to seamlessly connect
legacy devices into Zoom Meetings. Both Zoom and Poly have OTD services which can be leveraged to provide a
one touch join experience for those legacy endpoints (GS/HDX) that require it. There is no requirement to use
Zoom's device management services for 3rd party endpoints, customers are at liberty to continue using their
existing management platforms (RPRM/PDMS) if they choose to do so. Both services are viable solutions, Poly
OTD service should be positioned when appropriate for those customers who do not wish to relinquish control of
their legacy endpoints to Zoom.
ZOOM Support for Legacy Endpoints

• Zoom Conference Room Connector (CRC/VRC) for Poly connects standard based room systems to the
Zoom Cloud (Cloud Room Connector) or VRC (Virtual Room Connector) – on prem (in DC)
• Provides one-touch join for meetings on Poly and Cisco endpoints via API connector or Poly OTD Service /
WFS
• Poly Debut and Group Series room systems can be actively managed from the Zoom Room Connector
solution

Connecting existing devices to Zoom Introduce new next gen Evolve to full native Zoom
Poly Devices environment
Trio Enable Line for Zoom CRC Shift base profile from
connectivity Generic /SfB/ Other to
Zoom Room PC (for Zoom
Room PC deployments) or
Device Mode for Poly OS
Zoom Rooms Replace
legacy Migrate all
Group Enable Poly OTD Calendaring + Replace with native Zoom equipment devices to
Series (Zoom Lobby Speed Dial=A manual Room device with next Native
gen Zoom
speed dial entry which brings the
solutions
user into the Zoom CRC auto
attendant. Configure the button to C60
dial meeting@zoomcrc.com)) Studio X
rd
3 Enable Poly OTD Calendaring Replace with native Zoom G7500
Party / Room device
Legacy
Poly Add one click join to Zoom meetings Clariti can run in parallel
Clariti keeping Clariti workflows. with Zoom or be retired
Perquisites: Zoom CRC license, when services are moved
Poly OTD (cloud or prem) to the cloud

• EagleEye (EE) • EagleEye • Studio • Studio • G7500, mechanical PTZ cameras
Mini Cube USB USB with 12x optical zoom, EE Director
• EagleEye • Studio USB • Studio • Studio X50 II, ceiling mics, SoundStructure w/
Cube • Studio X30 X30 • G7500 IP mic adaptor for G7500–
• Studio USB Alternatively leverage Bi-amp and
• Studio X30 Shure solutions via partnerships
(Zoom for LARGE: Split / Combine
Home) • G7500 with 3rd party control
systems (Extron): ceiling mics, EE
Director, mechanical PTZ cameras
with 12x optical zoom,
SoundStructure, IP mic adaptor for
G7500.– Alternatively leverage Bi-
amp and Shure solutions via
partnerships
Leverage the Poly partnership with
Extron
Key resources: Full list of Zoom Room Compatible Devices; Certified Zoom Room Devices, Poly Conference
Phone Comparison Table, Poly Trio Comparison Table
TRANSITIONING VIDEO TO NATIVE ZOOM
• Reuse existing devices using Zoom CRC and Poly OTD Calendaring. For more information
PREPARE
on configuring a Trio to work with Zoom here.
• Replace with Native Zoom Room devices

• Operate Studio X / G7500 In Poly mode with existing SIP/h323 registrar until ready for
TRANSITION transition to native Zoom
• See suggested solutions in the Native Zoom Matrix and the product details in the Poly Group
Video Guide
ARRIVE • Full transition to native experience
POLY GLOBAL SERVICES: One Touch Dial App
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05
CALLING
OVERVIEW:
Migrating the calling workload will require planning and a deep understanding of features available on the new
cloud calling platform to ensure feature parity. Calling environments can be complex and can have many platforms
to manage in the transition. It is possible that your customer has chosen a cloud calling platform that is different
from its meetings and messaging platforms. Poly can provide phones to support most of these vendors through
interoperability with Open SIP. Other customers will standardize on platforms like Microsoft Teams, Zoom,
RingCentral, 8x8 across all workloads including calling. In this case, customers may require a native experience on
their devices. Poly can support those native environments as well.
For customers migrating to Microsoft Teams Calling, use the Poly Global Services PBX Assessment and Migration
offers to help speed planning, provide insights into usage and feature parity outages and deliver the resources to
migrate the platform based on the customer’s timing.
INTEROPERABILITY (OPEN SIP) NATIVE (Microsoft Teams or Zoom)
Poly devices that support Open SIP: Poly devices that support Native
VVX, CCX, Trio, C60 experiences:
CCX, Trio, C60
Supported platform (not • Zoom phone Supported platform

an exhaustive list) • RingCentral 8x8 • Microsoft Teams calling plan
• Microsoft Teams • Cisco CUCM Call Manager • Zoom Phone
calling plan on prem
• Skype for Business • Avaya on Premises
calling plans • Other on premises Open SIP
IP PBX
DESK PHONE PORTFOLIO COMPARISON:

It’s important to understand the needs of your customer and position the best desk phone to meet the needs of the
user and the budget. For those customers wanting a rich native experience, the CCX will be the best choice while
the VVX provides a low-cost option for those price sensitive customers who need Open SIP connectivity for their
existing telephony system. Resources: Poly VVX Comparison Table, Poly CCX Open SIP Comparison table,
Poly CCX Microsoft Teams Edition
VVX150 VVX250 VVX350 VVX450

MSRP $89 MSRP $179 MSRP $239 MSRP $279 • Low Cost
• Zoom Phone Certified
• OpenSIP (CUCM)
• Linux
Entry Knowledge Worker Manager Executive
CCX 400 CCX 500 CCX 600 CCX 700 • Nextgen performance
MSRP $309 MSRP $439 MSRP $569 MSRP $699
• Microsoft Teams Certified

• Zoom App (coming soon)
• OpenSIP (CUCM)
• Android
HEADSETS WITH DESK PHONES:

For many users, a phone with a headset will be a better user experience. In open offices, where speakerphone use
is discouraged, having a headset connected to your phone allows the user to continue to work with both hands free
to type on a keyboard while on a call. Wireless headsets connected to a phone afford the user some mobility
options that a wired headset does not allow. Poly CCX series phones even offer console-only (no handset) model
choices for users who will always prefer to use a headset and have no need for a handset—reducing the desktop
real estate that their phone occupies. Use the online headset compatibility guide to select the appropriate headset
for a Poly VVX or CCX phone.
TRIO CONFERENCING SERIES PORTFOLIO COMPARISON:

Again, the required functionality and price sensitivity need to be considered when selecting the best solution for the
customer. Native experiences will require the Trio C60, while the 8300 and 8500 are cost effective SIP based
solutions.
Resources: Poly Conference Phone Comparison Table, Poly Trio Comparison Table , Trio Channel and Customer
Presentations
MSRP
$1,500
MSRP
$1,200 $1149
MSRP
$1099
$900
MSRP
$600 $649
Trio 8300 Trio 8500 Trio C60

Positioning Classic entry-level SIP Familiar everyday SIP conference Powerful and thoughtfully designed
conference phone for small to phone for medium sized rooms conference phone for medium to large
medium sized rooms sized rooms
GOOD BETTER BEST
MAIN MENU
MICROSOFT CALLING:
to manage in the transition. For customers migrating from SfB Enterprise Voice to Microsoft Phone System
(Teams), the Poly Global Services PBX Assessment and Migration offers to help speed planning, provide insights
into usage and feature parity outages and deliver the resources to migrate the platform based on the customer’s
timing. Poly VVX and CCX phone will work with SfB or Teams delivering value throughout the transition and
enabling the customer to maximize their VVX investments.
Out of the box, Teams supports the ability for users to make voice over IP (VoIP) calls from Teams client to Teams
client. In Teams, there are two options to enable users to make, receive, and transfer calls to and from landlines
and mobile phones on the public switched telephone network (PSTN):
• With Phone System with Calling Plans Microsoft provides the phone number to your users and all PSTN
services
• With Direct Routing you can connect your existing PSTN connectivity via an SBC (Session Border
Controller) to Microsoft Teams.
MIGRATING SfB ACCOUNTS AND PHONES – IMPLEMENTING NEW TEAMS PHONES
Migrating SfB • When a user is “migrated” from SfB to Teams, the SfB account is not deactivated.
Accounts • This allows a 3PIP phone registered to that SfB account to continue to log in to SfB and
leverage calling via the 3PIP gateway.
Migrating SfB • VVX and CCX phones are SfB certified. All SfB phones have been certified through the
Phones 3rd party interop program (3PIP), these phones can place a call to Teams via Microsoft’s
provided Audio Gateway.
• Skype for Business Online customers who move to Teams can continue using their 3PIP
phones with some functionality limitations. . For more details on the supported feature
set see our post from last November on this topic and this blog for details on 3PIP
gateway support.
Implementing • Teams phones are “application” based (Android) phones. There is an Android app for
Teams Phones Teams, created, updated and maintained by Microsoft. All features and functionality are
added per Microsoft’s roadmap. The Poly value is in the hardware (Acoustic Fence,
Noiseblock, etc.).
• CCX phones have the ability to run SfB (via Poly’s UCS software) or Teams. This makes
for a seamless transition for a customer migrating from SfB to Teams calling .
Customers who are migrating from SfB to Teams should order the -019 SKUs. Currently
the Open SIP CCX models (-025 SKU) cannot be upgraded to Teams. However, Open
SIP models will be upgradeable to Teams with a future release of Poly UCS Soft.
• Poly delivers value with trade in programs for VVX to purchase new CCX phones for the
transition.
NUANCES BY TEAMS TRANSITION / COEXISTENCE MODE:
SfB with Teams

SfB with
Collaboration &
SfB Only Islands Mode Teams Teams Only
Meetings (AKA:
Collaboration
“Meetings First”)
• Customers can • 3PIP phones • 3PIP phones • 3PIP phones and • CCX phones are the
only use 3PIP will be SfB and SfB for SfB for Calling preferred solution.
phones. registered for Calling • Customer with 3PIP
• Customers can Calling and phones can continue to
leverage existing CCX phones leverage calling via the
VVX investments can register to 3PIP gateway
but can start Teams for
deploying CCX in calling
SfB mode
Resources: Poly CCX Microsoft Teams Edition
TRANSITIONING CALLING TO MICROSOFT CALLING
• Use Poly PBX Assessment Service to determine any feature parity issues and determine
timeline for migration
• Identify device needs for workforce (Common area, knowledge worker, power user) Resource:
PREPARE
CCX for Teams Comparison
• Depending upon Teams migration mode determine when to use SfB and 3PIP phones or
Teams for calling Resource: Migrating SfB Phones
• Add new CCX phones and run them in Teams mode.

TRANSITION
• Remaining VVXs can run through the Teams Audio Gateway (through 2023)
ARRIVE
• Transition fully to Teams for calling and convert any CCX phones in SfB mode to Teams
mode.
POLY GLOBAL SERVICES:

Poly PBX Assessment Service for Teams | Poly Migration Service for Microsoft Teams (SOW) Poly PBX User
Migration Service for Teams | Managed Services for Teams
MAIN MENU
ZOOM PHONE:
to manage in the transition. You can review the Zoom Phone Administration Support page for more details.
TRANSITIONING CALLING TO ZOOM PHONE
• Ensure the customer has done the required work to implement Zoom Phone and has at
migration plan for users.
• Evaluate and determine best path for device management. This will require coordination
with Zoom account team as devices can be managed completely by Zoom, by Poly (using
Zoom's configuration output) or a combination of the two.
PREPARE
• For existing VVX devices: Create secondary line key registration for Zoom Phone and
associated dial-plan (if needed)
• For other vendor phones (including Cisco): Replace with Zoom certified Poly handset (VVX)
and register to Zoom Phone or Zoom Phone + existing PSTN provider as needed. See the
Zoom Phone Certified Device Page on the Zoom website for more information.
• When moving to Zoom Phone, factory reset device and bulk provision via Zoom Phone ZTP
service
TRANSITION
• See the Zoom Phone VVX Guides for more information: Poly Assisted Provisioning Guide
and the Quick Start Provisioning Guide
ARRIVE
• Transition fully to Zoom Phone for calling across all endpoints – There is planned support for
CCX in the future.
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06
HEADSETS / PERSONAL DEVICES
OVERVIEW:
In most cases customers can reuse their current headset investments, however the transition is a great opportunity
to ensure that their employees have the best tools to do their job and that includes a headset. It’s important to do
some discovery around usage, wearing preference, accessories requirements and the collaboration software being
used. It’s also important to know where you will use the headset (on the road, call center, etc.) and with what
devices (desk phone, mobile, PC). If the customer is moving to Microsoft Teams or Zoom, new headsets
purchases should be certified headsets for that platform.
Below are the key lines of headsets and personal speaker phones and key characteristics. Hybrid workers may
have much different headset needs at home vs the office. Please leverage the Enterprise Persona information to
help your customer find the best solution for their employees.
EncorePro Blackwire Voyager Savi Calisto Sync
Wired call center USB connected Bluetooth DECT wireless(PC, Speakerphone / Speakerphone /
to a PC wireless Deskphone & Mobile audio device – USB audio device – USB
with Office version) or Bluetooth or Bluetooth
connected connected
Resources: EncorePro Comparison Guide, Blackwire Comparison Guide, Voyager Comparison Guide, Savi
Comparison Guide, Calisto Comparison Guide, Poly Sync Family Comparison Guide
When purchasing headsets customers should attach the Three Year Hardware Replacement Service so that they
can receive a replacement headset should there be a problem. Our Headset Comfort and Cleanliness Service is
now available as a remote option to ensure Health and Safety guidelines are being adhered to and the headsets
remain in optimum condition.
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MICROSOFT TEAMS:
Although all currently “Certified for SfB” Poly devices are compatible with Teams, this transition gives the customer
the opportunity to ensure they have the best tools for their user workstyles. Use this Enterprise Persona
presentation to help your customer determine the best Teams solution for their user’s needs. Below is the list of
Teams certified headsets, the headsets that have been upgraded to Teams certified status and the headsets that
are Teams compatible. You can also use the Microsoft Teams Certified Headsets list or this Microsoft Teams
Quick Reference Guide as reference to position the best solutions for the different user requirements.
NUANCES BY TEAMS TRANSITION / COEXISTENCE MODE:
Depending upon which Microsoft migration / coexistence mode the customer is in, the main transition caveats
center around device contention and features (i.e. “Teams Button” or “Certified Devices”)
Islands SfB with Teams SfB with Teams Collaboration &

SfB Only Teams Only
Mode Collaboration Meetings (AKA: “Meetings First”)
SfB Be aware of Be aware of the Be aware of the calling app “taking SfB and
“certified” the calling calling app “taking control” of the peripheral… SfB Teams
devices will app “taking control” of the “certified” devices will be leveraged certified”
continue to control” of peripheral for SfB calls but that SAME device devices will
work as the can/will be used for Teams work as
designed peripheral Meetings.) designed
TRANSITIONING HEADSETS TO SUPPORT NATIVE MICROSOFT TEAMS
PREPARE
• Leverage SfB certified headsets. A firmware update is available for most Poly SfB certified
headsets to make them Teams certified and improve the user experience with Teams.
• Continue aging out SfB Certified devices

TRANSITION
• Begin buying new Teams Certified headsets
ARRIVE • Full transition to Teams Certified headsets only
POLY GLOBAL SERVICES: Headset Installation with Onsite Deployment Support , Three Year Hardware
Replacement Service, Headset Comfort and Cleanliness Service
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ZOOM:
Although the customer may be able to leverage some of their existing headsets, this transition gives the customer
the opportunity to ensure they have the best tools for their user workstyles. Poly has a full line of Zoom compatible
headsets that are natively integrated with the Zoom client to meet every employee need. . It should be noted that if
the customer is using Hub , they must be using version v 3.14 or higher. Call end, is pending Zoom API
Integration.
TRANSITIONING HEADSETS TO SUPPORT NATIVE ZOOM
• Begin phase out of any non-complaint Zoom devices (lacking Human Interface Device (HID),
which supports the sync between headset functionality with the Zoom client (mute, etc.). You
PREPARE
can find a list of compliant devices here. Replace non-compliant headsets with Poly headsets
supported by Zoom.
TRANSITION
• Continue phase out of any non-compliant (lacking HID) Zoom devices and replace with Poly
headsets supported by Zoom
ARRIVE • Full transition to Zoom Certified Poly headsets only
POLY GLOBAL SERVICES: Headset Installation with Onsite Deployment Support , Three Year Hardware
Replacement Service, Headset Comfort and Cleanliness Service
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07
MANAGEMENT
OVERVIEW:
Management is a critical part of any solution. It is important to align on a definition of management and its key
components to understand where and when to position alliance partner platform management vs. Poly
Management solutions. Below are the three components of management and their definitions:
DEPLOYMENT MANAGEMENT INSIGHTS

• The process of quickly • The daily routine of an • Taking all the device data and
procuring, configuring, and administrator whereby monitoring, providing actionable information
deploying devices troubleshooting, and changing a to improve or resolve device
• Key Industry Innovations around device occurs behavior.
ZTP and Partner APIs provide • Includes device health, • Insights are used by customers
customer velocity configuration and software to efficiently manage and justify
additional investments
In order to position the right management solution, you will need to determine if a customer is using Poly / Interop
solutions or if they are using Native solutions. If using native solutions, the customer will likely use the partner’s
native management solution. Follow the decision tree below on how and when to position Poly Management
Solutions.
Note: Over the next six to twelve months Poly Lens will play a more prominent role in the Poly Management
Solutions positioning as additional capabilities are added to drive feature parity with existing tools and additional
insights and features to be positioned as a value add to partner management solutions. The decision tree on the
following page reflects product positioning based on today’s capabilities in the management portfolio.
The table below will help you to understand when and how to position Poly Management solutions based on the
customer’s environment.
Which of these will be your customer’s environment? Poly Mode, Native Teams or Native Zoom? That selection
will determine what will be the customer’s primary management interface. For Native environments you will need to
understand if your customer has any of the requirements listed below. If they do, you can position Poly
Management as a value-added set of capabilities to support the primary management platform offered by either
Microsoft or Zoom. Links provided to each product documentation site for more detail.
Primary Management Platform by Environment

Customer
Environment POLY MODE (INTEROP) NATIVE MICROSOFT TEAMS NATIVE ZOOM
Poly Audio CLOUD: PDMS-E TEAMS ADMIN CENTER ZOOM DEVICE

Device PREM: RPRM MANAGEMENT
Management
Does your customer have any of the requirements below?
• Require Advanced security controls for devices on your
network to talk to the cloud
• Need to efficiently distribute software across your network
devices
• Require the ability to deploy Poly provided Hotfixes to
your devices
• Desire to control device software update versions and
schedules
 If yes, then position PDMS-E or RPRM as a value-add to

Partner Native Management Solutions
Poly Video RPRM TEAMS ADMIN CENTER ZOOM DEVICE
Device MANAGEMENT
Management
Does your customer have any of the requirements below?
• Require Advanced security controls for devices on your
network to talk to the cloud
• Need to efficiently distribute software across your network
devices
• Require the ability to deploy Poly provided Hotfixes to
your devices
 If yes, then position RPRM as a value-add to Partner Native
Management Solutions
Poly USB CLOUD: PDMS-E Use Partner Native Management Solution for End User
Camera PREM: RPRM Management
Management
Does your customer need to monitor Realtime status of
Camera?
 If yes, then position PDMS-E or RPRM as a value-add to
Partner Native Management Solutions
Poly Headset PMP Use Partner Native Management Solution for End User
Management Management.
Does your customer need headset management capabilities?
 If yes, then position PMP as value-add to Partner Native
Management Solution
Many cloud voice providers such as RingCentral, 8x8, Zoom and others offer provisioning, and management of
customer phones as part of their offer.
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08
POLY GLOBAL SERVICES, PROMOTIONS & RESOURCES
Once you have the customers solution and transition defined, you can leverage the services, programs and
promotions below to ensure your customer has a smooth transition and can move forward quickly without resource
of financing getting in the way of reaching their goals on schedule.
Assessment Migration Management Support

• Planning and Design • Deployment Services • Management and • Premier
Services • RealConnect Hosted Services • Advantage
SERVICES • Poly PBX Services • Managed Services
Assessment Service • Poly PBX User for Teams
for Teams Migration Service for
Teams
• Installation
• Poly as a Service Offers (options include Poly and 3rd party components)
PROGRAMS • Zoom Device as a Service
• NOTE: “As a Service” offers vary by region – Please verify availability prior to proposal
PROMOTIONS Promotions
CUSTOMER FACING RESOURCES:

• Customer Transition Map Presentation Toolkit
• Poly Solutions for Microsoft Brochure
• Poly Solutions for Zoom Brochure
SALES RESOURCES:
• Strategic Alliances
• Global Price Lists
• Poly End of Life Guide
• Enterprise Product and Services Bulletins
• Poly Experience Centers: Work with your Poly representative to schedule a briefing
GET HELP:
Email: Microsoft: teammicrosoft@poly.com Zoom: zoomhelp@poly.com
MAIN MENU

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TECHNICAL SALES GUIDE

TECHNICAL SALES GUIDE

CUSTOMER TRANSITION MAPS

VERSION 1.1: 4 DECEMBER 2020 – PARTNERS

Future Video Platform Requirements: Future Calling Platform Requirements:

NATIVE INTEROPERABILITY BYOD

JOIN JOIN JOIN

PLATFORM PLATFORM PLATFORM

NATIVE MICROSOFT TEAMS POLY MODE – POLY BYOD / USB

TRANSITIONING TO NEXT GENERATION POLY SOLUTIONS:

TRANSITIONING TO NEXT GEN POLY SOLUTIONS

PERSONAL GROUP SPACES

HUDDLE SMALL MEDIUM LARGE

Resource: Poly Group Video Guide

LEVERAGING POLY GLOBAL SERVICES IN THE TRANSITION:

NATIVE MICROSOFT TEAMS

NATIVE MICROSOFT EXPERIENCE:

OPTION 1: 100% Native Microsoft Teams Experience

Native Teams (Full) ⚫ ⚫

OPTION 2: Native Microsoft Teams with Direct Guest Join Requirements

MICROSOFT TEAMS ZOOM WEBEX

SECONDARY PLATFORMS ACCESSED

Audio / Video Options

Resource: Poly Group Video Guide

TRIO / C60 VVX PERSONAL VIDEO ZOOM

CONSISTENT EXPERIENCE AND WORKFLOWS ACROSS DEVICES AND WORKSPACES

ZOOM TEAMS WEBEX SIP / H.323

SECONDARY PLATFORMS ACCESSED

DESIRED EXPERIENCE Native Zoom Workflow and Consistent User Experience

Native Zoom (Full) ⚫

INTEROPERABLITY (POLY MODE):

PLATFORM 1 PLATFORM 2 PLATFORM 3

JOIN JOIN JOIN OPEN SIP

TRIO / C60 VVX / CCX PERSONAL VIDEO HEADSETS

FLEXIBILITY TO SUPPORT MULTI-VENDOR ENVIRONMENTS & PLATFORM TRANSITIONS

ZOOM TEAMS WEBEX OTHER SIP / H.323

DESIRED EXPERIENCE Broadest Flexibility for Platform Interoperability

Poly One Touch Dial Service

Resource: Poly Group Video Guide , Poly Advantage Service

BYOD (USB PASSTHROUGH):

RICH, PLUG & PLAY VIDEO EXPERIENCE FOR MULTI-VENDOR ENVIRONMENTS

ZOOM TEAMS WEBEX OTHER APPS

Resource: Poly Group Video Guide

VIDEO CALLING HEADSETS MANAGEMENT

TRANSITIONING TO A NEW PLATFORM:

TRANSITIONING TO MICROSOFT TEAMS FROM SKYPE FOR BUSINESS (SfB):

SfB with Teams Collaboration

INTEROPERABILITY AS A TRANSITION ARCHITECTURE:

INTEROPERABILITY EXPERIENCE MATRIX:

Microsoft Teams Zoom Cisco Webex Google Meet

Video 1080p (p2p) 1080p Up to 1080p 1080p 720p

Microsoft Teams Zoom Cisco Webex Google Meet

TRANSITIONING TO NEXT GENERATION POLY SOLUTIONS:

TRANSITIONING TO NEXT GEN POLY SOLUTIONS

PERSONAL GROUP SPACES

HUDDLE SMALL MEDIUM LARGE

LEVERAGING POLY GLOBAL SERVICES IN THE TRANSITION:

PREPARE: TRANSITION: ARRIVE:

Devices: RealConnect + One Touch Dial (OTD)

Legacy or cloud) and Poly OTD (Cloud one

TRANSITIONING TO NEXT GEN POLY SOLUTIONS: OPTIONS BY SPACE

PERSONAL HUDDLE SMALL MEDIUM LARGE: Boardroom

TRANSTIONING VIDEO TO INTEROPERABILITY – POLY MODE

POLY GLOBAL SERVICES: One Touch Dial App