When Cisco killed the Flip video camera and repositioned the consumer Umi TelePresence product family earlier this week, I openly wondered if Umi would finally target the SMB TelePresence marketplace. So far, Cisco isn’t offering any firm answers — though a spokeswoman re-affirms Umi will ultimately be available through service providers. Here’s the update.
For those who missed the bigger story, Cisco CEO John Chambers in early April 2011 conceded the company had made some missteps and needed to get back on track. Soon after, Cisco killed the Flip consumer video camera business and shifted the struggling Umi TelePresence effort from consumers to business.
Where in business will Umi fit? Based on the recurring revenue model and a $500-per-unit price point, Umi could be a fit for MSPs serving the small and midsize business segment. But a Cisco spokeswoman is a bit coy about Cisco’s actual Umi strategy, stating:
“We are currently integrating Cisco umi into the Business TelePresence product line. Our strategy is consistent with existing Business TelePresence efforts in that we will operate through an enterprise and service provider go-to-market model. We’ll be able to share further details once the integration is complete.”
Fingers crossed, I hope Cisco is looking at small MSPs — and not just big telecom service providers — for the Umi opportunity. Either way, I think big service providers and small MSPs will need to work hard to show Umi’s value proposition vs. free video conferencing and Webcam offerings like Skype video.
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Posted In: SMB Technology
Tags: Cisco Systems | Flip Video | SMB Technology | Umi TelePresence
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JP – this is a topic near and dear to my heart! I am deep into telepresnece as my new niche and have worked with both UMI and VU a lot. I am really excited that Cisco can do/will do/should do a UMI elevation into SMB *but* I’m sad to see it exit the consuimer market (guess it was competing with Skype)
Basically I belive that the channel partner won’t make money with telepresence but it’s another arrow in the quiver for providing full service to the customer. Rounds out the portfolio.
Keep up the telepresence coverage and I’ll keep commenting….deal?
Harry: I do think there’s money for MSPs… but perhaps not “fast” money. The Vu TelePresence strategy delivers recurring monthly revenues to MSP partners. And I also know quite a few MSPs that are offering managed video as a service and video monitoring. Not exactly TelePresence but still closely related. Video, video, video. There’s got to be money — recurring — here for MSPs.
-jp