IBM Acquires WebDialogs

Blogger: Mike Gotta, Principal Analyst

The acquisition of WebDialogs creates interesting opportunities for IBM but also raises concerns over alignment / integration with its existing Lotus Sametime platform. While Sametime already delivers a web conferencing solution, however it is almost exclusively deployed to satisfy internal needs of large enterprises that prefer an on-premises configuration. IBM has struggled over the years to deliver an effective strategy and sustained solution for hosted web conferencing (attractive in the consumer, SoHo and SBM market segments). While I have not come across WebDialogs all that often in the large enterprise market (compared to Cisco (WebEx), Microsoft, or Adobe for instance), it does seem to be popular down-market. IBM benefits by acquiring the partner channels of WebDialogs as well as resellers of web conferencing services that address those market segments. I expect large enterprise will wait to see how IBM resolves overlap and alignment questions with Sametime before making decisions on Unyte in those situations where it might be more appropriate. During an analyst pre-briefing call, IBM said:

• the acquisition has already been completed
• the brand would be "IBM Lotus Sametime Unyte"

Questions that come to mind:

Skype alignment

1. Does this change the business relationships between Skype and WebDialogs (Unyte)?
2. Does this mean we can expect presence and IM federation with Skype users?

My view: IBM needs to do this and I believe it will happen. Skype is hugely popular and this type of interoperability would further differentiate IBM from Microsoft (re: building on IBM's federation with Google/XMPP). I'm not sure that eBay/Skype will get all that closer to IBM but the technical interop makes sense.

Salesforce AppExchange

1. You can initiate and manage online meetings from within Salesforce – any changes in how IBM now will work with Saleforce?
2. Does this signal some greater focus from IBM as provider of collaboration services for AppExchange?

My View: IBM needs to do this as well. The deal becomes a lot more strategic if arrangements can be made with Skype and Salesforce (given Cisco's acquisition of WebEx and likely build-out of WebEx Connect). IBM needs to build a relationship with Salesforce in the area of unified communications and collaboration. I can imagine Lotus Connections being valuable within a Salesforce context for instance.

WebDialogs & Sametime

1. What happens to WebIntertalk? (a click to talk solution for e-Service that seems more e-Business/CRM centric)

My View: Out of my space but a good question to ask.

Sametime alignment with Unyte Meeting

1. When should an organization use one or the other? 
2. Will IBM offer swappable conferencing engines? 
3. How deep will the integration be between the two platforms?
4. Do the Unyte desktop/application/remote control sharing capabilities get added into ST? 
5. Will Lotus Expeditor become the future client underpinning for Unyte?

My view: IBM needs to aggressively get out ahead of this topic and alleviate any fear from the install base that Sametime web conferencing is no longer strategic, etc. I would expect that the on-premises version of Unyte is not all that important to IBM (large enterprise) and that there will not be a swap-in / swap-out option but I can see certain components of Unyte ending up in Sametime and a future role for Expeditor for Unyte.

IBM Online service business model

1. Keep “Unyte Conference” brand? 
2. Maintain Webdialogs reseller program?
3. Move to IBM infrastructure/data centers?
4. What happens to existing customers, partners, channel?

My view: The branding seems resolved and I expect IBM will maintain current customer and partner relationships for the time being ("do no harm").