????購(gòu)買(mǎi)思科系統(tǒng)（Cisco Systems）的高端視頻會(huì)議解決方案——思科網(wǎng)真（Telepresence）的似乎都是財(cái)力雄厚的公司，如商務(wù)軟件公司SAP（SAP AG）和美國(guó)銀行（Bank of America）等,。為什么這樣說(shuō)呢？因?yàn)?，單單在一個(gè)房間內(nèi)實(shí)現(xiàn)思科網(wǎng)真所需要安裝的屏幕,、攝像機(jī)、基礎(chǔ)設(shè)施,、燈光和家具就要耗資300,000美元左右,。

????因此，視頻會(huì)議服務(wù)領(lǐng)域的規(guī)模稍小的公司——如視頻會(huì)議服務(wù)供應(yīng)商Vidyo公司——正試圖用低價(jià)戰(zhàn)略搶占思科的市場(chǎng)也就不足為奇了,。上周,，這家位于美國(guó)新澤西州的創(chuàng)業(yè)公司,，推出了VidyoPanorama遠(yuǎn)程呈現(xiàn)解決方案，這款解決方案的成本更低,，更加大眾化,。該公司表示，VidyoPanorama可同時(shí)支持多達(dá)20個(gè)屏幕（這意味著,，在20個(gè)不同地方的員工可以同步參加視頻會(huì)議）,，而成本卻只有當(dāng)前遠(yuǎn)程呈現(xiàn)系統(tǒng)（比如思科網(wǎng)真）的10%。

????思科也不甘示弱,。作為回應(yīng),，周二上午，思科發(fā)布了一系列與其網(wǎng)真相關(guān)的產(chǎn)品,，其中包括“思科網(wǎng)真遍天下”（Telepresence Everywhere）終端,，這款新產(chǎn)品支持客戶(hù)更輕松地在多個(gè)房間實(shí)現(xiàn)遠(yuǎn)程呈現(xiàn)。

????思科公司的發(fā)言人大衛(wèi)?麥庫(kù)洛奇在寫(xiě)給《財(cái)富》雜志（Fortune）的電子郵件中表示：“價(jià)格始終是客戶(hù)考慮的一個(gè)方面,，但是,，市場(chǎng)開(kāi)始越來(lái)越關(guān)注易用性、可集成性和可互操作性,，而不是價(jià)格,。作為最優(yōu)秀的遠(yuǎn)程呈現(xiàn)產(chǎn)品供應(yīng)商，思科占有較大的市場(chǎng)份額,。能夠在上述三個(gè)領(lǐng)域全面領(lǐng)先,，我們深感自豪?！?/p>

????思科網(wǎng)真是思科協(xié)作業(yè)務(wù)的一個(gè)組成部分,，過(guò)去五個(gè)季度，其增長(zhǎng)速度約為25%,，甚至更高,。預(yù)計(jì)該業(yè)務(wù)今年將為公司帶來(lái)40億美元的收入。但與此同時(shí),，網(wǎng)絡(luò)公司的股價(jià)卻下跌到了約15美元,。思科首席執(zhí)行官約翰?錢(qián)伯斯近期表示，思科需要重新調(diào)整產(chǎn)品組合,。不過(guò),，思科不可能把此項(xiàng)業(yè)務(wù)廉價(jià)出售。公司在遠(yuǎn)程呈現(xiàn)業(yè)務(wù)上投資巨大,。思科近期進(jìn)行了一些列多樣化的嘗試,，多數(shù)以失敗告終（如近期關(guān)閉的Flip攝像機(jī)業(yè)務(wù)），而遠(yuǎn)程呈現(xiàn)業(yè)務(wù)則是其中為數(shù)不多的亮點(diǎn)。

????思科發(fā)言人麥庫(kù)洛奇表示,， Vidyo“自然樂(lè)于把它的產(chǎn)品與思科最高端的旗艦產(chǎn)品進(jìn)行比較（以突出其價(jià)格優(yōu)勢(shì)）,。”思科網(wǎng)真確實(shí)昂貴,，但是思科表示它同時(shí)也提供最低價(jià)格在300美元左右的視頻會(huì)議臺(tái)式機(jī)解決方案【2009年收購(gòu)騰博公司（Tandberg）的成果】,。而且,，思科可能會(huì)在近期繼續(xù)推出價(jià)格更低、更靈活的思科網(wǎng)真,。舍得花300,000美元安裝視頻會(huì)議系統(tǒng)的公司畢竟數(shù)量有限,。

????Vidyo公司的創(chuàng)始人奧弗?夏皮諾表示,，公司并不僅僅依靠低廉的價(jià)格進(jìn)行競(jìng)爭(zhēng),。憑借7,，400萬(wàn)美元風(fēng)險(xiǎn)資金的支持，Vidyo已經(jīng)開(kāi)發(fā)出能夠支持多達(dá)20個(gè)屏幕的遠(yuǎn)程呈現(xiàn)系統(tǒng),，而不是普通的三屏或四屏解決方案,。而且,，公司還表示,，該系統(tǒng)可以更有效地利用帶寬，不需要專(zhuān)門(mén)配置價(jià)格高昂的網(wǎng)絡(luò),。

????但是,，說(shuō)到底，價(jià)格才是Vidyo最大的競(jìng)爭(zhēng)優(yōu)勢(shì),。

????Vidyo公司的創(chuàng)始人兼首席執(zhí)行官夏皮諾打了這樣一個(gè)比方：“他們（思科）賣(mài)的是勞斯萊斯和蘭博基尼,，而我們賣(mài)的是本田和謳歌?！?/p>

????Buyers of Cisco Systems' (CSCO) high-end videoconferencing solution, TelePresence, tend to be deep-pocketed enterprises like SAP (SAP AG) and Bank of America (BANK). Why? It costs about $300,000 to set up the screens, cameras, infrastructure, lights and furniture necessary to TelePresence-enable just one room.

????So it's no surprise that smaller players--like newcomer Vidyo--are trying to undercut Cisco. Last week the New Jersey-based startup introduced a lower-cost telepresence solution for the masses called VidyoPanorama. According to the company, VidyoPanorama will support as many as 20 screens at a time (meaning employees from 20 different locations can participate in a simultaneous video conference) for as little as 10% of the cost of current telepresence systems like Cisco's.

????Not to be outdone, Cisco responded on Tuesday morning with a flurry of telepresence-related announcements, including the "Telepresence Everywhere" endpoint, a new product that will allow customers to more easily telepresence-enable multiple rooms.

????"Price is always relevant to customers, but this market is rapidly moving beyond price to focus on ease-of-use, ease-of-integration and ease-of-interoperability," David McCulloch, a Cisco spokesperson, wrote to Fortune in an email. "As the number one telepresence vendor by a big share, we feel really good about our leadership in all three areas."

????Telepresence is part of Cisco's collaboration business, which has been growing at about 25% or more during the last five quarters and is on pace to bring in $4 billion in revenues this year. Meanwhile, the networking company's stock has plummeted to about $15, and CEO John Chambers recently said the company needs to refocus its portfolio of products. But it's unlikely that Cisco's collaboration business is going to be sold off. The company has bet big on telepresence—it's one of the few bright spots in its string of failed attempts to diversify (it recently shuttered its Flip video camera business).

????According to McCulloch, Cisco's spokesperson, Vidyo "conveniently compares its offerings to Cisco's top-of-the-range flagship product." TelePresence is costly, but Cisco says it offers a videoconferencing desktop solution (the fruits of its 2009 acquisition of Tandberg) starting at about $300. And it's likely Cisco will keep coming out with cheaper, more flexible versions of TelePresence in the near future. After all, there are only so many companies able to shell out $300,000 for a videoconferencing system.

????Vidyo's founder, Ofer Shapiro, says his company's not just competing on price. With $74 million in venture backing, Vidyo has developed a telepresence system that will allow up to 20 screens instead of the usual three- or four-screen solution. The company also says it uses bandwidth more efficiently and doesn't require any special, costly networks to be deployed.

????But, bottom line, price is Vidyo's big differentiator.

????"They [Cisco] are selling Rolls-Royces and Lamborghinis," says Shapiro, Vidyo's founder and CEO. "We're selling the Hondas and Acuras."