1. NetVanta Unified Communications

2. Evolution of Unified Communications
NetVanta UC
NetVanta 7000 Series
Total Access 900
NetVanta 6000 Series
Infrastructure
Data, voice and video convergence
Unified Communications
Evolution of Communications
Business Value
Switches
Routers
T1/E1 connectivity
Unified Communications: NetVanta UC, Security Appliances, Network Management
Data, voice and Video convergence:7100, 7060, 6355, Total Access 900, Integrated Switch Routers, Optical Systems
Infrastructure: Switches, Routers, T1/E1 connectivity

3. What is Unified Communications?
Telephony
Conferencing
Messaging
Instant Messaging/Presence
Clients
Business Enablement
Communications Enabled Business Processes (CEBP)
Consolidated Administration
Many different definitions but Unified Communications vendors tend to agree:
Multi-modal
Integration of real-time and non-real time communications
Sense of urgency and quality of experience
Transcends normal boundaries of time/space
*Source: Gartner “Critical Capabilities for Unified Communications”, August 10, 2009

4. What is the Business Value of UC?
The business definition of UC is somewhat simpler:
Communications integrated to optimize business processes.
The key point about UC from a business perspective is not what it is, but rather:
“What can UC actually do for me and my business?”
“How can UC fit my business, not the other way around?”
“Does it have to be complicated?”
UC improves the processes that a business uses to make it more efficient or to provide competitive advantage.
Increase revenue
Lower costs
Improve service
Increase productivity
UC allows businesses to significantly improve their operations by changing how communications tools are used and by eliminating communication-related “hot spots” – those places where the operational activities are blocked, delayed, or complicated by communications issues.
UC provides an ROI and business opportunity rather than being a cost center:
For-profit companies can earn more revenue with less cost and greater profits
Non-profit organizations can lower costs while improving service deliver

5. ADTRAN Unified Communications
IP Telephony & UC Bundles
Business Communications System
Enterprise Communications Server
NetVanta 7060
NetVanta 7100
UC & Application Servers
Unified Communications Server
Business Applications Server
Desktop Clients
NetVanta UC Client
ADTRAN Softphone
Gateways
NetVanta 600 Series
Partner gateways:
Dialogic
Audiocodes
IP Phones
ADTRAN IP 700 Series phones
Partner phones:
Polycom
Snom
Grandstream
Aastra
Branch Office Extension
NetVanta 6355
NetVanta 6240 Series
Total Access 900/900e Series
Network Infrastructure
Switches
Routers
Wireless Access Points

6. Internetworking Product Portfolio
Unified Business Solutions
Converged Access Solutions
IP Business Gateways (IPBGs)
Integrated Access Devices (IADs)
Access Routers
GPON
Unified Communications
Premise-based IP PBX
IP Phones
LAN Switches
Wireless Access Points (WAPs)
CLEC – XO, Nuvox
IOCs, MSOs, NSPs
VARS
Office in a box niche
Add UC functionality
Expanded number of users
Phone strategy
Product pull through
Lead versus follow 6

7. Addressable Market Segments
Single Site
Multi Site
Distributed Enterprise
Solutions for 10 to 2,000 users at a single location
Several locations, potentially equal in size
Sites connected using SIP or traditional trunks
Numerous business locations
Large headquarters with smaller branch offices
The NetVanta 7100 is a complete voice and data
networking solution for business locations of up
to 100 stations.
Vertical Markets:
Banking and Brokerage
Manufacturing
Media and Entertainment
Government
Non Profit Organizations
Retail
Healthcare
Professional Services
Utilities
Education
Technology
Transportation
Legal
Insurance 7 7

8. NetVanta Unified Communications
NetVanta UC Server
NetVanta Unified Communications
(umbrella brand for all of ADTRAN’s new UC products)
NetVanta Unified Communications Server
NetVanta Business Communications Systems
NetVanta Enterprise Communications Server
NetVanta Business Application Server
Core functionality and feature set is almost exactly the same between different product editions
Different editions are targeted towards different channels
NetVanta Enterprise Communications Server is fully featured
NetVanta Unified Communications Server supports a subset of ECS features
NetVanta Business Application Server supports a subset of UCS features
This presentation will focus on NetVanta Unified Communications Server

9. Adding Business Value Communications Systems Enabling other systems
NetVanta Enterprise Communications Server
NetVanta Business Application Server
NetVanta Business Communications System
NetVanta Unified Communications Server
NetVanta Unified Communications Server
Software that adds unified communications capabilities to existing PBXs
one or more NetVanta 7060/7100
3rd party PBXs
Supports multi-site implementations - centralized messaging and UC administration
Add UC to existing or net new customers
Major features*: Unified messaging, click-to-dial*, conference server, fax server, personal call control, auto attendants, inbound/outbound IVR, Active Directory integration
Channels: Telecom channel
Scalability: up to 2000 users (PBX dependent)
Licensing: Bundles specified by user
NetVanta Business Communications System
Bundle that combines NetVanta 7060/7100 with NetVanta Unified Communications Server
NV7060/7100 retains existing branding, but is brought into the NV UC brand through the NetVanta Business Communications System products
Makes ordering UC with the 7060/7100 easier
Supports multisite implementations - centralized messaging and UC administration
Major features: Unified messaging, click-to-dial, conference server, fax server, personal call control, auto attendants, inbound/outbound IVR, Active Directory integration
Channels: Network, Microsoft, and Telecom
Scalability: up to 100 users
Licensing: bundles based on users
NetVanta Enterprise Communications Server
Unified communications software solution
All-in-one software Windows based SIP PBX
Major features: SIP based PBX, unified messaging, click-to-dial, fax server, personal call control, auto attendants, inbound/outbound IVR, Active Directory integration, conference server, paging server
Channels: Microsoft, converged resellers, telecom
Scalability: from 75 to 2000 users
Licensing: Bundles based on users
NetVanta Business Application Server
Point solution for business process integration
Differs from other solutions because this solution is sold by the number of connections to the application server – no users (non expandable)
Major features: inbound/outbound IVR, outbound dialing/notification, conference server, paging services
Channels: ISV, Telecom, IT
Scalability: up to 200 simultaneous calls
Licensing: Bundles based on channels or ports

10. NetVanta UC Cross Selling Matrix
Communications
Access Gateways & Branch Office Solutions
Phones
Network Infrastructure
IP700
NetVanta Business Communications System
NetVanta 7060/7100
NetVanta 6355
Polycom
IP700
NetVanta Enterprise Communications Server
NetVanta 7060/7100
NetVanta 6355
Polycom
NetVanta Unified Communications Server
Dialogic
NetVanta Business Application Server
Dialogic

11. ADTRAN and the UC Market
75 – 2,000 users per location
Process -Centric applications (CEBP)
NetVanta Enterprise Communications Server
NetVanta Business Application Server
New PBX
Keep PBX
10 – 100 users per location
Add UC to Existing PBX
The notion here is that you have sold the prospect on the value of UC, now what’s the right product?
If he’s happy with his existing PBX, you’d go with one of the “PBX-adjunct” products – NetVanta UC Server is a fit when they’re wanting to deliver UC functionality to the users (click-to-dial, voic -to , find-me follow me, etc.).
Business Application Server is a fit when they’re not so much interested in the users as they are in delivering some enhanced IVR and/or CEBP functionality.
If they are interested in UC in association with a new PBX, then either the Business Communications System or the Enterprise Communications Server will fit, depending on the number of users.
NetVanta Business Communications Server Or
7100/7060
NetVanta Unified Communications Server
Unified Communications Prospect

12. Customer Applications
How to connect to customers – their needs
Unified Messaging
Fax
Inbound/Outbound fax
Single number DID fax
Inbound IVR
Outbound IVR
Notification services
Paging and alerting
Database Integration
Call redirection
Customers will have their own names – business problems. Partner’s often put their own spin on a business problem, but it’s amazing what happens when you use a customer’s language to articulate their business problems. Avoid the square peg in a round hold.

13. Unified Messaging Plug-ins Additional Client Support
Microsoft Outlook (Exchange Server)
Lotus Notes (Lotus Domino)
Google Gmail
Additional Client Support
Outlook Web Access (OWA)
RIM BlackBerry Enterprise Server
Windows Mobile® Smartphones
Other Smartphone Devices (ActiveSync)
Telephone User Interface
Return on Investment (ROI)
Time Savings
Travelling employees save on average 55 minutes/day through more efficient message management. Mobile device support – Blackberry, iPhone, Windows ActiveSync – increase those savings. No longer calling into voic to see if there are any voice messages.
Office employees save on average 43 minutes/day managing voice, fax and messages from their inbox
Savings of 12 minutes/day managing voice, fax and messages over the phone
using their client makes it easier to forward, reply to messages from a single interface

14. Click to Dial
Outlook integration
Click to dial from Outlook Contacts

15. Visual Auto-attendant
Reason for visual auto-attendants
Human’s are visual by nature
Visual management allows call flows to be created that does not require logical or spacial leaps.
WYSIWYG
ROI
Visual management of automated attendant
Quick to prototype, test and deploy
Integrated audio management

16. Fax Services Reasons for fax services Industries
Privacy / confidentiality
Productivity improvements
Legislation (HIPAA)
Environmental – Green initiatives
Industries
Healthcare
Legal
Financial
Real Estate

17. Fax Services Return on investment (ROI) Maintenance savings
$60 - $200 per month maintenance contracts
Personal productivity improvements / Time savings
2 minutes / fax to distribute incoming faxes
5 minutes / fax to send an incoming fax
Waiting for busy fax machine
Waiting for fax confirmation report
Resource savings
Estimated 3¢ / page (Paper, Ink and maintenance)
Facilities savings
Share lines for voice and fax
Convert analog lines to PRI DID ($40.00/line vs. $4.00/DID)

18. Fax Services Outbound fax Inbound fax Fax on demand Fax print driver
Personal DID fax
Shared voice/fax number
Fax-to-
Fax on demand
Caller selects fax number

19. Notification Services
What is the impact when someone misses an appointment?
Dental offices
Doctors Offices
Automotive Dealerships
ROI = å value of missed appointments / cost of the solution
Reminder services
Lets you drive existing and new business
Many offices employee office staff to remind people of an appointment.
No shows in the health care world costs taxpayers/insurance companies moneys – Drs lose revenue. Often waiting list. Automotive – An empty is garage bay loses money – Paying for mechanics, shop time and overhead.

20. Find-me follow-me Individual User Notification Find-me follow-me
Active Message Delivery
notification

21. Notification Services
Integrated with service environment
Import lists of calls
Sequential calling
Parallel calling
Beneficial Features
Answering machine detection
Priority scheduling
Reporting
Live status
Pause

22. Multi-National IT Equipment Vendor Service Department
High level
Management of after hours schedule
Allow callers to leave message after hours
On duty technicians notified
Call escalation to managers if not responded to in a given amount of time
Call traceability and logging
Benefits
Allowed company to honor service level agreements (SLA) with customer
Real time notification, increased efficiency
Consistent customer experience
Eliminated errors
ROI
Savings of 6400 Euros/Month by not employing new people
System payback <4 months

23. Inbound IVR Customer self-service ROI
Each business’s data is its own and therefore unique
Every business has customers that can help themselves
ROI
Staff efficiencies:- eliminate providing same answers over and over again
Retrain staff for higher value duties
24x7 customer self service

24. Inbound IVR
Customer’s Experience
Partner’s Expertise

25. Outbound B2B Call Center
High Level
Agent transfers outbound call to UC Server
when they encounter an answering device
UC Server waits until the end of announcement and then leaves a message
Prototype – 3 hours service development
Benefits
Agents spend roughly 20-30% of their time leaving messages on an answering machine
ROI
100% increase in the number of calls,
50% increase in the number of call completions.
The expression on an agents face when they don’t have to repeatedly leave the same message on an answering machine: PRICELESS

26. Paging and alerting solutions
Industries
Schools
Hospitals
Retail
Car Dealerships
Overhead paging
Integrate different paging techniques
Existing PBX
VoIP Speakers, Amplifiers

27. Paging and alerting solutions
Paging devices
Paging connected to PBX
Set paging on PBX
IP speakers
Unicast paging
Multicast paging
SIP Phones
Paging groups can contain devices from different groups
Types
Live paging
Queued Paging
Pre-recorded audio
On-the-fly

28. Call Redirection Industries Route callers to the correct location
Territory based customer facing organizations
Route callers to the correct location
Time of day
Calling telephone number
Area code, office code to a specific person or group
E.g. last time you called you spoke with ...
E.g. Territory mapping based on phone number

29. Call Redirection Redirect calls based on information from the caller
Telephone number
Information entered by caller
Area code database – by region.

30. Rubber Stamp Company
Rubber stamps manufacturer for large national retail outlets (Staples, Office Depot, Wal-Mart, etc...)
High level
Calling line ID match to store location
If not match then prompt for store
Route selected customers to live operator
Enter in order number
UC Server provides a status to the caller
Benefits
Provides selective service levels
Provides 7 x 24 service
Reduced man power

31. Real Estate High level requirements Real Estate – “Talking house”
Never miss a call
Simplified management
Heavy faxing
Notification
Real Estate – “Talking house”
Specific details on a property
Audible walk-through of a property
RE Agent captures information about the caller
Offers the caller to transfer to Real Estate Agent
Vertical market example that touches on many aspects of business enablement

32. Talking House Customer’s Experience Agents Experience
Partner’s Expertise

33. Business Communications System Bundles – 100 User
After market bundle (after initial system sale)
Bundles include:
100 Advanced Users, 8 Ports, 2 Fax, Data Source Connector, Click-to-Dial, Conference Server
Products can be expanded by licensing
Server sold separately
Product
Part Number
Price (MSRP)
7100 with NetVanta UC (100 User)
G1#UC
$ ,345.00
7060 with NetVanta UC (100 User)
G1#UC
$ ,645.00
Software Only (100 User)
BSG1
$ ,750.00

34. Business Communication System Bundles – New 30 User Bundles
New Value-Based Bundles for small business customers needs!
7100 only bundle
Includes 7100 chassis limited to 30 users maximum
30 users includes IP devices, analog lines, virtual mailboxes, remote phones and soft phones
Add any cards for T1, FXO, or more FXS at standard pricing
7100 bundle with 30 UC users
Includes 7100 chassis limited to 30 users maximum, plus 30 UC licenses
30 users includes IP devices, analog lines, remote phones and soft phones.
30 Advanced Users, 8 Ports, 2 Fax, Data Source Connector, Click-to-Dial, Conference Server
Does not include the server. Specifications are available
Limited time offer: Begins April 5 through Sept 30, 2010
Product
Part Number
Price (MSRP)
7100 only (30 User)
G1#VSMB
$ ,195.00
7100 with NetVanta UC (30 User)
G1#UCVSMB
$ ,695.00

35. ACES
Suite of services for successful initial deployment and ongoing support
Installation services (Gold, Silver, Bronze)
Project communication and management
Pre-installation visit
Stage and configure equipment
On-site deployment with test and turn-up support
Training
Software Assurance
Access to software updates
Technical support assistance
Professional Service Vouchers
Design changes and new feature implementations
Business integration services
Database integration
IVR systems
Notification Systems

36. Need Additional Support?
Quote Assistance
Applications Engineering
Price List/Quote Tool
ACES Business Office
+1 (888) 87-4-ACES [+1 (888) ]
General questions and order status
Installation questions and order status

37. Question and Answers 37

38. Sales Strategies – 7000 Series
SP Value
All-in-one business communications solution:
PBX with auto attendant and voic , PoE Switch, Firewall, Router
Single device to install, configure and manage
One solution that scales from 10 to 100 users
No hidden costs or per user fees
Free software upgrades
ACES Service offerings
Customer Value
Reliability: Solid state, no moving pieces
Small footprint
Flexible service options: Analog, T1, PRI and/or SIP trunks
Simple upgrade path to Unified Communications with NetVanta UC
Flexible and easy to use
Five-year warranty

39. Sales Strategies - BCS SP Value Customer Value Competitive Highlights
Offer a competitive offering against other competitors in their space
Attractive margins
Sell a complete end-to-end solution
ACES Service offerings
Customer Value
True Unified Messaging
Visual voic and automated attendants
Integrated fax support
Flexible and easy to use
Competitive Highlights
ShoreTel – Doesn’t have true Unified Messaging, doesn’t have visual auto-attendants or IVR; no integrated fax; no integrated switching, routing, PoE, VPN
Cisco – changes Active Directory to integrate with Exchange; doesn’t have visual auto-attendants IVR; no integrated fax