1. premises, Cloud and Hybrid SIP Applications Bernard Gutnick Senior Director – Product Marketing ShoreTel

2. © 2013 ShoreTel, Inc. All rights reserved worldwide. Agenda The changing communications market premises, Cloud and Hybrid Models Conclusion and Recommendations There are additional background slides provided for your review. These will be made available with the conference materials.

3. © 2013 ShoreTel, Inc. All rights reserved worldwide. The Changing Communications Landscape VoIP Becomes UC - Today SIP trunking plays an important role in SIP applications Wide range of new SIP based communication services are available It’s about the applications, not about where the applications operate

4. © 2013 ShoreTel, Inc. All rights reserved worldwide. Increasing Acceptance of SIP Devices 4 UNDESK your desk phone Tightly integrated with ShoreTel Mobility Dial tone just like a phone Handset off-hook launches ShoreTel Mobility Client Works with the iPhone native dialing Message Waiting Indicator Dialing automatically launches ShoreTel Mobility Client

5. © 2013 ShoreTel, Inc. All rights reserved worldwide. Trends Changing the Communications Landscape UC has now reached critical mass Businesses are looking for better value Every business has a unique situation that drives decisions around these changes

6. © 2013 ShoreTel, Inc. All rights reserved worldwide. Focus on Total Cost of Ownership UC has cost advantages over TDM and standalone IPT applications Understanding what my labor and software upgrade costs are over a 5-10 year period

7. © 2013 ShoreTel, Inc. All rights reserved worldwide. Focus on Strategic Applications Competing effectively by leveraging UC Put available resources on customer facing applications. The first pertains to the business environment The second aspect of competition applies to the companies providing VoIP and UC solutions

8. © 2013 ShoreTel, Inc. All rights reserved worldwide. Empower People to Perform This speaks to broader trends such as mobility, virtual organizations and teleworking Mobility is simply an extension of the changing nature of work

9. © 2013 ShoreTel, Inc. All rights reserved worldwide. Eliminate IT Complexity Costs Complexity costs money UC reduces complexity by converging networks Legacy vendors and phone systems vary in support for integrated applications

10. © 2013 ShoreTel, Inc. All rights reserved worldwide. Employees View All Applications As Their “Cloud” IP WAN Cloud

11. © 2013 ShoreTel, Inc. All rights reserved worldwide. Let’s Explore premises, Cloud and Hybrid Models Mobility VMware Server Network MPLS SIP Trunking Service Appliances VMware Appls Telephony Resources PSTN Remote Site

12. © 2013 ShoreTel, Inc. All rights reserved worldwide. premises-based SIP Applications Advantages Maintain cost control over services Maintain control for administration and provisioning of features Keep a mission-critical resource in-house

13. © 2013 ShoreTel, Inc. All rights reserved worldwide. premises-based SIP Applications Advantages Less dependency on third parties or external resources for support who may lack the knowledge needed for your network environment

14. © 2013 ShoreTel, Inc. All rights reserved worldwide. premises-based SIP Applications Disadvantages Trunking capacity fluctuates and costs may be limiting IT may have limited resources to support phones Expertise may be limited to integrate VoIP and/or UC with the network

15. © 2013 ShoreTel, Inc. All rights reserved worldwide. Cloud-based SIP Applications Advantages Cost shifts from a Capex model to Opex, freeing up cash for other things Outsourcing telephony allows IT to focus on where they add more value for the business Reduces the complexity that comes with ever-evolving technology

16. © 2013 ShoreTel, Inc. All rights reserved worldwide. Cloud-based SIP Applications Advantages Greater flexibility for right- sizing your spend on telephony Relieves IT of the stress for maintaining the service and ensuring applications are current Cost-effective path for supporting remote workers and branch offices

17. © 2013 ShoreTel, Inc. All rights reserved worldwide. Cloud-based SIP Applications Disadvantages Long term, cloud may be more expensive than premises-based solutions Cloud is still new for telecom, and not as widely deployed as premises based

18. © 2013 ShoreTel, Inc. All rights reserved worldwide. Hybrid SIP Applications Model Advantages Balances internal applications with external applications requirements Leverages scalability of cloud network services Can optimize mix between providing IT support and spending on external services

19. © 2013 ShoreTel, Inc. All rights reserved worldwide. Hybrid SIP Applications Model Advantages Allows business to keep using their legacy premises- based system while getting the full benefit of cloud-based VoIP and UC Can leverage the best each has to create a leading edge solution For vendors who can provide both, all the element should interoperate seamlessly, making deployment and management easier

20. © 2013 ShoreTel, Inc. All rights reserved worldwide. Summary SIP based applications continue to evolve SIP trunking plays in increasing role in the economic value SMBs have a wide range of solutions to choose from for VoIP and/or deploying UC. All three deployment paths are viable