1. Leveraging Opportunities in the Public Sector Jim Stevenson, Director Public Sector Sales Plantronics, Inc. Tech Data TechEDG TST, April 15 – 17, 2009

2. Leveraging Opportunities in the Public Sector Jim Stevenson, Director Public Sector Sales Plantronics, Inc. Tech Data TechEDG TST, April 15 – 17, 2009

3. 3 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 Agenda – ‘Tell them your plan’ What I Will talk about (from our perspective) A little more “DbPP” Plantronics view of Public Sector Our ‘Path to Market’ Why Public Sector is such a good marketplace What is driving the opportunity Where Plantronics sees continued growth How headsets easily contribute to increased sales Who you can contact for more support, involvement When there’s opportunity, Plantronics is the logical partner What I Won’t talk about A lot of product specs, FAB’s and ‘speeds-n-feeds’ A full 60 minutes – Probably no more than about 45 Some time for Q&A perhaps

4. 4 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 First – An introduction The “Right Hand Man” in Plantronics Public Sector Gareth Weldon, Sr. Account Manager Plantronics Public Sector

5. 5 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 Plantronics view of Public Sector Federal Government GSA “Contract” and “Open Market” Sales Prime Contractors to the Federal Government State, Local, Country Government Prime Contractors to any of the above Public Safety (911, E-Dispatch) Education Markets Kindergarten thru College/University (K-16) College Campus Resellers Health Care (both Profit and Not-for-Profit) Not-for-Profit Organizations, Associations

6. 6 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 Plantronics ‘Path to Market’ With the exception of some GSA, Fed Contracts and select Primes, ALL of our PS revenue flows through Channel Partners. Of the actual $45M in Plantronics PSS Business for last year, less than $2.4M was Direct ( about 5%) Direct is comprised mainly of FAA, DoD Contracts, some Primes and others who insist on buying Direct Direct is usually at a ‘premium’ or Contract price Our goal: ‘Push’ all other business to Channel Channel Partners thus generate/participate in the $43+M (95%) of PLT Public Sector Sales PLT PS is thus a Partner, Not a Competitor The business we generate together benefits us all! “Leveraging Ops in the Public Sector”

7. 7 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 Why Public Sector? A huge marketplace with needs and opportunities just like the Private Sector ~1 in 10 people work in the Public Sector ~10% of the US Economy is from PS Business Public Sector does have money Do you ever see your taxes go down? Almost a “Recession-Proof” business Not as well understood by most – Thus there is a lack of Attention to Public Sector customers This creates Opportunity! Less Competition Environment for Higher Margins Size and location of the segments State, County, City, Local segments 30% again the Federal segment Dominant share of Fed expenditures NOT Washington, DC The Most Loyal Customers you will ever have All large and successful companies have a division or organization dedicated to securing Public Sector business

8. 8 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 What’s Driving the Opportunity? Clearly the current ‘Stimulus’ money An unprecedented infusion of cash by the Gov A paradox, but Bad can be Good Economic crisis is good for business International conflicts are good for business Natural disasters and calamities are good for business A need for technological upgrading Public Sector has some catch up to do, esp Gov IP Telephony, Unified Communications A need to do ‘More with Less’ Tools that offer Productivity, Time Savings, Efficiencies Evolving social demographics A growing population An aging population Population growing in diversity

9. 9 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 Where we see Continued Growth All areas of the Federal Segment Commerce and Justice Strong growth in regulation Homeland Security Teleworker DoD State and Local Human Services and Public Safety Inter-agency operability Prime Contractors to any Gov Healthcare Education “Leveraging Ops in the Public Sector”

10. 10 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 How headsets can contribute to Your Sales They have become accepted and mainstream Formerly Contact Centers, Operators and Air Traffic Controllers Now in the office, with your mobile device and on the computer Your customers are buying them Are they buying them from You? Being recognized as a productivity tool Especially the wireless generation of products Accepted as a safer and ergonomically more user friendly solution Complementary accessory and non-competing with other products Can be added to phones, mobile devices, computers, audio devices An easy ‘up sell’ with one single question Completes the audio/voice ‘solution’ and solves the puzzle A fit with traditional technologies as well as future apps ‘No mater the device, Plantronics can interface to it’ Wired: RJ, USB, 2.5mm, 3.5mm Wireless: Bluetooth, DECT 6.0 and 900MHz Headsets can provide attractive incremental sales, excellent margins Adds to the ‘Top’ and ‘Bottom’ lines

11. 11 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 Who to contact for more Info, with Questions, for Support or our Involvement “Leveraging Ops in the Public Sector” Phone: 1.800.544.4660, ext 4063 Web: www.plantronics.com ‘Public Sector’www.plantronics.com

12. 12 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 When there’s Ops, Plantronics is the Partner Solid, profitable, US based business for 48 years GSA Contract holder for 30+ years Dedicated, experienced PS Team Large US Field Sales Organization for support The ‘Choice’ for Mission Critical Applications NASA – “That’s one small step……” FAA – A “Requirements” Sole Source Contract APCO/NENA/E911 – A Plantronics specialty Best Warranty Program in the business Unconditional One and Two Year Advance Replacement Program QuikFax, QuikWeb, QuickCall Air delivery within 48 business hours Special Products – Customs apps / engineering No additional charges Over 9,000 custom/specialty products Registration program and bid assistance When we know you’re working on something, you get the updates directly We don’t compete with our Channel Partners

13. 13 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 Take a ‘pause’ Any questions so far?

14. 14 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 A little Productivity Exercise ‘The impact of a wireless headset in the office’ Some assumptions An average office with 500 ‘knowledge’ workers No one uses a headset, but everyone uses their phone Each works a 40 hour week, 50 weeks a year (2,000 hrs/year) They each spend a TOTAL of 24 minutes a day either: Listening to voice mails (phone calls they missed) Returning phone calls (they were not at the desk when called) Leaving voice mails/messages (unable to reach someone) Calling an unavailable person (but not leaving a message or VM) Staying at their desk (waiting for someone to call them back)

15. 15 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 A little Productivity Exercise - cont ‘The Math’

16. 16 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 A little Productivity Exercise - cont ‘The Math’ 24 mins/pers per/day x 500 people = 12,000 mins/day

17. 17 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 A little Productivity Exercise - cont ‘The Math’ 24 mins/pers per/day x 500 people = 12,000 mins/day 12,000 mins/day ÷ 60 mins/hr = 200 hrs/day

18. 18 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 A little Productivity Exercise - cont ‘The Math’ 24 mins/pers per/day x 500 people = 12,000 mins/day 12,000 mins/day ÷ 60 mins/hr = 200 hrs/day 5 days/wk x 200 hrs/day = 1,000 hrs/wk

19. 19 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 A little Productivity Exercise - cont ‘The Math’ 24 mins/pers per/day x 500 people = 12,000 mins/day 12,000 mins/day ÷ 60 mins/hr = 200 hrs/day 5 days/wk x 200 hrs/day = 1,000 hrs/wk 50 wks/yr x 1,000 hrs/wk = 50,000 hrs/yr (each person works 2,000 hrs/yr)

20. 20 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 A little Productivity Exercise - cont ‘The Math’ 24 mins/pers per/day x 500 people = 12,000 mins/day 12,000 mins/day ÷ 60 mins/hr = 200 hrs/day 5 days/wk x 200 hrs/day = 1,000 hrs/wk 50 wks/yr x 1,000 hrs/wk = 50,000 hrs/yr (each person works 2,000 hrs/yr) 50,000 hrs/yr ÷ 2,000 hrs/yr per/worker = 25 workers

21. 21 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 A little Productivity Exercise - cont ‘The Math’ 24 mins/pers per/day x 500 people = 12,000 mins/day 12,000 mins/day ÷ 60 mins/hr = 200 hrs/day 5 days/wk x 200 hrs/day = 1,000 hrs/wk 50 wks/yr x 1,000 hrs/wk = 50,000 hrs/yr (each person works 2,000 hrs/yr) 50,000 hrs/yr ÷ 2,000 hrs/yr per/worker = 25 workers The equivalent of 25 workers is LOST per year!

22. 22 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 A little Productivity Exercise - cont ‘The assumptions are too high Jim!’ OK, so maybe 25 is a little high, so……..

23. 23 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 A little Productivity Exercise - cont ‘The assumptions are too high Jim!’ OK, so maybe 25 is a little high, so…….. Let’s cut it in half, to 12

24. 24 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 A little Productivity Exercise - cont ‘The assumptions are too high Jim!’ OK, so maybe 25 is a little high, so…….. Let’s cut it in half, to 12 And cut it in half again to 6

25. 25 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 A little Productivity Exercise - cont ‘The assumptions are too high Jim!’ OK, so maybe 25 is a little high, so…….. Let’s cut it in half, to 12 And cut it in half again to 6 …..and one final cut by another 50% to just 3 worker yrs lost

26. 26 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 A little Productivity Exercise - cont So let’s continue with the exercise, just for fun….. OK, so maybe 25 is a little high, so…….. Let’s cut it in half, to 12 And cut it in half again to 6 …..and one final cut by another 50% to just 3 worker yrs lost

27. 27 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 A little Productivity Exercise - cont So let’s continue with the exercise, just for fun….. The equivalent of 3 worker years lost/yr on ‘phone tag’

28. 28 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 A little Productivity Exercise - cont So let’s continue with the exercise, just for fun….. The equivalent of 3 worker years lost/yr on ‘phone tag’ Assume a $50K/yr burdened cost/knowledge worker

29. 29 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 A little Productivity Exercise - cont So let’s continue with the exercise, just for fun….. The equivalent of 3 worker years lost/yr on ‘phone tag’ Assume a $50K/yr burdened cost/knowledge worker Three ‘lost’ worker years x $50,000/workers = $150,000

30. 30 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 A little Productivity Exercise - cont So let’s continue with the exercise, just for fun….. The equivalent of 3 worker years lost/yr on ‘phone tag’ Assume a $50K/yr burdened cost/knowledge worker Three ‘lost’ worker years x $50,000/workers = $150,000 At an average cost of less than $300/wireless headset

31. 31 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 A little Productivity Exercise - cont So let’s continue with the exercise, just for fun….. The equivalent of 3 worker years lost/yr on ‘phone tag’ Assume a $50K/yr burdened cost/knowledge worker Three ‘lost’ worker years x $50,000/workers = $150,000 At an average cost of less than $300/wireless headset You just paid for a wireless headset for all 500 workers and gained back 3 to 25 worker years of productivity!

32. 32 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 Sneaking in just One product slide The New Savi Family of Wireless Headsets The ‘Next Gen’ of office/enterprise wireless Connects BOTH the PC and the Deskphone

33. 33 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 Thank You! Time for Questions “Leveraging Ops in the Public Sector”

34. 34 “Leveraging Ops in the Public Sector” Tech Data TechEDG TST, Washington, DC, April 15 to 17, 2009 Thanks Again and Good Selling! Thank You! Time for Questions Thanks Again and Good Selling! “Leveraging Ops in the Public Sector”