It’s a Mixed Up World David J. Wippich Chief Executive Officer Ensim Corp. Deploying Unified Communications and Collaboration in Mixed Environments

What We’ll Talk About Today Crazy Market Dynamics Who’s on First, What’s on Second, I Do Knows on Third Convergence of Convergence Unifying Unified Communications Benefits of Complexities Monster Mash-up Realizing and Sizing the Opportunity The Un-Confusion Conclusion Confidential & Proprietary

Market Dynamics Market Dynamics Market Opportunity Increased commoditization of traditional isp/telecom services Decreasing ARPU and eroding margins require deployment of new high-value services Market Opportunity Leaders will be determined by delivering the right product at the right time the right way Opportunity to be a “one stop shop” Winners will enjoy on-going cash cow business

What is the next opportunity? Delivering UC services to enterprises 100+ employees in mixed environments What are mixed environments? Hosted Shared / Managed / On or Off Premise / Self-mngd apps all working together to provide a complete UC solution Can be mixed by product line or employee type Groupware on premise for execs, hosted for specific employees Hosted VoIP, Managed Groupware, On-prem Intranet Confidential & Proprietary

Unified Communications Benefits & Issues Enterprise Benefits Enable higher productivity and improved possibilities for interaction between and within organizations Deliver greatly improved customer care and service, using different devices – wired/unwired Gain amazing flexibility to switch, increase, or relocate functions as staff requirements change Replace old/obsolete equipment with leading edge options Centrally manage their network, and cut support or maintenance costs Service Providers Top Issues    Long Sales Cycles Varied Requirements for corps 500+ Distributed Needs Confidential & Proprietary

Service Provider Challenges & Solutions Simplify deployment, delivery and management of services through product based solution Pre-built application managers Single solution for both Managed & Hosted Deliver Mixed service bundles Deliver convergent services on both shared and managed platforms Keep up with new service demand Flexible offering based on application popularity, not delivery method Sales cycle Extensive requirements Enterprise IT push-back Lack of clear differentiation between hosted vs. on premise Separate applications from infrastructure to speed roll-out of new services Homogenized administrative interfaces Cost Efficiency High cost of delivering next generation in mixed environments Maintaining legacy equipment High cost of sales & support Automation of provisioning and service enablement Enable resellers to lower your costs of sales Deliver role-based delegated administration Confidential & Proprietary

How to Realize the Opportunity for mid-size enterprise Offer homogeneous management tools Lower cost of support and operations by using single management system in mixed environments Provide tools empowering customers IT and employees, demonstrating YOUR value-add High SLA is not enough Lower switching costs from on-premise to outsourced Self-Configuration of clients and devices Self-management of basic tasks Offer full suite of Unified Communications applications Messaging & Collaboration (email, groupware, IM,..) VoIP Presence Unified Messaging Confidential & Proprietary

Unified Communications Growth Confidential & Proprietary

What service providers need? New Services Accelerate time to market; first mover advantage, higher margins (ARPU), extend value chain, create stickiness with multi-service offering, increase ARPC, better ROI on CAC Automation Operational efficiency as base services commoditize, end-user and reseller control increase satisfaction and decrease churn, lowers opex Channels Lower cost of sales and support, increase reach, access to customer relationship owner, adds additional non hosted services to value proposition Confidential & Proprietary

Technology Requirements Platform that provides latest technologies, web-services, web-parts, extensibility, IP and App hosting Service Creation tools Resource Management Common authentication and authorization Provisioning across multiple services & devices Delegated Admin Channel Enablement Management & Control of devices and mobility Confidential & Proprietary

Conclusion The market for Mixed Environments services has never looked better and is becoming critical to long term success of service providers Leading service providers are strategically positioned to capitalize on this opportunity Effective engagement in the value chain requires the creation and delivery new services rapidly and efficiently Flexible distribution methods must be offered Partnerships are a must (Tech components, Commercial Software, System Integrators) Confidential & Proprietary

Capturing the Growing UC Market With Ensim Ensim Unify Communication & Collaboration Management Center Ensim Unify enables automated provisioning, delegated administration, device and client configuration, and provides a simplified web portal, for managing applications, users, and devices. Enterprise Edition Managed Service Provider Edition Hosted Service Provider Edition ISV SaaS Edition Mid to large enterprises Internal IT On-premise Mid to large enterprises Managed by SI On or off-premise Small to medium size enterprise Self-managed Off premise Developers looking to release their apps on-demand

Ensim Corporate Overview Ensim Corporation is the leading provider of management software for Unified Communications and Collaboration infrastructure. Over 250 Service Providers and numerous enterprises worldwide depend on proven and award winning Ensim products Unified Communications Management solutions for Hosters, Managed Service Providers, Enterprises; enabling lower operational cost and faster deployment of services Enables service providers to realize the rapidly growing mixed environments opportunity Confidential & Proprietary

Enabling Services Simply