BT Wholesale Product Review Forum Steve Best Director – Product Management Welcome, Forum aims & objectives

BT Wholesale Product Review Forum - Agenda 09.30 Welcome, Forum aims & objectives, scene-setting Steve Best 09:40 Product overview sessions: Wholesale Ethernet Wholesale Leased Lines Including Q&As Paul Beacham Leslie Hurrell-smith 11.00 Coffee break 11.20 Next generation interoperability product – IP Exchange Managed voice & messaging portfolio: - Wholesale Calls - IP voice services - Messaging - Conclusion Lee Hollis Mike Ward Andrew Newbury Melissa Mead / Dawn Cattell Oli Barker 13.20 Close of Forum 13.30 Lunch

BT Wholesale Product Review Forum Product overview sessions 3

Paul Beacham Head of Wholesale Ethernet & Mobile Backhaul BT WHOLESALE ETHERNET Paul Beacham Head of Wholesale Ethernet & Mobile Backhaul

WHOLESALE ETHERNET Coverage and rollout EFM Access Roadmap development Product overview Coverage and rollout EFM Access Roadmap development Service update

Ethernet market overview Bandwidth explosion is driving demand for Ethernet Flexibility of bandwidth increase compared with traditional TDM iPhone and iPlayer and convergence technology Mobile backhaul. 2Mbits – 100Mbit/s – 300Mbit/s – 1Gbit/s Ethernet market growing by 12% National & International market growing at faster rate BTW Ethernet order growth Monthly order volume tripled Market price reduction 30% in last 12 months

Ethernet from BTW - background 20C Ethernet MegaStream Ethernet National Ethernet from c.140 nodes Ethernet over ATM Available up to 100Mbit/s bandwidth BTGS Product Followed by launch of E-Line SHDS Migrates to Openreach Launch of 21CN Ethernet Wholesale Ethernet launched June 2008 BT Group’s 1st 21CN product Wholesale launched 6 months before retail variant Initially available from 106 Core nodes Expanded to 614 nodes by April 2009 Over 800 nodes end March 2010 Launch of copper access Wholesale Ethernet Future Continued node rollout based upon customer demand Expansion of access and bandwidth options. Enhanced service levels Enhanced customer experience. VPLS SyncE

BT Wholesale Ethernet overview National Ethernet over MPLS service specifically designed for the Wholesale market Offers flexible bandwidth between 1Mbit/s and 1Gbit/s and a range of copper (EFM) and Fibre access options available Available from over 800 Fibre Ethernet nodes across the UK Point to point, point to multipoint + mesh supported 2 CoS supported: Premium - offering low latency and jitter on an uncontended service Standard - burstable, delivering bandwidth on demand, contended at 5:1 Hub site discount scheme applies offering up to 100% rental discount on hub links Customer facing on-line pricing tool plus pricing tool API available Self-service provision and via portal 8

Components of the service Access circuit (Etherway) Openreach products 10M,100M (inc LA) 1G (inc LA & ER) Copper (EFM) 2-10M Core & Backhaul (Etherflow) Ethernet over MPLS 21C Backhaul network 1-500M & 1G Hub circuit (Etherway) Openreach products 10M,100M (inc LA) 1G (inc LA & ER) 21C Backhaul Up to 8 copper pairs 106 Metro nodes (EEA) EFM aggregation equipment in enabled exchange 107 – 810+ Ethernet nodes (EES) Connectivity from Customer premises to POP (EEA & EES) – “Etherway” E2E Bandwidth from premises to premises – “Etherflow”

Wholesale Ethernet – the growth of access options Current Access options supported Fibre Access (EAD based) – 10, 100 & 1000Mbit/s Standard, local access and extended reach for 1000Mbit/s Resilient Fibre Access Etherway Protected (RAO1) – diverse fibre routes, single PoP & switch Etherway Diverse Plus (RAO2) – diverse fibre routes, PoPs & switches Etherway Exchange Connect (In-building Handover ) – 1Gbit/s EFM (Copper) – 2,4,6,8 & 10Mbit/s Future Access 10G Fibre Access (WES based and IBH) Radio Access 3rd party access (under evaluation)

Wholesale Ethernet – resilience options Single path from customer site to 21CN Node Etherway Standard Resilience 2 Routes working as Main / Standby pair with only 1 in use at a time (single 21CN Node) Etherway Protected Protected Resilience Option Etherway Diverse Plus Jun 2010 Etherway Diverse 2 Discrete Access circuits to separate Nodes Diversity between the 2 accesses is provided between customer and Nodes Both accesses can be used at the same time 2 Discrete Access circuits to a single Node Diversity between the 2 accesses is provided between customer and Node 99.97% Target availability 99.93% Target availability 99.99% Target availability 99.98% Target availability

Ethernet geographic reach – Fibre Access BT offers widest national footprint of high-speed Ethernet in the UK - Fibre Access from 815+ nodes Interconnect capability available anywhere in the Ethernet network Interconnect bandwidth flexibility & Resilience options 80%+ Own exchange UK business coverage Rollout drives competitive commercials with low cost access

Ethernet in the First Mile access (EFM) EFM is an access capability that delivers Ethernet over the existing, ubiquitous copper infrastructure, fitting between DSL and fibre capabilities FEATURES Delivered over ‘bonded’ multiple copper pairs Symmetrical bandwidth Speeds from 2Mbit/s to 10Mbit/s Range up to 5km Used for access to Layer 2 and 3 networks Roadmap to improve repair SLA to 7hrs BENEFITS Rapid deployment - delivered in 25 days Reduced costs Inherently resilient (multi-pair deployment) Flexibility to change speed SCENARIOS Suitable for connecting: Home offices / home workers Branch offices Retail premises Corporate networks WHY EFM? Broad geographic reach : 715 nodes across the UK More flexible and cost-effective than private circuits (reduces costs by up to 50%) Cheap, flexible and inherently resilient 13

715 EFM Nodes Live Up to 5km distance from exchange Up to 10Mbit/s offered Pricing and coverage subject to availability of copper pairs Multiple pairs supports greater resilience Access bandwidth flexibility

Ethernet product roadmap Development roadmap on-line http://www.btwholesale-inspire.com/roadmap-welcome Customer engagement in development process – webinar and workshop inputs Ethernet product developments Apr-Jun ‘10 Jul-Sep ’10 Oct-Dec ‘10 Jan-Mar ‘10 Stacked VLAN Co-ordinated Handover VPLS Sep May Mar Knowledge Based Diagnostics Etherway Diverse EFM repair SLA improvement 24hr – 7hr Jun Nov 10G Access Feb Nov Radio Access Jan

Wholesale Ethernet service update Wholesale Ethernet provision performance issues in initial part of 2010 affected by Openreach Ethernet service crisis Standard lead-time for fibre Wholesale Ethernet is currently 60 days subject to survey Prior to Openreach Service crisis orders were typically delivered in between 25 - 32 days Openreach recovery glide path: Provision BAU for new services end May ‘10 In-flight BAU including backlog end July ‘10

Ethernet service improvements Improvements being experienced: Reduced numbers of orders that are being delivered later than CDD outside of backlog Reduction in the volume of orders which are “delayed” in Openreach We are also seeing better performance in planning and better CPDs provided for more recently placed orders SFU success rate increased to 80%+ with backlog clear

Thank you Questions?

WHOLESALE LEASED LINES Leslie Hurrell-smith Head of Data Products

WHOLESALE LEASED LINES Background History Key benefits The future Questions

Wholesale Leased Lines - product family PARTIAL PRIVATE CIRCUITS SITE CONNECT RADIO BASE STATION Wholesale variant of BT Retail Private Circuits Network Extenders Buy or build? Pricing Service wrap

Wholesale Leased Lines - history Partial Private Circuits August 2001 Oftel determination to encourage competition BTW launch Partial Private Circuits 2006 – available to Mobile Operators Radio Base Station SiteConnect 2002 – Site Connect launched for the Mobile Operators Radio Base Station 2004 Radio Base Station launched

Traditional Leased Lines – market overview Spend in decline Leased line volumes peaked Sub 2mbit/s volumes show fastest decline Demand for bandwidth has increased Traditional market decline is 19% Ethernet market growth is 12%

A “typical” Wholesale Leased Line Local Exchange Main Exchange Main Exchange BT BT Core 3rd Party Site Customers Network “A” Point of Handover end. The Circuit “B” 3rd party end. Terminating Segment Access via Fibre or Copper Handover to Communications Provider Trunk Segment Simply – A Wholesale Leased Line will connect customers of another Communication Provider (CP) through the BT Network back to that CP’s network  

Some detail Bandwidths Partial Private Circuits – 64 Kbit/s to 155 Mbit/s, the staple” is 2 Mbit/s which can be “bundled” Radio Base Station – 128 Kbit/s up to 2 Mbit/s, and 8 Mbit/s bundles comprising 4 x 2 Mbit/s SiteConnect – 2 Mbit/s and 155 Mbit/s, and 8 Mbit/s bundles as with Radio Base Station

Some detail – regulation Wholesale Leased Lines are formally regulated by OfCom Regulated on.......... Price Cost Notification Discrimination Eligibility  

Benefits of Wholesale Leased Lines National coverage Robust service levels On line pricing tool On line ordering On line fault reporting Managed accounts Dedicated customer management centres Product specific communications and forum World class performance

World class service

World class service

What next? Development roadmap http://www.btwholesale-inspire.com/roadmap-welcome Major launches - Managed A end shift - Point of Handover charges Continued drive on service - Improving lead times - Improved diagnostics - Reduce Early Life Failures

21CN ....... Two main areas of focus for leased lines. - 2 Mbit/s and above - Sub 2 Mbit/s

And finally - Decline.... - Growth...... - Alignment to BT Wholesale Ethernet

Thank you Questions?

BT Wholesale Product Review Forum Coffee break 34

BT Wholesale Product Review Forum Welcome back Product overview sessions continued 35

Optimising IP interoperability Lee Hollis Head of Product Management (Interoperability) BT Wholesale 36

What is interoperability? “…. Interoperability services enable communication providers to connect to each other, to connect their end users to other end users, and to pay and get paid for doing so – independent from the technology, networks or devices used …..” Traditional wholesale… Surplus sales to reduce unit cost Sales via price Sales of commodity services Release cycles technology driven

Interoperability - meeting the challenges of today’s and future markets Fixed Operators Legacy infrastructure Increased competition Cost reduction Improve speed to market for new services Mobile Operators Addressing emerging markets Innovate new services more quickly Cable Operators Gain market share on traditional services Improve penetration of voice Improve product development Alternative Network Operators Acquire new customers Future proof network investment Investors and new entrants Gain market share Innovation and customer insight Maintain investment value Optimise OPEX Competition Performance Visibility Proactive Support Quality of Service Reporting Service Level Guarantees Service Convergence Operations Costs Customer Retention Increased Automation 24x7 tiered Support The challenges are not the same – the solution needs to be!!! 38

Optimisation Drivers Challenges Common IP NGN Capex Innovation Customer led Flexibility Quality options Costs options Portal driven service options Growth opportunity Challenges Capex Opex challenges New technology Platform stability Plethora of interfaces TDM Base Substitution effect Support ISUP legacy Migration “…. Interoperability services enable communication providers to connect to each other, to connect their end users to other end users, and to pay and get paid for doing so – independent from the technology, networks or devices used …..” Traditional wholesale… Surplus sales to reduce unit cost Sales via price Sales of commodity services Release cycles technology driven

Management information BT Interoperability (IP Exchange: the basics) IP EXCHANGE: enables communication providers to connect to each other, to connect their end users to other end users, and to pay and get paid for doing so – independent from the technology, networks or devices used …..” IP EXCHANGE SS7 IP CP BBV NETWORK MOBILE NETWORK PSTN NETWORK Call Manager Number translation Billing & Charging Management information SS7/IP Growing market? Service doubling in scale every 6 months. Includes Full IP-IP , IP to TDM and TDM to IP Interoperability Strategic “Enum enabled” Number Management and Number Portability.

IP Interoperability - bespoke approach to customers - expanding global reach Complete range of IP-based services relying on BT 21CN Core ( BT Global IPX ) Open and flexible environment - Unified Access (connect to one, connect to many) Building-block approach to match all CP and SP needs from inter-provider connectivity to value-added services BT provides specific services based on customers’ needs, allowing them to pick and choose from the different layers what fits their market ambitions

The protocol challenge – “getting there” There is a growing demand for multiple deployments of SIP from our customers Drivers: Many ISPs & VoIP providers do not require the full ISUP feature set Demand early interconnect to meet aggressive business plans Protocol requirements driven by softswitch and end device combination Current status: BT has 100+ IP interoperability customers in the UK with many flavours of SIP BT launched SIGTRANS to support Vodafone in Dec 2009 BTW won ITSPA Award for “Most Innovative Product” for IP Exchange in Dec 2009

How do we optimise given these challenges? Diverse and separate access options : “Gig E to www.” Diverse and fully resilient IP core – national and global Unified access to IP Exchange to support multiple services Involved in i3 , GSMA, remaining at the heart of future standards NOC to NOC Service Support Model Sandbox testing Captive model – simulate live network All new customers go through sandbox All new software loads tested www. access to sandbox for rapid testing CRITICAL to technical optimisation GSMA requirements

Our solution is the ENUM platform Controls all routing functions based on commercial rules Contains number portability data enabling portability aware routing ENUM global interworking to facilitate remote data base look up minimise transcoding reduce cost of termination Underpins Federation opportunities to enable the above Enables the scalable association of applications to numbers.

Commercial optimisation Challenges Routing decisions – cost & quality Number portability data & costs Migration costs from TDM to IP Replacement of established interconnect arrangements Multi Bi-lateral overheads Our Response: Enum routing and IP Federation– Number portability & 999 support Port flexibility with low commitment entry level Competitive PPM rates (Full A-Z) Pre-pay capability Connect once - connect to many Future VAS roadmap (Eg Video)

Service development roadmap 09/10Q4 10/11Q1 10/11Q2 10/11Q3 10/11Q4 11/12Q1 Value-added Services Pre -Pay Automation VAS Trials Launch VAS Transactions & Clearing T&C Trials Launch T&C ENUM Routing (Advanced Federation Trials) Automated / Enhanced UK Number Management Numbering & routing / ENUM ENUM Routing Non-UK number hosting and management Global IP Voice Pre-launch Global IP Voice Launch Global IP Voice Strategic expansion Inter-provider connectivity Trial Mobile IP Signalling Exchange Launch Mobile IP Signalling Exchange IP Interoperability Platform and Service improvements Target Launch Committed Not committed

Interested in hearing more? Team available today for one to one debate Opportunity to experience the solution and grow Test and connect now – then grow together Minimum 30 port agreement

Our answer is IP Exchange from BT Wholesale Major Investment focus 10/11 European VoIP interoperability SIP and SIP-I live across Europe- Flexible Commercial options NOC to NOC Service Support Model- Customer recognised excellence re “Sandbox” approach. ITSPA “Most Innovative Product of the Year” Our Customer

Thank you Questions?

Managed Calls & Messaging Product Line Mike Ward Melissa Mead Dawn Cattell Andrew Newbury Oli Barker

Agenda Overview Mike Ward Wholesale Calls (WSC) Mike Ward Messaging Melissa Mead & Dawn Cattell IP Voice Services (IPVS) Andrew Newbury Conclusion Oli Barker

Managed Calls & Messaging Product Line Overview Mike Ward Head of Product Manager (BTW) 52

BT Wholesale’s voice & messaging portfolio WCLA WCLI Wholesale 1571 Call Mapping Fixed Line Text Hosted VoIP (IPT/Centrix) SIP Trunking IP Access (DSL) Equipment (IP Phones & Media Gateways) Calls Future Messaging WSC & MSG Wholesale Calls, Messaging IPVS IP Voice Services CONVERGED MSG Messaging & Voice Applications TDM IP TDM/IP 53

The voice evolution Traditional TDM services under threat from emerging Next Generation IP services TDM is still going strong but IP is here and needs to be embraced and not shied away from BT Wholesale provide ‘Legacy’ and ‘Next Generation ‘Managed’ telephony services TODAY and provides them as a commercial bundle BTW will continue to innovate in the field of voice communications, staying static is not an option

Managed Calls & Messaging Product Line Wholesale Calls Michael Ward Head of Product Manager (BTW) 55

What is Wholesale Calls (WSC)? “Allows BT Customers to provide a managed End 2 End calls service without the need to build, run or maintain a switching infrastructure” “Provides an alternative to either Carrier Pre-selection (CPS) or Indirect Access (IDA).”

1 2 3 4 Product overview Wholesale Calls from BT Wholesale Wholesale Calls Line Associated (WCLA) 1 2 Wholesale Calls Line Independent (WCLI) Tiered and Bespoke Pricing 3 4 BT Account Management

Market positioning WSC is mature product that BTW launched over 12 years ago in a market that is still expanding…even with the rapid advancement of IP Voice services Target primary market is intermediates calls market, including CPS WSC serves both consumer and SME markets WSC is a major player in the market competing alongside the likes of C&W, Gamma and CPW WSC will continue for the foreseeable future to co-exist with IP Voice type services, providing a gradual migration path from TDM to IP

Product benefits for BT’s customer 2 Simple, Flexible Pricing • Pricing tiers Bespoke Pricing No set-up costs 1 Managed Network • No need to build a network Save capex, low risk • Facilitates market entry 3 One Stop Shop • Combine Calls with Access 4 Built by BT •Unrivalled UK experience in calls and access markets Backed by leading UK network, trusted brand •99.9% call success rate 5 Combined Commitments • IPVS calls and Wholesale calls count towards Wholesale Calls Commitment package

Key product roadmap development items DEDS re-platform (cost reduction) June 2010 Customer billing information (NCIP) July 2010 Anti Slamming (RIDS backfill) July 2010 Invoice, & Rate Card formats, fraud mgmt Sept 2010 - March 2011 Single migration process (regulatory) 2011/2012

Managed Voice & Messaging Product Line Melissa Mead & Dawn Cattell Product Managers 61

1 2 3 4 5 Product overview Wholesale Messaging Wholesale 1571 Call Mapping 2 Fixed Line Text 3 4 Converged Messaging 5 BT Account Management

Product benefits/USPs 1 2 Wholesale 1571 Allows EUs to keep in contact with friends, family Simple-to-use, cost-effective and innovative answering solutions Increases call stimulation and completion rates Call Mapping Allows CPs to utilise BT’s network functionality and conveyance with their own voicemail 3 4 Fixed Line Text Cost-effective addition to your service portfolio boosting network traffic A springboard for other SMS-based services Converged Messaging Voicemail accessible in any format, on any device

Converged Messaging End User Communications Provider Voicemail not always easy to use not always available Voice to Text read and listen to messages available when and where you need it low cost entry level product Communications Provider Voicemail a cost an ante-item Voice to Text directly interface with CP’s voicemail platform capability available on WS1571 with integrated voicemail Why purchase Voice to Text from BT? High margin item with reasonable end customer price points Optional advertising revenue and multiple mailboxes per home Product differentiator leading to increased customer retention Managed service offering

Converged Messaging – how does it work? Caller Operator Call/Scrip Flow Call is placed – no reply – goes to Voicemail Voicemail recorded (via BT or CP platform) Voicemail sent to Voice to Text, converted and returned in text format Text file sent onto end user via SMS, email and on-line Web based visual voicemail 65

1 2 3 Launch status Customer trials May - June 2010 Phase 1 launch July - December 2010 3 Phase 2 launch January - March 2011

Managed Calls & Messaging Product Line IP Voice services Andrew Newbury Senior Product Manager (BTW) 67

IP VOICE SERVICES 3 MINUTE MESSAGE (VIDEO)

1 2 3 4 5 6 Product overview Next Generation Voice from BT Wholesale Hosted IP Telephony 1 SIP Trunking 2 IP Access 3 4 Customer Premise Equipment BT Advance Marketing Support 5 6 BT Account Management

Market positioning Sectors Construction, Public Sector, Retail, Hospitality, Managed Offices, Professional Services Proposition Flexibility Home working Low Capex Free On-Net calls between all sites Advanced telephony features Disaster recovery Meet ‘Green’ obligations Extend the life of the PBX, both TDM and IP Reduce ISDN costs

Product benefits for BT’s customer 2 Portal driven • Reseller & End User Portals provided • Real time Customer, or End User, driven activation 1 BT Managed network • No need to build a network • Backed by ‘Award Winning’ IP Exchange Platform 3 White label service • Reseller Branded Portals and applications • Reseller brand able marketing collateral provided 4 Integrated hosted IPT & SIPT •Hosted IPT and SIPT ordered from the same portal •On Net calls between both services 5 Combined commitments •IPVS calls and Wholesale calls count towards Wholesale Calls Commitment package

1 2 3 Launch status Market trials Dec 2008 – March 2009 Trial extension April 2008 – March 2010 3 Full launch 17th May 2010

Key product roadmap development items Plusnet Partner ‘Assured Voice’ DSL June 2010 Call Recording July 2010 High Speed Access Oct-Dec 2010 Fault Diagnostics Platform July 2010 IP-PBX Interop Programme Phase 3 October 2010

Trial feedback from customers "The quality of the call routing has been very good” “The support is good” “Pre provisioned phones from eCatalogue make provisioning a lot easier." "The support desk is superb. “The call quality and lack of delay is excellent compared to some other SIP providers we've experienced."

Managed Calls & Messaging Product Line Conclusion Oli Barker Head of Product Manager (BTW) 75

Preparing for your future..

Pro-actively respond to business and market changes

BTW as your key supplier in the journey

Managed Calls & Messaging Product Line Further information www.btwholesale.com 79

Further information www.btwholesale.com Roadmaps Products Contact Available to registered users Product developments and updates Products Product descriptions/user guides FAQs/technical information Contact Your BT Account Team

Thank you Questions?

BT Wholesale Product Review Forum Steve Best Director – Product Management Close of Forum 82

BT Wholesale Product Review Forum Please complete the feedback form Slides can be found on your memory stick Please join us for lunch on 34th Floor 83