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

3 What We’ll Talk About Today Confidential & Proprietary 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

4 Market Dynamics Market Opportunity Increased commoditization of traditional isp/telecom services Decreasing ARPU and eroding margins require deployment of new high-value services 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

5 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

6 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

7 Service Provider Challenges & Solutions Solutions 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 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 Service Provider Challenges 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 Simplify deployment, delivery and management of services through product based solution Pre-built application managers Single solution for both Managed & Hosted Confidential & Proprietary

8 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 ( , groupware, IM,..) –VoIP –Presence –Unified Messaging Confidential & Proprietary

9 Unified Communications Growth Confidential & Proprietary

10 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

11 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

12 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

13 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 Internal IT On-premise Mid to large enterprises Managed by SI On or off- premise Mid to large enterprises Managed by SI On or off- premise Small to medium size enterprise Self- managed Off premise Small to medium size enterprise Self- managed Off premise Developers looking to release their apps on- demand Capturing the Growing UC Market With Ensim

14 Ensim Corporate Overview Confidential & Proprietary 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

15 Enabling Services Simply