David Wippich, CEO Ensim

What We’ll Talk About Today Crazy Market Dynamics Convergence of Convergence Unifying Unified Communications Benefits of Complexities Realizing and Sizing the opportunity The Un-Confusion Conclusion

Market Dynamics 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

Unified Communications Benefits & Issues Enterprise Benefits – Enable higher productivity and improved possibilities for interaction between and within organizations – Insuring UC meets security and compliance requirements – Deliver greatly improved customer care and service, using different devices – wired/unwired, location based, etc… – Gain flexibility to switch, increase, or relocate functions as staff requirements change – Replace old/obsolete systems in stages with leading edge options – Centrally manage their network, devices and apps and cut support or maintenance costs Service Providers Top Issues Long Sales Cycles Varied Requirements for customers Distributed Needs 

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

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 – Identity Management, Access Control, Policy Enforcement Provide tools empowering IT and employees, demonstrating YOUR value-add as solution provider – 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, Mobile – Presence – Unified Messaging, Communications, Collaboration

What solution 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 Support of Mixed Environments – Lower cost of deployment and support, increase reach, access to customer relationship owner, add additional services to value proposition

Technology Requirements Platform that provides latest technologies, web-services, web- parts, extensibility, IP and App hosting, Multi-tenant or dedicated or mixed – Service Creation tools – Resource Management – Common authentication and authorization – Provisioning across multiple services & devices – Delegated Administration & Channel Enablement

Conclusion The market for Mixed Environments services has never looked better and is becoming critical to long term success of solution providers Leading 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)