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

3. 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

4. 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

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
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

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. 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

14. 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

15. Enabling Services Simply