1. Beyond e-mail and collaboration: Unified communications as a hosted service Rurik Bradbury, Unison Technologies

2. Parallels – Optimized Computing TM 2 Overview What is unified communications (‘UC’)? What is Unison? How is UC better than e-mail and collaboration? Is it popular? Why host it? What is involved in offering it? To offer UC, what are your options? Unison vs Microsoft Unison’s partner program

3. Parallels – Optimized Computing TM 3 What on earth is unified communications? E-mail Telephony –PBX, voicemail, unified telephone numbers Instant messaging Calendaring Contacts Free/busy status Other stuff –Video conferencing? –Screensharing? Get all communications… …in one place

4. Parallels – Optimized Computing TM 4 And what is Unison™? /1 Unison is a server and a client that work together –Unison Server™ runs on Linux –Unison Desktop™ runs on Windows/Linux Like Exchange + Outlook, but much better…

5. Parallels – Optimized Computing TM 5 What is Unison™?/2 With Unison Server, the Unison Desktop client gives users all communication in one desktop app:

6. Parallels – Optimized Computing TM 6 How is UC better than e-mail/collaboration? –Makes a company “15% more productive” –No more pointless pinging –No more abuse of communications media (think: mass emails with 20 people CC:ed) –No more juggling multiple apps and comms histories –No more being unable to find important bits of info –No more missing time- sensitive messages “1 hour per user per day” saved Source: Sage Research

7. Parallels – Optimized Computing TM 7 Is UC popular? Not yet common among SMBs A majority of enterprises testing UC (per Microsoft) –SMBs will want it too – EVERYONE wants it when they see it Hosted UC growth of 355% from 2007-11 (per Radicati) –But just 45% for e-mail and collaboration Fast approaching a ‘hockey stick’ upward curve: Today, we are here

8. Parallels – Optimized Computing TM 8 So why ‘hosted’ UC? Customer benefits ReliabilityFully managed Lower capital investment Core business Flat costs after that And also… telephony is now hostable!

9. Parallels – Optimized Computing TM 9 Why host UC? Hoster benefits Not a commodity Very fast-growing but little competition (unlike plain old e-mail and collaboration products) High revenues and margins Charge up to $50 per seat per month – margins up to 50% Very, very sticky A company’s entire communications are hosted with you $10 per barrel seat

10. Parallels – Optimized Computing TM 10 What is involved in offering hosted UC? Deploy UC servers Set up telephony (SIP trunking) Hook into your platform (eg Parallels) Set them up in your own datacenter Buy turnkey VoIP service wholesale from a telco: Then you are ready to sell! and others

11. Parallels – Optimized Computing TM 11 To offer UC, what are your options? 4 major options available to hosters today: SolutionCostComplexity‘Hostability’Sales model Microsoft Exchange + OCS + PBX High GoodDirect + partners IBM LotusHigh Not goodPartners (for SMB sales) CiscoVery highHighPoorDirect + partners UnisonLow / freeLowGoodPartners only

12. Parallels – Optimized Computing TM 12 Unison vs Microsoft Key points for hosters to compare: Microsoft How difficult to set upEasyHard Sales and marketingLittle competition, anyone who sees it wants it Well-known, but commoditized and hard to get customers Licensing feesEither free (ad-supported) or less than $4 / mo More than $8 / mo Revenues/seat/mo$40-50 for Unison $15 for Exchange + OCS MarginsAround 50%Less than 15% Your profit opportunity: $20 profit per seat/mo $2.25 profit per seat/mo

13. Parallels – Optimized Computing TM 13 Unison vs Microsoft hosting – bottom line $20 in profit per seat per month (on $40 revenue) Microsoft Exchange + OCS Just $2.25 in profit per seat per month (on $15 revenue)

14. Parallels – Optimized Computing TM 14 The Unison Partner Program Join for free Offer Unison as a hosted service Volume discounts Learn more at unison.com/parallels Or e-mail us at partner@unison.com Thanks for your time!