1. Case Study Message Stick conquers corporate Australia with BT One Collaborate Service provider Message Stick has built a customer base that boasts some of the countrys top organisations. As growth started flattening in its niche audio conferencing market, more and more customers were asking the company about multimedia collaborative solutions. Enter

2. Message Stick Case study Start here Michael McLeods dream is of indigenous Australian entrepreneurs engaging confidently with the countrys corporate elite. And succeeding, just as he has. After setting up Message Stick, Michael found a kindred flame in BT. Not only partnering in offering collaboration technology solutions to major enterprises and government bodies, the two companies now use their influence to help other Aboriginal business owners create wealth. BT has risen to the challenge of a big social issue, because it wants to make a meaningful contribution to the community where it does business. To me, thats worth more than any commercial deal; its huge. MichaelMcLeod CEO, Message Stick 1 Start here MICHAEL IN HIS OWN WORDS 5 Do more 4 Poised for growth 3 Compelling commercial prospects 2 Video conferencing opportunity Back to start

3. Message Stick Case study Start here Michael McLeods dream is of indigenous Australian entrepreneurs engaging confidently with the countrys corporate elite. And succeeding, just as he has. After setting up Message Stick, Michael found a kindred flame in BT. Not only partnering in offering collaboration technology solutions to major enterprises and government bodies, the two companies now use their influence to help other Aboriginal business owners create wealth. BT has risen to the challenge of a big social issue, because it wants to make a meaningful contribution to the community where it does business. To me, thats worth more than any commercial deal; its huge. MichaelMcLeod CEO, Message Stick MICHAEL IN HIS OWN WORDS 1 Start here Close [X] 2 Video conferencing opportunity 3 Compelling commercial prospects 4 Poised for growth 5 Do more Back to start

4. Message Stick Case study 2 Video conferencing opportunity Video conferencing opportunity Video conferencing has huge appeal in Australia because it means people in different places can span vast distances and meet and share applications and information as if they were in the same room. Message Stick needed to be part of this burgeoning market to meet ambitious revenue targets, but its existing supplier was unable to offer such solutions. Our corporate customers were coming back saying, Michael, youre selling audio conferencing. What else do you provide? MichaelMcLeod CEO, Message Stick 1 Start here 3 Compelling commercial prospects 4 Poised for growth 5 Do more Back to start Learn the back story

5. Message Stick Case study 2 Video conferencing opportunity Video conferencing opportunity Video conferencing has huge appeal in Australia because it means people in different places can span vast distances and meet and share applications and information as if they were in the same room. Message Stick needed to be part of this burgeoning market to meet ambitious revenue targets, but its existing supplier was unable to offer such solutions. Learn the back story Our corporate customers were coming back saying, Michael, youre selling audio conferencing. What else do you provide? MichaelMcLeod CEO, Message Stick Message stick at the start Message Stick was set up in 2004 by its CEO and guiding light, Michael McLeod, with help from Dugald Russell, the former CEO of Compass Group Australia. The company soon took off, selling audio conferencing and web services to leading corporations and government agencies and rapidly becoming a 10 million dollar business. MICHAEL MCLEOD IN PERSON Michael McLeod is a rarity: an Aboriginal Australian forging ahead in mainstream business. Removed from his family at an early age, Michael sought to ignite social change. In 1996 he started Australias first indigenous ISP to prove to other Aboriginal people, and especially the populations youth, that they didnt have to stay on welfare. When I asked BT to help find solutions to indigenous problems in Australia, they jumped at the chance, says Michael. I decided right then that BT was a good fit for my business. Learn the back story Close [X] 1 Start here 3 Compelling commercial prospects 4 Poised for growth 5 Do more Back to start

6. Message Stick Case study Start here 3 Compelling commercial prospects An exploratory meeting with BT welcomed Message Stick as a channel partner. The commercial prospects were compelling. In one of the highest-value agreements BT has made in the Asia Pacific region, Message Stick signed a three-year contract to re-sell BT One Collaborate services in Australia. The partnership gives Message Stick customers access to hosted HD video conferencing services. A BT bridge in Hong Kong offers global connectivity; all other service elements are hosted in the BT data centre in Sydney. Compelling commercial prospects The most exciting thing about BT was the state-of-the-art products and technologies they were taking to market. And its roadmap gave me a whole new vision of the future direction my company could take. MichaelMcLeod CEO, Message Stick 1 Start here 2 Video conferencing opportunity 4 Poised for growth 5 Do more Back to start The service wrap

7. Message Stick Case study Start here 3 Compelling commercial prospects An exploratory meeting with BT welcomed Message Stick as a channel partner. The commercial prospects were compelling. In one of the highest-value agreements BT has made in the Asia Pacific region, Message Stick signed a three-year contract to re-sell BT One Collaborate services in Australia. The partnership gives Message Stick customers access to hosted HD video conferencing services. A BT bridge in Hong Kong offers global connectivity; all other service elements are hosted in the BT data centre in Sydney. Compelling commercial prospects The most exciting thing about BT was the state-of-the-art products and technologies they were taking to market. And its roadmap gave me a whole new vision of the future direction my company could take. MichaelMcLeod CEO, Message Stick The service wrap The Message Stick portfolio comes with a complete BT service wrap. BT manages the installation and provides 24-hour helpdesk support, while the BT Advise professional services team is on hand to assist with requirements that go beyond the scope of the Message Stick offer. For customers using WAN connections to BT video nodes, for example, BT Advise can ensure full QoS to prioritise video transmissions. Built-in flexibility includes support for legacy video endpoints that use industry standard protocols, enabling Message Stick to adopt a pragmatic approach that doesnt automatically involve rip-and-replace. Connecting via the internet is also possible and in that case, although unable to guarantee call quality, BT can recommend ways to achieve the best results. The service wrap Close [X] Back to start 5 Do more 4 Poised for growth 2 Video conferencing opportunity 1 Start here

8. Message Stick Case study Compelling commercial prospects Start here Message Stick quickly ramped up for video conferencing with the pedigree of the BT portfolio and the global resources behind it strengthening the companys standing with corporate Australia. Having attracted one of the regions largest banks, the company can hold its own against any competition and is poised for significant growth. Already pilots for a leading construction company, a government department and another large corporation are matched by discussions of similar schemes for ten other prospective customers. Although the initial agreement covers BT One Collaborate high-quality video, audio and web conferencing services, the long-term plan is for Message Stick to re-sell the entire BT One Unified Communications portfolio. Poised for growth The video conferencing offer has enabled us to penetrate the largest accounts with great credibility. We can really play with the big boys now. MichaelMcLeod CEO, Message Stick 4 Poised for growth 1 Start here 2 Video conferencing opportunity 3 Compelling commercial prospects 5 Do more Back to start Business benefits

9. Message Stick Case study Compelling commercial prospects Start here Message Stick quickly ramped up for video conferencing with the pedigree of the BT portfolio and the global resources behind it strengthening the companys standing with corporate Australia. Having attracted one of the regions largest banks, the company can hold its own against any competition and is poised for significant growth. Already pilots for a leading construction company, a government department and another large corporation are matched by discussions of similar schemes for ten other prospective customers. Although the initial agreement covers BT One Collaborate high-quality video, audio and web conferencing services, the long-term plan is for Message Stick to re-sell the entire BT One Unified Communications portfolio. Poised for growth The video conferencing offer has enabled us to penetrate the largest accounts with great credibility. We can really play with the big boys now. MichaelMcLeod CEO, Message Stick Business benefits 4 Poised for growth The timing is right to meet the video conferencing groundswell in a country thats the sixth largest in the world by total area. Customers who adopt video-based collaboration not only save time and money on travel, but also increase productivity, speed decision- making and enhance the quality of their output. Allied to those significant commercial gains are social and environmental benefits, as employee morale improves and organisations shrink their carbon footprints. Business benefits Close [X] 5 Do more 3 Compelling commercial prospects 2 Video conferencing opportunity 1 Start here Back to start

10. Compelling commercial prospects Start here Message Stick Case study Do more learn about explore Or simply call us on: 0000000 see 5 Do more Back to start Presentation end 1 Start here 2 Video conferencing opportunity 3 Compelling commercial prospects 4 Poised for growth Message Stick BT Australasia BT One Collaborate The BT Global Services Customer Reference Programme The Message Stick video More case studies like this Partnering opportunities with BT Global Services

11. Thanks so much for your interest in our case study, and please dont hesitate to contact me if you have any further queries. Sarah Crichton Global Customer Reference Programme Manager BT Global Services +44 (0) 131 448 3957 Back to start sarah.crichton@bt.com Quit