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2012 Partnering Conference

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Page 1: Partnering Conf Presentations

WELCOME

SPONSORS

Page 2: Partnering Conf Presentations

Upcoming Events

• 8.13.12 – 5th Annual CEO Retreat • 8.30.12 – 4th Annual Marketing Technology Summit • 10.4.12 – Growing Technology in Arizona • 11.8.12 – Governor’s Celebration of Innovation Awards

Monthly Events

• After5 Networking Events • Lunch and Learn Events • Council Connect Events

For more information visit aztechcouncil.org

Page 3: Partnering Conf Presentations

Event Agenda

1:00pm - 1:30pm | Registration and Networking 1:30pm - 3:00pm | Partnering Presentations 3:00pm - 3:15pm | Break 3:15pm - 4:00pm | Executive Partnering Panel 4:00pm - 6:00pm | Reception and Expo

Page 4: Partnering Conf Presentations

Partnering Presentations

• OneNeck IT Services with partner Solution Interface • Loop Demand Gen with partner Canyon Communications • Telesphere with partner Broadsoft • DIRTT with partner VermiSoks • Prime Solutions Group, Inc. with partner Aviture, Inc. • TelEvolve with partner Western WiMAX • Cybertrails with partner Solutions 8

Page 5: Partnering Conf Presentations

OneNeck IT Services and

Solution Interface

Page 6: Partnering Conf Presentations

Introducing OneNeck.

We provide a

comprehensive, flexible suite of hosting and managed services

designed specifically to help mid-market

companies improve system performance.

Page 7: Partnering Conf Presentations

Founded in 1997

Supporting over 150+ customers and 66,000 users in 45 countries on six continents

Focused: 90% of revenue from outsourcing and managed services

Over 250 full time employees

98% Contract Renewal Rate over thirteen years

24/7 North America based support center handling over 85,000 incidents annually

Microsoft certified hosting partner.

Ranked #1 ERP Outsourcing Vendor by the Black Book of Outsourcing survey three years in a row

Page 8: Partnering Conf Presentations

Introducing Solution Interface.

Headquartered in Scottsdale, Arizona, Solution Interface is a full service telecommunications company providing a

comprehensive suite of telecom management products and services for small to medium enterprises, communication

service providers and non-profit organizations.

Page 9: Partnering Conf Presentations

Quote requests

Market Analysis of Carrier Positioning

Voice and Data Audits

RFP Design & Implementation

Network Design & Implementation

End to end project management

Integration Services & Vendor Mgmt.

Moves, Adds, Changes & Disconnects (MACD)

Facility Relocation Management

Telecom Inventory Management

Contract negotiations & Management

Recovery Services

Customer Portal

Page 10: Partnering Conf Presentations

OneNeck WAN Design and Management Carrier Neutrality

Telco Assessments

Contracts Review

WAN Design/Architecture Review

Performance Analysis

Bandwidth Profiling

WAN Best Practices Analysis

Implementation/Provisioning Services

Typically save money on your contracts by leveraging our expertise and buying power

Century Link, TW Telecom and COX partner thru SI – leverage our SPPs

20%-30% less costs than traditional service providers

Page 11: Partnering Conf Presentations

Solution Interface and OneNeck Success Story Prospect had $20k/mo. spend on TDM circuits

6 physical locations

Low speed connections

Prospect required managed hosting (VPS, hosting)

New Solution with SI/ON CL MOE’s at high speeds for all locations

Reduced telecom spend 40%

Uplifted to fiber delivery (highly reliable)

Still had enough in their budget to meet other hosting needs

Page 12: Partnering Conf Presentations

Questions?

Page 13: Partnering Conf Presentations

Loop Demand Gen and Canyon Communications

July 26, 2012

Page 14: Partnering Conf Presentations

Partnering for Marketing and Sales Alignment

• Full-service, integrated B2B marketing

• Disciplined approach to understand market dynamics

• Candidness that enables effective collaboration

• Architects marketing strategies that achieve expected ROI

• Rigorous client service

• End-to-End Demand Generation

• Helps B2B companies generate more leads and pipeline

• Provides outbound calling and inside sales support

• Offers performance-based appointment setting

• Guaranteed results

Page 15: Partnering Conf Presentations

Marketing Support Sales Support

Page 16: Partnering Conf Presentations

Technology

Supplier

Value-Added

Distributor

Value-Added

Reseller

End-User

Channel S

ale

s M

odel

Page 17: Partnering Conf Presentations

What is the business problem IT professionals (end-users) face?

Page 18: Partnering Conf Presentations

Data volumes increasing at an exponential rate

Decreasing budget dollars to buy more storage servers

Page 19: Partnering Conf Presentations

Solution: “Stop Buying Storage”

Key Message:

Don’t buy more.

Optimize what you have.

Page 20: Partnering Conf Presentations

E-mail marketing

campaign with

White Paper

download

Step 1 Step 2 Step 3 Step 4

Database

cleansing and

opt-in e-mail

address gathering

Executive Door

Opener (EDO)

dimensional

mailer

Follow-up

appointment setting activities

Goal: 250 verified e-mail addresses

Goal: 30 white paper

downloads for EDO distribution

Goal: 30 EDO mailers delivered

Goal: 10 face-to-face appointments

Canyon and Loop partnered to develop campaign strategy

Page 21: Partnering Conf Presentations

Step 1: Database cleansing and appending

Page 22: Partnering Conf Presentations

Step 2: E-mail marketing campaign

Page 23: Partnering Conf Presentations

Step 2: E-mail marketing campaign

Page 24: Partnering Conf Presentations

Step 3: Executive Door Opener (EDO)

Page 25: Partnering Conf Presentations

Step 4: Follow-up and appointment setting

Page 26: Partnering Conf Presentations

Campaign Results

• 397 contact records cleansed • 1,110 unique touches (2.77 touches/contact) • 242 opt-in e-mail addresses verified • 4 e-mail distributions over a 6-week period • 36 white paper downloads • 30 EDOs delivered (7.5% of contact list) • 11 face-to-face appointments scheduled (36% of

EDO recipients)

Page 27: Partnering Conf Presentations

Questions?

Contact:

Matt Hensler VP, Strategic Services

Canyon Communications

[email protected]

480-775-8880

Contact:

Jared Bodnar President

Loop Demand Gen

[email protected]

480-545-1015

Page 28: Partnering Conf Presentations
Page 29: Partnering Conf Presentations

• Founded in 2000

• Providing voice and data services over a private IP network

• Nationwide Privately hosted Cloud Communications Company

• Integrating the office phone, computer and mobile for complete convergence and providing advanced cloud voice and data communications features

• Have a redundant network with over 13 points of presences located geographically providing customers with maximum uptime and disaster recovery options

• Annualized revenues over $30 million

• Over 30,000 end users, providing service to the entire US including Canada

• Currently Cash Flow Positive before Customer Acquisition costs

• Raised over $50 Million over past 5 years.

• Zero debt

Telesphere Financial Overview Who is Telesphere?

Page 30: Partnering Conf Presentations
Page 31: Partnering Conf Presentations

Let Telesphere be your Hosted Option

• Hosted and managed voice and data network

• National carrier-grade fully meshed MPLS IP network

• Last mile - dynamically allocated symmetrical connectivity

• Total solution provider responsible for end to end performance

• 24 X 7 Live support, goal of first-call resolution

• Maintenance, updates, and MACD’s included at no additional cost

• No capital investment required

• Latest technology standards such as SIP and wideband audio (HD)

• Carrier grade Session Border Controllers and Firewalls for maximum network security

• Fully featured Product Portfolio to accommodate the many requirements customers face

The Telesphere Difference

Page 32: Partnering Conf Presentations

Broadsoft • Leading global provider of IP communications services

– #1 VoIP app market share – Infonetics Research

– 18 of the top 25 carriers, based on revenue

– 450+ Customers in 65 countries

– Public, Profitable and Investing in Innovation

• Ecosystem Innovation

– 500+ partners

– 5,000 Xtended developer members

• Global Scale

– 4 TACs provide follow the sun 24/7 support

– 500+ people in 21 countries

– 250+ people in R&D working on VoIP apps

Page 33: Partnering Conf Presentations

Industry Trends

• Broadsoft closely monitors industry trends to help assist our partners (such as Telesphere) satisfy end-user demand

Page 34: Partnering Conf Presentations

Trend #1: Broadband Proliferation • Shift from scarce broadband to

abundant broadband

• Fiber and LTE provide anytime and everywhere broadband

• Enabling new ways of communicating

– Visual Communications

– Collaboration

• Service providers can leverage quality of service and charging as ways to compete and differentiate Mobile Broadband Fixed Broadband

In 2010 mobile broadband subscribers hit 700M, passing the 500M of fixed broadband

Page 35: Partnering Conf Presentations

Trend #2: Cloud Services • Unstoppable movement to cloud

services

• Concerns about security, performance and control have been overcome

• Even mission critical enterprise applications (e.g. Salesforce) moving into the cloud

• Ability to integrate cloud services together, providing true unified communications

• Opportunity for service providers to quickly bring to market innovative services

Enterprise Cloud Services Adoption

Page 36: Partnering Conf Presentations

Trend #3: Explosion of smart devices • Some estimates say that there will be

50B connected devices by 2020

• Wide variety of devices leveraging open application development environments like iOS or Android

• More and more important to match the user experience with the service (Blackberry email, Apple iTunes)

• Bring the power of the cloud onto these devices, making the experience personal

Page 37: Partnering Conf Presentations

Trend #4: Unified Communications • Users expect a rich set of

communications services

• Need a range of real-time communications services that integrate with social networking services (LinkedIn, Facebook, Twitter)

• Focus on usability, increasing the efficiency and reachability of the end user

• Service providers can bring together a set of real-time communications services along with the power of social networking

Voice Services

Video Calling HD Voice

Messaging Chat

Conferencing Collaboration

Page 38: Partnering Conf Presentations

Trend #5: Seamlessness

• Seamlessness is a user experience that works across all of our devices, and integrates all of our communications services

• Separation of the service from the device

• Use the service from multiple device with same experience

• Service providers can provide the right experience on the right device seamlessly

Page 39: Partnering Conf Presentations

Broadsoft and Telesphere

• Working together to provide companies with an affordable, state of the art, world-class communications solution

Page 40: Partnering Conf Presentations

DIRTT & VermiSoks

• Turning food waste into a vertical garden

Page 41: Partnering Conf Presentations

DIRTT Environmental Solutions

• DIRTT – Doing It Right This Time

• Design, manufacture, install modular interior construction

• Calgary-based company opened Phoenix factory in July of 2011

Page 42: Partnering Conf Presentations

DIRTT Factory – Greenest of its kind

• 96% recycle rate

• Solar arrays provide 10% of electrical

• Recycled denim insulation

• 65 employees fed onsite every day

– Full kitchen, two chefs

Page 43: Partnering Conf Presentations

DIRTT Factory Food Waste

• Food production means food waste

• Counterproductive to DIRTT’s mission

• Solution - VermiSoks

Page 44: Partnering Conf Presentations

VermiSoks

• President/CEO – Miguel Jardine

• Manufacture “worm wine” out of food waste

• “Sok” filled with mulched up coconut & worms grows organic vegetables, herbs

• Nurtured by worm wine – don’t add water…

Page 45: Partnering Conf Presentations

DIRTT & VermiSoks

• VermiSoks takes 100% of our food waste

• Manufacture worm wine

• Worm wine nurtures our vertical garden made from DIRTT

• Grows an estimated 10-15% of food

Page 46: Partnering Conf Presentations

We’re growing herbs, vegetables and flowers

In the parking lot!

Page 47: Partnering Conf Presentations

DIRTTbags planting garden

A team effort!

Page 48: Partnering Conf Presentations

DIRTT & VermiSoks

• Sok becomes rich fertile soil

• Sell soil to offset the expense for new Soks

• So now we are manufacturing… (wait for it)

Page 49: Partnering Conf Presentations

DIRT at DIRTT

Page 50: Partnering Conf Presentations

Questions?

• Mary Wolf-Francis

[email protected]

• Miguel Jardine

[email protected]

Page 51: Partnering Conf Presentations

Prime Solutions Group, Inc Aviture Inc

• Joe Marvin, Prime Solutions Group, Inc

• Sam Snyder, Aviture Inc.

Page 52: Partnering Conf Presentations

Partner Profiles • PSG

– Systems Engineering – Product Lifecycle Management (PLM) tools – Independent Research

• Aviture – Enterprise Software Development Solutions – Emerging and Agile Development – Next Gen Service Based Applications

Page 53: Partnering Conf Presentations

Perfect Storm

Accelerated

$$s

Software

Aviture

Systems

PSG 1 + 1 = 3!

Page 54: Partnering Conf Presentations

Why does the Partnership Work?

• Shared interests and focus

• Complementary skill sets

• Understand value of partnerships

• We want it to work!

Page 55: Partnering Conf Presentations

Value Creation

• Partnership proposed on SBIR – Continued independent research collaboration – Autonomous Intelligent Control Concept

• Introduced partner to LM Defense Systems – Aviture opportunity to add SW developers

• Future program proposal opportunities – Expand the pie by bringing combined expertise

Page 56: Partnering Conf Presentations

Future Partnerships

– Complex developments across multiple domains

– Apply Systems Engineering and Systems Thinking

– Enterprise Architecture Transformations

– Opportunity to apply process, methods and tools

– Accelerated Business Value and Success

– Technology Innovation in Global Marketplace

Page 57: Partnering Conf Presentations
Page 58: Partnering Conf Presentations

Challenges To Deploying Advanced Internet-Based Services

• Existing copper infrastructure is unreliable

• Lack of carrier support for quality assurance

• Carrier competition against us

Page 59: Partnering Conf Presentations

Unreliable Internet Service

• Traditional service providers don’t proactively monitor for problems

• Unwilling to provide visibility into their networks and status of connections

• Are focused on a “best effort” service with no guarantees

Page 60: Partnering Conf Presentations

Speed Versus Quality

Voice, video, and other real-time services demand instantaneous and reliable delivery of data.

Page 61: Partnering Conf Presentations

Western WiMAX Difference

• 100% visibility into network performance

• Alarms for even minor errors

• Call quality testing at 15 second intervals

• Uptime & quality guarantee with a monetary penalty if they fail

Page 62: Partnering Conf Presentations

Challenges For Internet Service Providers Working With VoIP & Video Services

• Many voice and video conferencing companies rent their services and equipment

• Lack of provider knowledge of good networking fundamentals

• Poor customer interaction and ownership

• Single point of failure

Page 63: Partnering Conf Presentations

Re-Marketed Services

• Ambiguous responsibility for problems

• “Blame the ISP” mentality

• Unable to provide the ISP visibility into their network and services

• Slow response for repairs and customer service makes both companies look bad

Page 64: Partnering Conf Presentations

TelEvolve Difference

• 100% own equipment and network

• 24/7 monitoring for failures

• Staffed by experienced network engineers

• No call center or low-level support

• Three locations with redundant equipment

Page 65: Partnering Conf Presentations

Partnership Value Proposition

• Customers have a single point of contact

• Call quality and service level guarantees

• Never have to explain their needs to inexperience tier 1 support call center

• Both companies have reduced support costs and incidents

Page 66: Partnering Conf Presentations

Ideal Partners

• IT service & consulting companies

• Telecom brokers & consultants

• Disaster recovery companies

• Cloud services companies

Page 67: Partnering Conf Presentations

www.westernwimax.net www.televolve.com

602-889-3000 480-575-7550

Page 68: Partnering Conf Presentations

The CyberTrails and Solutions 8 Partnership

Partnership Background

CyberTrails

Since 1995

Backed by Republic Financial Corporation

Solutions 8

Formed from the merger of KPO Global and Snapdragon Solutions

CyberTrails and Solutions 8 have been strategic partners for nearly two years

Page 69: Partnering Conf Presentations

The CyberTrails and Solutions 8 Partnership

CyberTrails

Professional and Managed Services, Help Desk Services, Cloud Computing, Virtualization, Application Management & Data Center

Page 70: Partnering Conf Presentations

CyberTrails and Solutions 8 Partnership

Solutions 8

Web development, SEO, Social Media Management, Email Marketing, Content Creation and Video Production

Page 71: Partnering Conf Presentations

CyberTrails and Solutions 8 Partnership

Partnership Details

CyberTrails and Solutions 8 do joint promotions

Professional Headshot offer

Integrated product offerings (like hosting)

Referral sources

Solutions 8 is CyberTrails’ marketing department providing: content, Web Development, Email, SEO, video, Social Media and Graphic Design

Page 72: Partnering Conf Presentations

CyberTrails and Solutions 8 Partnership

Email Marketing

Content creation

Video Production

Page 73: Partnering Conf Presentations

CyberTrails and Solutions 8 Partnership

Search Engine Optimization

Page 74: Partnering Conf Presentations

CyberTrails and Solutions 8 Partnership

New Website Coming Soon!

Page 75: Partnering Conf Presentations

CyberTrails and Solutions 8 Partnership

Partnership Benefits

Outsourced marketing is the most cost effective method to get experienced professionals to help brand/market a business, while driving an ROI

Solutions 8 keeps CyberTrails in front of their clients and prospects on regular basis; providing networking opportunities and lead generation while they do what they do best – focus on their clients/projects

CyberTrails → increased visibility and success

Both Solutions 8 and CyberTrails → new opportunities

Partnerships and clients are the best referral source

Page 76: Partnering Conf Presentations

15 Minute Break

Page 77: Partnering Conf Presentations

Executive Partnering Panel

• Moderator: Aly Saxe, Founder and Managing Partner, Ubiquity Public Relations • Adam Ross, Cofounder and VP Marketing & Sales, Contatta • Justin Gray, CEO & Chief Marketing Evangelist, LeadMD

Page 78: Partnering Conf Presentations

THANK YOU FOR ATTENDING

HAPPY HOUR/EXHIBITORS