unified communications - collaborative services that deliver greater business efficiency

Welcome & Introduction

Simon AcottBusiness & Partner Development Director - Exponential-e

“The changing face of the workplace…”

• The virtual workplace

• Business Continuity & Disaster Recovery

• Big Bang versus step-by-step migration?

• And finally . . . Why your network is so important . . .

Achieve the status whereby Exponential-e is

acknowledged among our peers and clients as the most advanced and innovative business technology enabler in Europe . . .

Meeting our brand promise Trusted Supplier Status

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Exponential-e Overview

• Founded in October 2002

• 2013 £50m turnover; £7.3m EBITDA

• 285 employees

• 30% 5 year CAGR

• 100GigE Layer 2 VPLS network

• 140 BT Ethernet Exchanges

• Our own Cloud Infrastructure

• And work to exacting international ISO management standards

BroadsoftExponential-E, 25th November 2014

Why should we look toward Unified Communications?

An Introduction to us

• Founded 1998• Our CEO and CTO are the founding

team!

• We went public in June 2010• (NASDAQ : BSFT)

• People• 800 in 23 Countries

• 325 people in R&D

• Headquarters• Gaithersburg, Maryland, USA

• Market• 30% market share (Infonetics)

• Ecosystem• 500+ technology partners

• 5,000+ developer partners

We Enable Unified Communications in the Service Providers Network

BroadSoft, Inc. 2014

Is this how you picture yourself?

• Cost: I need to keep costs under

control and manage my budget and

cash flow

• Productivity: My employees are

demanding more tools to make their

lives easier?

• Customers: I need to find better

ways to engage with my customers?

• Frustration: I spend too much time

managing my suppliers and not my

business

• Simplicity: The potential complexity

of something new stops me from even

considering a change!

How do your employees benefit from hosted?

Productivity, Control, Flexibility

• Productivity: dramatically

improves when users have the

most appropriate tools which are

easy to use

• Control: being able to control how

you interact and engage with

customers, co-workers helps

users manage their daily workload

• Flexibility: Being able to access

all of your services regardless of

location increases users ability to

perform more efficiently

Example: Knowledge Worker

James

James is a project manager in a busy programme office who manages multiple complex projects with tight deadlines

He is largely office based but does spend time at customer locations during the course of his projects

“Managing project meetings when all of the project members are busy or remote to the office means I spend too much time chasing them for updates or they simply cannot attend meetings”

Profile

Key Challenge

Setup & chair project meetings

Provide timely updates to senior project stakeholders

Liaise with external parties

Scheduled Audio & Video Conferencing and Collaboration

Ad hoc One click activation of My Room – an always on virtual meeting room

Increase personal producvity

Flexible work / life balance

Helps increase motivation as easier to get work done

Increase business produciivity with more projects completed on-time

Increase agility to respond to ever changing events

Key Tasks Solution End User Benefit Business Benefit

Example: Executive

Andy is Head of Sales

He is constantly traveling to meet with customers and prospects

He has to provide regular updates to the business owner and team

“I need to constantly stay in touch with my business and serve customers to win new business and protect existing revenue streams”

Profile

Key Challenge

Liasing with customers be they prospects or existing ones

Report on sales performance to the management team

Manage and motivate the sales team

Single number for his customers

Accesibility via mobile phone, tablet or remote location

Run sales meetings via web collaboration

Increased personal and team productivity

Foster better teamwork across mobile and dispersed teams

Win more business by being able to react more quickly

Keep existing customers happy


Andy

Example: IT Manager

Simon needs to setup and manage the IT infrastructure and applications necessary to run the business

He is mainly office based and often roams the building to conduct tasks

“I’m constantly interrupted by end users and often fire fighting. I need more time to focus on running the applications vital to the successful running of our company”

Profile

Key Challenge

Set-up and manage the IT systems and business critical applications

Support end users with IT problems

Self-serve portal 24x7 from anywhere

Save time by outsourcing to the cloud

Accessible on any device, deskphone, mobile

Free up time to focus on the business applications

Increase productivity by being able to access and make UC system changes anywhere

Smoother business operations

End users are happier as issues are resolved qucker

Capex previously tied up in comms can be used elsewhere


Simon

Realistic & Achievable Cost Savings

• With Hosted UC you can eliminate the

following;

• Expensive capital purchases

• Recurring maintenance charges

• Additional running costs, e.g. moves,

adds, changes & upgrades

• Typically the 3 year TCO of Hosted UC is

30% lower than a premise based solution

Thank you

Unified Communications

The Exponential-e Approach

David EdoHead of Unified Communications & Collaboration - Exponential-e

Rachel DarcySales Consultant - Exponential-e

Why?A Natural Evolution

InternetWAN

Voice

Cloud

UCC

OptimumPerformance

Why? Work closer with youAs your trusted partner

Why?Building our own platform

Control

Private, Secure Resilient, Robust

How?Working with the best partners

How?Keeping it simple

What?Exponential-e UC

The VirtualWorkplace

Steven HarrisonLead Technologist - Exponential-e

Workplace of the future?

Some of the challenges of mobility or other flex-work programs are that we’re reluctant to treat workers differently for fear of “fairness” issues, and we’re not very good at managing, let alone managing remote workers. Too many managers rely on attendance and time at one’s desk instead of setting explicit expectations and mastering other management practices needed to make internal (inside the building) or external (anywhere else) mobility work for both the employer and the employee. –Jan Jonson - VP Design and Workplace Resources at Allsteel

Or Worker of the future?

It’s all about the Interface

In 2002, the film Minority Report predicted seven technologies that took less than 10 years to become reality: Heads-Up augmented reality displays (Google Glass), controller-less input (Microsoft Kinect), automated driving (Google Drive), flexible displays (Plastic Logic), Real-time facial recognition (on most smartphones), intelligent targeted advertising (online), autonomous micro drones (BAE Robobugs).

The Importance of being seen

7%

38%55%

Speech

Tone

Facial

Albert Mehrabian conducted a series of very influential studies in the late 1960s. He arrived at a formula for human communication.

Enterprise 2.0

The Importance of Video

Forrester Forrsights Networks And Telecommunications Survey, 2013

The Importance of Video

VC / UCaaS

Wainhouse Research 2014

BYOD in the Workplace

Business Intelligence 2012

More Collaboration!

Thank youwww.Exponential-e.com


Polycom – who are we?

Thank You!

Customer Type and Case Study

Market Position

Why Polycom and Broadsoft?

Agenda


Polycom at a Glance

US$1.37B Revenue in 2013

US$584M in cash and investments

StrategicPartnerships

Diverse, global ecosystem of partners

40+ Interoperable Microsoft Lync Solutions

Robust Microsoft, BroadSoft and AT&T Alliances

Market-Leading Ecosystem

CustomerMomentum

415,000+ customers

100% of the Fortune 100

97% of the Fortune 500

96% of the Fortune Global 100

IndustryMomentum

Polycom named Video Conferencing

Leader in Forrester Wave Report

Financial Strength

Industry Leading Voice Solutions

13 Million Devices and Counting

Extending our voice leadership, openness and integration with Broadsoft and 3rd party call control partners across the new Polycom® VVX® Business Media Phones


http://planetpolycom/sites/marketing/cm/imagelibrary/Polycom Images/VOICE/SoundStructure C16/Product/High Resolution_Print/SoundStructureC16_Left.tif

http://planetpolycom/sites/marketing/cm/imagelibrary/Polycom Images/VOICE/SoundStructure C16/Product/High Resolution_Print/SoundStructureC16_Left.tif


Polycom Market LeadershipExtensive range of voice solutions for any environment

Polycom is the market leader in OpenSIP phones with the

largest number of Lync interoperable handsets

Broadest portfolio of OpenSIP handsets

Largest VoIP interoperability including Broadsoft

Intuitive User Experience, HD Voice clarity

Very high reliability: Annualized Failure Rate < 0.3%

Source: Webtorials (Sonus Networks, Inc., Feb 2013 )

Broadest portfolio of conference phones

Largest interoperability: PBXs, IPBXs, UC Platforms,

Soft switches & Service Providers environments

Very high reliability

Polycom is the market leader in IP/TDM Audio

Conferencing Endpoints

Source: Frost & Sullivan, 2012 Source: Frost & Sullivan, 2012


BroadSoft and Polycom Joint Value Proposition

Polycom was one of the first eco-system partners – more than 10 years!

• Hosted UC Services expertise, market

• Strong Service Provider market presence

• Simplifies IT/ Deployment for UC to SMB

• Delivers TCO savings, flexibility to customers - cuts CAPEX investment

• HD Voice and Video market share

• Strong Enterprise market presence

• Voice and Video innovator

• Strong Alliance Partnerships

Polycom and BroadSoft offer enhances UC solutions featuring IP telephony with Polycom HD Voice, video conferencing and

telepresence, creating expanded opportunities for Service Providers

mailto:[email protected]

mailto:[email protected]


Target SegmentsUnderstanding segment characteristics

BenefitsSmall Business

Up to 50 employees on a single site

Mainly Circuit Switched, some VoIP

WLAN used for data access

Key system or Centrex

Little or no onsite IT support

Standard office apps users

Features Small & Medium

Enterprises

Up to 500 employees

May cover multiple sites

Mix of Circuit Switched and VoIP with

VoWLAN

Key systems, hosted telephony,

premise based IP-PBX

Some onsite IT Telephony support

Mix of collaboration applications

Competitive Differentiators/PositioningLarge Enterprises

More than 500 employees

Multiple sites, multinational locations

VoIP and hosted telephony deployed

Various Call Control Platforms

Onsite IT with telephony experience

Pervasive collaboration software


Type of Users: Small BusinessUnderstanding segment needs

Simple, reliable phone, no distractions of advanced

features

Excellent audio quality

EndUsers

Minimal configuration and management

Interoperability with existing PBX investment

IT Staff

Ensure reliable and crystal clear communications

with customers and partners

Keep operating costs to a minimum

Business Goal

Smal

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usi

ne

ss N

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ds


Type of Users: Small-Medium Enterprises (SME) Understanding segment needs

HD Audio quality, high reliability, call management

Access internal directory

Selection of phones various staff

End Users

Easy to configure

Interoperability with existing PBX investment

Call quality monitoring for quick problem resolution

IT Staff

Improve employee productivity and enhance

communications with customers, partners and staff

Business Goal

Smal

l –M

ed

ium

En

terp

rise

Ne

ed

s


Type of Users: Large Enterprises Understanding segment needs

HD Audio quality and record voice calls

Use with advanced workflow apps

Selection of phones various staff

End Users

Fast deployment and software upgrades

Quick troubleshooting and problem resolution

Comprehensive PBX support

IT Staff

Use voice as one of the communication options to

maximise employee productivity and business

opportunities with customers and partners

Business Goal

Larg

e E

nte

rpri

se N

ee

ds


Customer Profile

Global Serviced Office company headquartered in the United Kingdom that delivers “High Brand” Office Space on short, medium and long term basis.

• Already familiar with Hosted / Cloud UC&C solution - deployed internally in HQ campus only. The Organization had deployed the solution to 3,000 users

• 24,000 more voice devices, with a total of 28,000 users (employees and contractors)

• For the global voice requirement, the customer uses the full featured UC&C solution including, presence, IM and multiple end-point support (Headsets, Handsets, soft-clients, web clients, Smart/Mobile).


Benefits. The Organization experienced the following benefits, which totalled $15,363,925 (risk- and Present Value-adjusted):

• Easier collaboration allows power users of UC&C Solution to save 20 minutes per day.

• In 50% of cases, this saved time is put to productive use within the organization.

• With Broadsoft and Polycom, the phones no longer need to be physically moved when a user relocates offices, saving IT staff $30 per move.

• Polycom phones allow cost savings on purchase and installation more streamlined with Broadsoft.

• The Organization reported that Polycom voice solutions in the Broadsoft UC&C solution were easier to manage and maintain providing cost savings associated with third-party managed service maintenance contracts.


Costs. The Organization experienced the following costs,which totalled $7,774,160 (Present Value -adjusted):

• Phone purchase and Broadsoft license costs ($4,665,316). The costs to purchase various Polycom VVX units and associated Broadsoft licenses per user

• Ongoing platform maintenance costs (third-party managed services company) ($2,821,187). These include third-party costs for ongoing administration and maintenance of the solution, totaling $3.5 million over three years!!

• Professional services costs — Polycom ($287,657). These include project management and implementation services provided by Solution Consortium, and

initial end user device deployment.


The results - Summary

• The Polycom Broadsoft Powered, Hosted/Cloud based UC&C solution helped the Organization achieve the following benefits (risk- and present value [PV] adjusted) over three years:

• Improved productivity and collaboration: $12,341,123.

• Employee relocation cost savings: $452,351.

• Phone purchase and installation savings: $1,988,182.

• Managed services cost savings: $582,269.

• Total cost savings and benefits: $15,363,925

unified communications - collaborative services that deliver greater business efficiency

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