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

What We’ll Talk About Today • • 3 Crazy Market Dynamics Who’s on First, What We’ll Talk About Today • • 3 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

Market Dynamics Increased commoditization of traditional isp/telecom services Decreasing ARPU and eroding margins require Market Dynamics 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 ongoing cash cow business 4

What is the next opportunity? • • Delivering UC services to enterprises 100+ employees 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 – – 5 Groupware on premise for execs, hosted for specific employees Hosted Vo. IP, Managed Groupware, On-prem Intranet Confidential & Proprietary

Unified Communications Benefits & Issues • Enterprise Benefits – – – • Enable higher 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 6 Varied Requirements for corps 500+ Distributed Needs Confidential & Proprietary

Service Provider Challenges & Solutions Service Provider Challenges Solutions Deliver Mixed service bundles • Service Provider Challenges & Solutions Service Provider Challenges Solutions 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 7 • Simplify deployment, delivery and management of services through product based solution • Pre-built application managers • Single solution for both Managed & Hosted • Automation of provisioning and service enablement • Enable resellers to lower your costs of sales • Deliver role-based delegated administration Confidential & Proprietary

How to Realize the Opportunity for mid-size enterprise • Offer homogeneous management tools – How to Realize the Opportunity for mid-size enterprise • Offer homogeneous management tools – • Lower cost of support and operations by usingle 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 • • • Offer full suite of Unified Communications applications – – 8 Self-Configuration of clients and devices Self-management of basic tasks Messaging & Collaboration (email, groupware, IM, . . ) Vo. IP Presence Unified Messaging Confidential & Proprietary

Unified Communications Growth 9 Confidential & Proprietary Unified Communications Growth 9 Confidential & Proprietary

What service providers need? • New Services – • Automation – • Operational efficiency What service providers need? • New Services – • Automation – • Operational efficiency as base services commoditize, enduser and reseller control increase satisfaction and decrease churn, lowers opex Channels – 10 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 Lower cost of sales and support, increase reach, access to customer relationship owner, adds additional non hosted services to value proposition Confidential & Proprietary

Technology Requirements • Platform that provides latest technologies, web-services, web-parts, extensibility, IP and App 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 11 Confidential & Proprietary

Conclusion • • Leading service providers are strategically positioned to capitalize on this opportunity Conclusion • • 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 • 12 The market for Mixed Environments services has never looked better and is becoming critical to long term success of service providers Partnerships are a must (Tech components, Commercial Software, System Integrators) Confidential & Proprietary

Capturing the Growing UC Market With Ensim • Ensim Unify Communication & Collaboration Management 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 • Mid to large enterprises • Internal IT • On-premise 13 Managed Service Provider Edition • Mid to large enterprises • Managed by SI • On or offpremise Hosted Service Provider Edition • Small to medium size enterprise • Self-managed • Off premise ISV Saa. S Edition • Developers looking to release their apps ondemand

Ensim Corporate Overview • Ensim Corporation is the leading provider of management software for Ensim Corporate Overview • Ensim Corporation is the leading provider of management software for Unified Communications and Collaboration infrastructure. – – Unified Communications Management solutions for Hosters, Managed Service Providers, Enterprises; enabling lower operational cost and faster deployment of services – 14 Over 250 Service Providers and numerous enterprises worldwide depend on proven and award winning Ensim products Enables service providers to realize the rapidly growing mixed environments opportunity Confidential & Proprietary

Enabling Services Simply 15 Enabling Services Simply 15