Enterprise Communicatioins Association ECA Mandate Developing the Market

Enterprise Communicatioins Association(ECA) Mandate § Developing the Market for Convergence Solutions § The ECA promotes the growth of healthy markets and effective sales channels for IP telephony and other converged voice, data, fax and video communications products and applications deployed in the enterprise.

ECA Mandate ECA programs help channel executives profitably transform a voice or data distribution business to pursue convergence markets. ECA’s sales and technical training helps employers retool the workforce to sell and support convergence solutions. .

ECA Information § Richard Zimmermann, Chairman, § Director, Network Solutions Forsythe Technology, Inc. § Mary Bradshaw, Executive Director § Max Schroeder, Media Communications Committee Chair, liaison with TMC

ECA Information § Enterprise Communications Association 1901 Pennsylvania Avenue, NW, 5 th Floor Washington, DC 20006 § Attention: Mary Bradshaw Phone: Fax: 202. 467. 4868 202 -872 -1331 www. encomm. org

ECA and TMC Form Partnership to Promote Convergence Market Growth January 7, 2005 § § § § Trade events – 2004 & 2005 & continuing in 2006 Internet Telephony -- Miami 2005 Internet Telephony -- Los Angeles 2005 Internet Telephony – Ft. Lauderdale 2006 Monthly Column – The Enterprise View Web Site Links Special Projects

Iternet Telephony Miami 2006 § The ECA is bringing back it’s very successful Miami panel format § Reseller Live is structured to maximize reseller participation § E 911, Vo. IP security, Fo. IP, & top 5 Reasons to implement Vo. IP convergence

ECA Sessions and Meetings § ECA is exhibiting at Booth # 324 Meet at Booth at 8: 00 § “The Challenge of E 911 Regulation” Going on Now § “Disaster Preparedness Discussion” Thursday, Jan 26, 1: 30 – 2: 30 Floridian Rm 316 Host Speakers: Max Schroeder and Rich Tehrani

Today’s Panelists Moderator § Max Schroeder, Senior VP - Fax. Core, Inc. Schroeder Panelists § Richard N. Mc. Leod, Director, IP Mc. Leod Communications Solutions, Worldwide Channels, Cisco Systems, Inc. § C. Don Gant, VP Channel Marketing and Business Development, Iwatsu Voice Networks § Bob Sanders, Partner, AXIOM Sales Force Development

Submit Questions to TMC § The #1 challenge resellers must overcome to win customer acceptance of Vo. IP § The #1 closer (feature, price, etc. ) to cinch the sale § The most important resource a vendor can provide to help you increase Vo. IP sales.

First Panelist § Questions will be addressed when all panelists have completed their sessions

The #1 Challenge Resellers Must Overcome to win Customere Acceptance of Vo. IP § § § The fear of not understanding - voice packs, Qo. S and bandwidth requirements on the netwok. Quality/Reliability of Calls – Real or imagined? Perspective -- Vendors getting dealers to push Vo. IP. Many resellers are still in the TDM world which is a big hindrance Concerns about the network going down and losing phone service is by far number one. Resellers first need to understand embrace Vo. IP themselves

The #1 Closer to Cinch The Sale § § § Overall value offered to the customer & their business – selling a full buy in of a converged system. SIP -- The ability to use SIP clients and future technology with UM, Fo. IP and other applications. SIP trunk capability is a huge advantage with some clients. Campus Solution -- (Single Network w/transparency between nodes). Are you providing real solutions that improve the business process of the end-user? Customer control of add moves and changes The customers are looking for applications that can reduce costs and improve productivity.

The Most Important Resource a Vendor Can Provide to Help Increase Sales § § § Training -- Certified Technical Course, Web Base Technical Course, Distributor Website, Regional Managers and Inside Sales Support Team. A complete working kno-- wledge of Vo. IP implementation equipment, bandwidth requirements and application. Configuration Assistance / Product and Application Training / Contact Strategy / offering the IPS services (Iwatsu).

The Most Important Resource a Vendor Can Provide to Help Increase Sales § Vendors need to be training resellers on IP, not just their own products. § A knowledgeable sales staff that can make the IT person feel comfortable with their solution. § Ability to promote applications to solve business problems is the primary tool. § The use of network assessment should be a strong tool in helping drive the final vendor selection.

The top 5 reasons an end-user should implement Vo. IP Shared networking -- data, fax and voice can share the same route/path throughout the network. § Single network in a multi-node environment. § Transparency between nodes. § Tele-workers. § SIP clients and applications. § SIP trunks. § Remote phones.

The top 5 reasons an end-user should implement Vo. IP § ROI § IT personnel belileve this will make their position more powerful – I. e. Job Security. § Solutions to business problems by use of applications and integrated in the solution § Improving corporate communications by improved networking § Better utilization of company's resources by sharing network connections for voice, fax and data uses § Improved control on telecommunications expenses § Direct ability to implement moves and changes

Top 5 Reasons For Customers To Migrate To IPC § Technology obsolescence – the time is right § Redundancy & business resilience § Reduced expenses & total cost of ownership § Virtual networking of business locations (including partners & even customers) 1. Enhanced employee productivity & customer satisfaction from applications integration

Top 5 Reasons For VARs To Build An IPC Practice § Today’s Buying Criteria Requires It o Blended end-to-end technology requirements o Converging CIO/TCM Depts. /Decision Making § Successful Service Practice Requires It § 2 -3 X Revenue Growth Opportunity § Increased Prof/Mgd Services Opportunity § Increased Customer Value Add / Retention

Top 5 Secrets To VAR Success Building An IP Communications Practice 1. A Strong Foundation In Convergence Networking (LAN, WAN, Security, Qo. S, Wireless, etc. ) 2. Applications & Software Skills – Beyond Voice Apps (Directory Services, MS Exchange, Lotus Notes, CRM, XML, etc. ) 3. A business process improvement, consultative and financial sales methodology - not technology selling. Likely requires significant sales team changes. 4. Solid integration, professional services, managed services competencies and offerings. Managed as a Professional Services P&L. 5. A vertical emphasis with a “unique” offer to the market which includes a uniquely packaged group of IPC enabled business applications & surround services.

ECA Sessions and Meetings § ECA is exhibiting at Booth # 324 Meet at Booth at 8: 00 § “The Challenge of E 911 Regulation” Going on Now § “Disaster Preparedness Discussion” Thursday, Jan 26, 1: 30 – 2: 30 Floridian Rm 316 Host Speakers: Max Schroeder and Rich Tehrani

ECA Information § Enterprise Communications Association 1901 Pennsylvania Avenue, NW, 5 th Floor Washington, DC 20006 § Attention: Mary Bradshaw Phone: Fax: 202. 467. 4868 202 -872 -1331 www. encomm. org