David Wippich, CEO Ensim

What We’ll Talk About Today• Crazy Market Dynamics• Convergence of Convergence• Unifying Unified Communications• Benefits of Complexities• Realizing and Sizing the opportunity • The Un-Confusion Conclusion

Market DynamicsMarket DynamicsIncreased commoditization of traditional isp/telecom servicesDecreasing ARPU and eroding margins require deployment of new high-value services

Market OpportunityLeaders will be

determined by delivering the right product at the right time the right wayOpportunity to be a “one stop shop” Winners will enjoy on-going cash cow business

Unified Communications Benefits & Issues• Enterprise Benefits

– Enable higher productivity and improved possibilities for interaction between and within organizations

– Insuring UC meets security and compliance requirements– Deliver greatly improved customer care and service, using different

devices – wired/unwired, location based, etc…– Gain flexibility to switch, increase, or relocate functions as staff

requirements change– Replace old/obsolete systems in stages with leading edge options– Centrally manage their network, devices and apps and cut support or

maintenance costs• Service Providers Top Issues

Long Sales Cycles

Varied Requirements for customers

Distributed Needs

Service Provider Challenges & SolutionsSolutions

Cost Efficiency• High cost of delivering next generation

in mixed environments• Maintaining legacy equipment • High cost of sales & support

• Automation of provisioning and service enablement

• Enable resellers to lower your costs of sales

• Deliver role-based delegated administration

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

Service Provider Challenges

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

• Simplify deployment, delivery and management of services through product based solution

• Pre-built application managers• Single solution for both Managed &

Hosted

How to Realize the Opportunity for mid-size enterprise

• Offer homogeneous management tools– Lower cost of support and operations by using single management

system in mixed environments– Identity Management, Access Control, Policy Enforcement

• Provide tools empowering IT and employees, demonstrating YOUR value-add as solution provider– Lower switching costs from on-premise to outsourced

• Self-Configuration of clients and devices• Self-management of basic tasks

• Offer full suite of Unified Communications applications– Messaging & Collaboration (email, groupware, IM,..)– VoIP, Mobile– Presence– Unified Messaging, Communications, Collaboration

What solution providers need• New Services

– 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

• Automation– Operational efficiency as base services commoditize, end-

user and reseller control increase satisfaction and decrease churn, lowers opex

• Support of Mixed Environments– Lower cost of deployment and support, increase reach,

access to customer relationship owner, add additional services to value proposition

Technology Requirements• Platform that provides latest technologies, web-services, web-

parts, extensibility, IP and App hosting, Multi-tenant or dedicated or mixed

– Service Creation tools

– Resource Management

– Common authentication and authorization

– Provisioning across multiple services & devices

– Delegated Administration & Channel Enablement

Conclusion• The market for Mixed Environments services has never looked better and

is becoming critical to long term success of solution providers

• Leading 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

• Partnerships are a must (Tech components, Commercial Software, System Integrators)