Communications Anywhere, Anytime.

InComtelecom.com208-229-9000

Enterprise Business DevelopmentTri-State Telecommunications ConferenceAugust 1, 2013 Sam Warren

Cambridge Telephone, Inc., started in 1905 in Idaho to provide communications services to Washington and Adams Counties

In 1998, CTC Telecom was created as a CLEC to deploy FTTH in Hidden Springs and neighboring Boise developments

In 2012, InCom was created to provide Hosted IP, Unified Communications, SIP, IP and Ethernet services to businesses across the Treasure Valley as a CLEC carrier voice/Ethernet service provider

Industry/Market Trends (Infonetics, Channel Partners Surveys)

VoIP has moved from early adoption to mainstream

•VoIP adoption has increased 9% from 2011-2012

•Hosted VoIP and U.C. Solutions has increased by 17%

•SIP Trunks increased by 83%

2013: VoIP and Unified Communications is projected to reach $540 Million and $1.75 Billion by 2018

Growth Rate of 26.5% per year (Infonetics; May 15, 2013)

“Cloud Services is the future of the communications Industry” (Channel Partners Survey, 2013)

Cloud Services Under One Platform: Hosted IP PBX, Unified Communications◦ Businesses are demanding multichannel communications solutions under one

platform◦ Increase productivity

Enhance Internal & External Communications Reduce CostsFocus on Core Business

VoiceVideoVoice mail to MailPresenceI.M.MobilityE-faxDirectoryConferencing

Many competitors in Boise and larger metropolitan cities in the Northwest◦ TW, Centurylink, Integra, Cable One, etc...

◦ Very few offer Hosted VoIP and U.C. services and do it well!

◦ Primary focus is on multi-site large enterprise organizations: delivering PRI, T1, Ethernet, Broadband, and SIP

◦ Slow transition to managed Cloud services model Change Management Challenges Struggle with the equipment for Hosted VoIP (Changing Service Model to managed services)

◦ Primary focus is on 50+ seats Underserved: smaller markets & outlying metro marketsUnderserved SMB 5-50 seats

Cloud Providers◦ Several large Cloud providers

8/8, Ring Central, Accessdirect, etc…

Bring your own bandwidth approachChallenge competing with local due to latency, installation and tech support

Lack of WAN/LAN AssessmentVoIP is only as good as the Network it resides on

Strengths◦ Voice/DATA Carrier: Rich history◦ Customer Service◦ Tech SupportWeaknesses• Fragmentation • Sales• MarketingOpportunities

Increase Revenue DiversificationAttrition Prevention Meet Market DemandPositioning for growth

Threats • Lost Revenue• Competition---Limited barriers to entry

Limited resources to excel in each functional area of our business Residential◦ Voice◦ DSL/Broadband/Wireless◦ Cable TV/DIRECTV◦ Security Systems◦ Cellular Services: Private Network or Reseller Program

B2B◦ Broadband/VDSL/Ethernet◦ Voice: TDM/PRI/T1/SIP Trunks◦ Manages Services: Hosted IP PBX, Unified Communications

Options: Outsource, Partner, Restructure our Organization or Create a New

Significant Demand for Cloud Services • 26% growth per year (5 years)

Opportunities• Multi-site locations• 1-100 seats• Underserved markets (Metro bedroom communities)

Realign business model to exploit market demand/trends

To successfully Roll-Out Hosted VoIP/U.C. Requires a TeamProject ManagerSales/Sales EngineerMarketingNetwork EngineersProvisioningInstallation Technicians Customer ServiceBillingAccounting

Averistar◦ Engineering/Provisioning/Marketing/Sales

Broadsoft/Taqua◦ Hosted and Unified Communications Platform

Polycom◦ Leader in H.D. Voice and Video

Onvoy◦ Nationwide access

Interconnecting with Regional Data Carriers◦ Syringa◦ Zayo◦ Time Warner◦ Integra◦ Cable One

Why Sell Hosted VoIP & Unified Communications?

Higher Margins◦ Much higher margins than selling PBX or Trunking

Lower Churn◦ Proven “sticky” app, increase productivity

Increased Demand for Hosted IP

Increasing Market◦ Not bound to wire line reach or service territory

Why Hosted Business?Economics

Cheaper solution to acquire and operateSmarterOutsource and focus on your core business

PowerMobility: work anywhere, U.C. Increase productivityScalableFailover (Disaster Recovery)

Benjamin Franklin’s Decision-Making Process◦ Frame decision; list pro’s and con’s; evaluate pros and cons◦ Arrive at your decision

QuestionsDo I have the resources? Strengths?Personnel?Partners?

Align Strategy to Strategic Goals

Commit 100%

Service Provider Decisions

Communications Anywhere, Anytime

Questions????

Thank You!

IncomTelecom.com208-229-9000