Always Connected: Strategies for Fixed Mobile Convergence

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1 Always Connected: Strategies for Fixed Mobile Convergence Moderator: Bill Esrey, Jr., Vice President Sprint Wholesale l Solutions

2 Bill Esrey, Jr. Vice President Sprint Wholesale Solutions 2009 Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or its relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.

3 Wireless Service is a Key Productivity Tool for Businesses, and Employers are Investing in it Role of Wireless in Small Business Employees in more than half of all small businesses use a mobile device of some kind for work. Half of those mobile devices are selected and paid for by the employer, with most of the rest reimbursed. Payment for Employee Devices Small businesses are optimistic about growth in 2010, and tend to view wireless service as a key productivity resource. Compass Intelligence. Small but Plenty and Mighty: Understanding the Basics of Small Companies and Wireless Usage. December Harris Interactive ti Webinar. Mobility Means Business: The Wireless Road to Prosperity. April Enterprise Council on Small Business. Choosing a Telecommunications provider: A Small Business Perspective. March U.S. Census Bureau, Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or its relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.

4 The Struggle for Mobile Integration VoIP Business Customers 2 phones and 2 networks creates problems Duplication of IT & network related costs Wireless Seamless Function & Reachability Employees aren t reachable despite proliferation of communications mediums Loss of productivity & inability to communicate effectively outside the office Wireline Service Providers Need a wireless offering but want to be more than a me too wireless provider Want to deliver a seamless user experience for voice services regardless of mobile or wireline Build a compelling bundle that will create stickiness and complement, protect, &grow existing revenue streams Sprint. This information is subject to Sprint policies regarding use and is the property of Sprint and/or its relevant affiliates and may contain restricted, confidential or privileged materials intended for the sole use of the intended recipient. Any review, use, distribution or disclosure is prohibited without authorization.

5 Curtis Hartmann Director, Product Management 5

6 Integrating Mobiles with all Carrier VoIP Models Mobile Only Hosted Fixed & Mobile Premises Fixed & Mobile Front Office Centrex on IP phone PBX/IP PBX BroadWorks Enabled Service Provider 6 Centrex features Centrex features on mobile on mobile Micro-business SME PBX features on mobile Mid-Large Enterprise

7 Who is BroadSoft? Industry-leading IP communications company for carriers 11 years old with 350+ employees in 21 countries Public Company (NASDAQ: BSFT) Products: BroadWorks Application Server, PacketSmart Innovator 100% focused on IP comms 1,200 person/yrs of investment Single app server for consumer consumer, business business, mobile mobile, IMS IMS, NGN Open extensibility (BroadSoft Xtended) Industry-Leading Ecosystem End-to-end solution with leading equipment partners Over 450 devices in interoperability program Over 3,700 BroadSoft Xtended developers Trusted Partner Collaborative technology and go-to-market approach Certified vendor status TL 9000 quality certification - Carrier grade reliability Adopted Globally 15 of top 25 Service Providers Over 425 customers in 65 countries Broad experience with: CLEC, ILEC, PTT, OLO, MNO, MVNO 7

8 How BroadSoft enables FMC for Wireline Operators SIP Interoperabililty (MNO, PBX, IAD, IP Phone) Industry s most deployed AS for IPC & SIP trunking Built-in FMC features MNO Partner Mobile Handset Clients Collaborative GTM support 8

9 The Last Communications Company A Small Business Will Ever Need. SM Vincent Zappa Senior Director, Mobile

10 Cbeyond Business Overview Managed Services Provider to Small Businesses Integrated suite of applications and services delivered to ~53,000 small business customers in 14 major U.S. cities Small business market not adequately served by incumbents Direct Selling Approach Consultative selling built on culture of referrals ~55 direct sales reps per market Sales model resonates well with entrepreneurs All IP Platform IP network affords application flexibility and advanced features Lower cost structure relative to traditional networks Integration of wireline, mobile and IT services Proven, Replicable Model Positive market-level operating cash flow typically within 2 yrs Positive free cash flow* typically within three years Predictable revenue and margin growth with each market launched Cbeyond s mission is to deliver big business IT and communications tools to small business at prices they can afford and we can deliver profitably. *Adjusted EBITDA less Capital Expenditures 10

11 Our Target Market The Small Business Entrepreneur Cbeyond s Customer Profile 250+ Enterprise ~20K Cbeyond s Approach to Sales & Marketing Direct Sales Force: 80% Indirect Partners: 20% ~$708 monthly ARPU 8 voice lines 14 employees 7.6 applications 3 year contract No telecom/it dept. 70% previously used the ILEC for voice <5 5 to 249 employees SMB (Small and Medium Businesses) SOHO 1.5 million (Top 25 U.S. cities) 3.5 M Regimented, consultative sales force ~55 sales reps per city Door to door prospecting Face to face, consultative selling Vertical marketing +30% of sales from referrals Community involvement Cbeyond serves entrepreneurs who value customer service and productivity enhancing applications over price. 11

12 FMC Product Strategies FMC will help Cbeyond to: 1) differentiate its services, 2) enable new revenues, and 3) reduce costs through improved operating efficiencies. 1 2 Mobile Extension Only Mobile-to-PBX Phone Layers Cbeyond IP Centrex like services onto mobile Configurable single number solution Single number can remain company asset SIM Ring / SEQ Ring / User defined call rules, etc. Call treatment managed entirely by Cbeyond Enablement of entire Cbeyond Mobile subscriber base Same as above including single number support Adds support for PBX phones (fixed DID) Unified voic , active call transfer Cbeyond Virtual Receptionist integration Most importantly our customers can have a unified experience across communication mediums. 12

13 Always Connected Fixed Mobile Convergence Laith ihzalzalah l Director Wireless Solutions

14 About Mitel A leading provider of communications Mitel NetSolutions - Complete local, solutions for large multi-site long distance, Internet access and enterprises, mid-sized corporations complex data network and wireless and small offices. offerings Operate from over 80 locations in over Solutions Include: 90 countries. Partner network of over 1,600 valueadded resellers. Using IP telephony as the enabler for business communications applications Local services PSTN and SIP services WAN technologies - MPLS, VPLS, Optical Ethernet Nationwide voice and data wireless services Our portfolio of solutions are highly scalable, secure, easily managed, and provide 360 degrees of convergence to our customers. Mitel Confidential slide 14

15 Simply Connected No Limits Single number reach One number, one mailbox, multiple devices Consistent dialing plan and feature set for both mobile and office desk phone Ability to move calls seamlessly and transparently between mobile and desk phones Extending UC features/applications to mobile devices Hold, transfer, conference, etc. Corporate Directory Presence Collaboration and Instant Messaging Communications With No Boundaries Mitel Confidential slide 15

16 Stefan Bewley Director, Altman Vilandrie & Company

17 Mobile Challenges for Fixed Line Carriers While the strategic imperative is clear, the successful introduction of mobile services to your commercial customer base is challenging Key Mobile Challenges for Fixed Line Carriers Sales Channel Alignment (Who?) Corporate liable purchasing Existing sales contact (e.g., IT vs. Office Manager) Product Differentiation (What?) Me-too mobile product Enhancements to core product Operational Expertise (How?) New operations: devices, fulfillment Existing operations: care, billing, tier 2 support Return on Investment (Why?) Standalone economics Upside benefits to core business Confidential Do Not Reproduce September 24,

18 AV&Co. Overview AV&Co. is a strategy consulting firm that focuses exclusively on the communications, media, smart grid, and related technology and investor sectors AV&Co. Communications and Media Client Ecosystem Company Overview Background Communications Companies Founded in Consulting Professionals Headquartered in Boston Technology &Media Companies Utility & Smart Grid Companies Investors Value Proposition Specialists in the Communications, Smart Grid, Media and Technology Sectors Fact-based, analytical approach to problem solving Deep economics and financial capabilities Investment firm expertise and perspective Confidential Do Not Reproduce September 24,

19 Always Connected - Strategies t for Fixed Mobile Convergence

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