Selling Strategies and Future Direction for NetVanta Unified Communications Solutions. Samir Kakkar IPT/UC Product Manager 11/16/10

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1 Selling Strategies and Future Direction for NetVanta Unified Communications Solutions Samir Kakkar IPT/UC Product Manager 11/16/10

2 2 Why are we here today? Selling strategies for NetVanta Unified Communications Products Finding innovative ways to compete Super-sizing your opportunities Not just PBX replacement anymore Future Direction for NetVanta Unified Communications Products We re here to listen: what s working for you and your business?

3 3 Market Opportunity Market Opportunity is HUGE! UC / VoIP Industry to Grow to $60 Billion Worldwide Market by 2014.** CPE UC/IPT to grow to $13 Billion Worldwide Market by 2014.** Pull through revenue: for every $1 spent on UC, $3 is spent on complimentary equipment Handsets, switches, routers, gateways, servers, wireless revenue Services opportunity Applications developed and deployed by the partner and/or ADTRAN Partner becomes more strategic to customer **Infonetics Research 2010

4 4 ADTRAN and the UC Market 75 2,000 users per location NetVanta Enterprise Communications Server Centralized messaging & UC & telephony administration Process -Centric applications (CEBP) NetVanta Business Application Server Sold by ports not users users per location Add UC to Existing PBX NetVanta Business Communications Server Or 7100/7060 Centralized messaging & UC, data networking Basic voic , data networking Unified Communications Prospect NetVanta Unified Communications Server UC for 3 rd party PBXs

5 5 IP Communications Platform x NetVanta 7100

6 Entry-Level SME Solution for up to 100 Users Adtran, Inc All rights reserved 6 Telephony IP PBX Voic Multi-Level Auto Attendant SIP, PRI, Analog trunks SIP, Analog Phones Call Queuing Find Me / Follow Me Voice Quality Monitoring Much more Data Full featured IP router 24 Port Power Over Ethernet switch Statefull Inspection Firewall (7100 only) VPN aggregation (7100 only) Provides Quality of Service (QOS) NetVanta 7060/7100 IP Communications Platform ADTRAN SIP Phones

7 Enhanced SME Solution for up to 100 Users Adtran, Inc All rights reserved 7 NetVanta BCS is a bundle that combines the power of the NetVanta 7000 with the advanced unified communications capabilities of NetVanta UC software NetVanta Business Communications System (BCS) NetVanta 7000 NetVanta UC software, designed to run on Microsoft Windows Server, adds advanced UC features like Unified Messaging and much more! NetVanta 420 Server Turnkey computer hardware platform that combines Microsoft Windows Server 2008 with NetVanta UC Server software pre-installed Supports up to 420 users $17 per user! NetVanta UC Server

8 Single-Site and Distributed Enterprise Solution Software-based solution designed for Microsoft Windows Server platforms Provides a complete SIP-based PBX and advanced unified communications functionality Designed for single-site and distributed enterprise customers Supports 75 to 2000 users per server Tight integration with the Microsoft ecosystem Redundancy and survivability for Five 9 s Hardware agnostic NetVanta Enterprise Communications Server Adtran, Inc All rights reserved 8

9 Unified Communications for 3 rd Party PBXs Adtran, Inc All rights reserved 9 Software that adds unified communications capabilities to one or more existing PBXs: Blend and Extend NetVanta 7060/7100 3rd party PBXs from Avaya/Nortel, Mitel, Cisco, NEC, Panasonic, etc Supports multi-site implementations Centralized messaging and UC administration Add UC to existing or net new customers NetVanta Unified Communications Server

10 10 NetVanta UC End-User Experience True unified messaging (voice and fax), desktop faxing, Outlook contact integration, integrated messaging, personal call control, click-to-dial*, and audio conference bridge*

11 11 NetVanta UC Administration Experience Fast Automated Wizard Based Deployment (< 15 minutes/user) Active Directory Integration Day-to-day UC profile management Single sign-on/delegation of control Plug-ins for Microsoft Management Tools (AD, SBS, EBS console) Also works in standalone non-ad and non IT environments Auto-provisioning of SIP phones* Drag and drop service creation environment ODBC Database Integration Paging server VM Class of Service Multiple message store and PBX integration

12 12 New Revenue Opportunities Connecting to customers and their needs Inbound & Outbound IVR Text to Speech Database Integration Notification services Paging and alerting Call redirection Solutions can be implemented into almost any environment! Many addressable vertical markets Low TCO and fast ROI Health Care General Business Education Real Estate

13 13 Business Process Automation Solution Point solution for business process automation NetVanta Business Applications Server Differs from other solutions because this solution is sold by the number of connections to the application server no users (non expandable) Major features: inbound/outbound IVR, outbound dialing/notification, audio conference server, fax server Scalability: up to 200 simultaneous calls on a single server

14 14 Drag and Drop Service Creation Automation of inbound customer service tasks and outbound notification campaigns is accomplished using a drag and drop interface! Maintain and improve your own IVR services! No programming skills required! Integrates with your corporate databases!

15 15 Example Solution Call Flow 2. NetVanta UC Server polls database for customer invoice and speaks back expected delivery date. Customer selects option to receive a fax copy of their invoice. 3. NetVanta UC Server faxes copy of invoice to telephone number in customer record. NetVanta UC 1. Customer calls the purchase order hotline, enters invoice number. 4. NetVanta UC Server reminds customer that there is an amount outstanding for their account: customer transfers to billing department call queue.

16 Demonstration Adtran, Inc All rights reserved 16

17 17 NetVanta 7000 Key Differentiators SME solution: all in one office in a box. 5 year warranty. Low price point. Free technical support for certified resellers. Key system emulation. Form factor (rack or wall mountable). Business Communications System: end-to-end networking and unified communications solution!

18 NetVanta UC Software Key Differentiators Adtran, Inc All rights reserved 18 NetVanta UC provides true Unified Messaging (UM). NetVanta UC can provide unified communications capabilities for multiple, disparate 3rd party PBXs across different geographic locations: no need to rip and replace. NetVanta UC products include a Fax Server. The NetVanta UC drag-and-drop service creation environment is unparalleled in power and simplicity. NetVanta UC has true Microsoft Active Directory integration capabilities. NetVanta UC can support multiple message stores simultaneously.

19 19 Real Value with ADTRAN Scalable, robust UC solutions that can grow with your business Single-source, reliable company that supports you beyond your expectations Distributed architecture, multi-site support Open-standards SIP, not proprietary All-in-one solutions = simplicity and affordability

20 20 Future Direction Q1/2011 UC Presence Application Telephony Presence Basic Call Control from the Desktop Instant Messaging Next Phases: Desktop Presence, Screen Pops

21 Questions, Open Discussion Adtran, Inc All rights reserved 21

22 22 Unified Communications? Unified Messaging CEBP Instant Messaging Voic Fixed-Mobile Convergence Voic to Tele-presence Calendaring Mashups IP Telephony White boarding Conferencing File Sharing Social Networking Find-me, Follow-me Text-to- Speech Presence

23 23 What is Unified Communications Unified Communications* Telephony Conferencing Messaging Instant Messaging/Presence Clients Business Enablement Communications Enabled Business Processes (CEBP) Consolidated Administration SMB Products Translates well to SMB The business definition of UC is somewhat simpler: Communications integrated to optimize business processes. *Source: Gartner Critical Capabilities for Unified Communications, August 10, 2009

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