Enterprise Business Development

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1 Communications Anywhere, Anytime. Enterprise Business Development Tri-State Telecommunications Conference August 1, 2013 Sam Warren InComtelecom.com

2 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

3 Industry/Market Trends (Infonetics, Channel Partners Surveys) VoIP has moved from early adoption to mainstream VoIP adoption has increased 9% from 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)

4 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 Costs Focus on Core Business Voice Video Voice mail to Mail Presence I.M. Mobility E-fax Directory Conferencing

5 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 markets Underserved SMB 5-50 seats

6 Cloud Providers Several large Cloud providers 8/8, Ring Central, Accessdirect, etc Bring your own bandwidth approach Challenge competing with local due to latency, installation and tech support Lack of WAN/LAN Assessment VoIP is only as good as the Network it resides on

7 Strengths Voice/DATA Carrier: Rich history Customer Service Tech Support Weaknesses Fragmentation Sales Marketing Opportunities Increase Revenue Diversification Attrition Prevention Meet Market Demand Positioning for growth Threats Lost Revenue Competition---Limited barriers to entry

8 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

9 Significant Demand for Cloud Services 26% growth per year (5 years) Opportunities Multi-site locations seats Underserved markets (Metro bedroom communities) Realign business model to exploit market demand/trends

10 To successfully Roll-Out Hosted VoIP/U.C. Requires a Team Project Manager Sales/Sales Engineer Marketing Network Engineers Provisioning Installation Technicians Customer Service Billing Accounting

11 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

12 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

13 Why Hosted Business? Economics Cheaper solution to acquire and operate Smarter Outsource and focus on your core business Power Mobility: work anywhere, U.C. Increase productivity Scalable Failover (Disaster Recovery)

14 Benjamin Franklin s Decision-Making Process Frame decision; list pro s and con s; evaluate pros and cons Arrive at your decision Questions Do I have the resources? Strengths? Personnel? Partners? Service Provider Decisions Align Strategy to Strategic Goals Commit 100%

15 Communications Anywhere, Anytime Questions???? Thank You! IncomTelecom.com

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