CONTEXTUAL COLLABORATION IN BUSINESS APPLICATIONS

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1 CONTEXTUAL COLLABORATION IN BUSINESS APPLICATIONS Emil Galabov, Head of Product Development 16 November 2015

2 INTRODUCTION

A fast growing and dynamic European IT services provider with over 500 FTEs Completely channel and partner driven Smart shore delivery model Our mission is to support

3 A fast growing and dynamic European IT services provider with over 500 FTEs Completely channel and partner driven Smart shore delivery model Our mission is to support and increase the competitiveness of partner companies in the advanced markets ABOUT BULPROS Office locations: USA, Bulgaria, Germany, Poland Santa Clara Chicago Las Vegas

4 BULPROS is strongly focused on Cisco: Cisco Advanced Services Partner Member of the Cisco Developer Network Technology focus - the full spectrum of IT lifecycle services: Enterprise software development and integration services Infrastructure and Cloud Services IT support and customer services ABOUT BULPROS Office locations: USA, Bulgaria, Germany, Poland Well defined topics: Enterprise social and collaboration Cloud & Mobile Big Data & Analytics Certified Process and Quality ISO 9001:2008 Certified for IT Services and Support Certified agile software development methodologies

5 VALUE PROPOSITION

6 BULPROS value proposition Bridge the gap between business productivity systems and the communication infrastructure. Access to real-time communication in business applications is limited, and this requires users to switch frequently between applications to accomplish a single task. The Jabber connectors integrate real-time communication where enterprise users value them the most - inside the business processes. Such integration enables presence information, IM, audio, video and conferencing for direct communication between existing collaboration endpoints.

7 Contextual integration vs. standalone apps Jabber Connectors Desktop Application Browser or Mobile App IM & Presence Voice and Video Virtual Meetings Business processes Unified UX Lifecycle management Exceptional Supported Conditional Missing

8 SOLUTIONS

9 Solutions The Jabber Connectors Suite brings Cisco Unified Communications into productivity systems and business applications. This includes Presence, IM, Voice/Video and WebEx Meetings. On-premise offering: SharePoint 2013 IBM Notes IBM Connections SAP Portal Cloud offering: Office365 IBM Connections Cloud SAP JAM Google Apps (Q4/2015)

10 Reference Architecture The Jabber connectors across all platforms have been built using standardized approach.

11 Solution Pricing and Partner Profitability Simplified licensing model based on annual subscription. License bundles of 250 seats Annual subscription at 1,000 EUR per bundle per year Volume discounts up to 30% based on numbers of seats Cross-selling discount of 20% for multiple connectors Indicative pricing for Jabber and WebEx connectors for SharePoint: Number if seats 5,000 Number of bundles 20 Volume discount 20% (valid above 5,000 seats) Cross selling discount of 20% for 2 connectors Annual subscription fee after discounts 24,000 EUR Reseller fee up to 30% calculated on the final price.

12 Framework reseller agreement Pre-Sales & Sales support via dedicated Account Manager Partner on-boarding covering training on: Product pre-sales & sales Engagement Model Deployment First & Second level support BULPROS - entirely channel sales organization Technical support during pilot and production deployments Application (third-level) support

13 Case Studies Automotive Retail Logistics Education German automotive 3 rd biggest German retailer Global logistics company EU Project supplier employees employees users involved employees Solution: Solution: Solution Solution: Decision for Cisco by an end2end user-experience coupled with their enterprise social strategy. Decision for Cisco, Jabber integrating to their productivity system, enterprise social strategy and mail system. Supporting a dual strategy namely SharePoint for asynchronous, Cisco for synchronous collaboration. Enable students, teachers and professors from multiple institutions to collaborate over Video/Voice and IM. IBM Connections SAP, IBM Connections, Notes SharePoint IBM Connections

14 222 West Merchandise Mart Plaza Chicago, IL 60654, USA Nikolai Tagarov Business Park Sofia, build. 4, fl. 5 Sofia 1766, Bulgaria Emil Galabov emil.galabov@bulpros.com CONTACTS Friedrich-Ebert-Anlage 35-37, Tower Frankfurt am Main, Germany Irina Mavrova irina.mavrova@bulpros.com

15 THANK YOU!

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