POSITIONING AND SELLING UNIFIED COMMUNICATIONS Powered by esna technologies Inc.

Payoff Look at how your customers are buying today and how that impacts you as sales professionals – better sales cycles How can you differentiate yourself, your company and product offerings – competitive advantage Understand New ideas for positioning UC as a business solution for you account base – Increase sales

Look at how your customers are buying today and how that impacts you as sales professionals – better sales cycles

How can you differentiate yourself, your company and product offerings – competitive advantage

Understand New ideas for positioning UC as a business solution for you account base – Increase sales

How do you sell? Rethinking the Sales Force (Neil Rackham and John De Vincentis, McGraw Hill ) Main Concept – Sales people need to create value as part of the sales process – for them and the company to survive What are your doing today to create value within you account base? Why is this important?

Rethinking the Sales Force

(Neil Rackham and John De Vincentis, McGraw Hill )

Main Concept – Sales people need to create value as part of the sales process – for them and the company to survive

What are your doing today to create value within you account base?

Why is this important?

Value Creation – Why it’s important The Average Fortune 500 company has reduced its supplier base by 50% with plans for an additional 25-23% Over a 6 year period Xerox cut its number of suppliers from 18,000 to less than 500 One Corporation that had relationships with 30 banks now deals with 7 and plans to reduce that number to 3 What do you think this means to your business?

The Average Fortune 500 company has reduced its supplier base by 50% with plans for an additional 25-23%

Over a 6 year period Xerox cut its number of suppliers from 18,000 to less than 500

One Corporation that had relationships with 30 banks now deals with 7 and plans to reduce that number to 3

What do you think this means to your business?

The 9x Effect CONSUMERS Skeptical about new product performance Don’t see the need for it Satisfied with existing product See what they already own as the status quo COMPANIES Convinced the innovation works See the need for it Dissatisfied with existing substitute View the innovation as the benchmark Overweight incumbent product’s benefits Overweight new product’s benefits x3 x3 x9

CONSUMERS

Skeptical about new product performance

Don’t see the need for it

Satisfied with existing product

See what they already own as the status quo

COMPANIES

Convinced the innovation works

See the need for it

Dissatisfied with existing substitute

View the innovation as the benchmark

Capturing value from innovation EASY SELLS SMASH HITS SURE FAILURES LONG HAULS LOW LOW HIGH HIGH Degree of product change involved Degree of behavior change involved

Supplier segmentation matrix Low High High Strategic or cost importance of supplier’s product Difficulty of substitution or obtaining alternatives Leverage size Partner Shop Manage risk

Supplier segmentation matrix Low High High Strategic or cost importance of supplier’s product Difficulty of substitution or obtaining alternatives Leverage size Partner Shop Manage risk Enterprise Selling Consultative Selling Transactional Selling

Better to be last than second – the sunk costs of unwinnable deals Resources Expended Last Place – qualified out / first loser Third Place Second Place Winner – revenue generated

Adding value to the selling effort Balance Reciprocal level of investment Transactional Selling Strip cost Low High High Investment by Supplier Investment by Customer WASTE Over-resourcing RISK Competitive Vulnerability Enterprise Selling Create Extraordinary value Consultative Selling Create new value

The Transactional Sale You can approach transactions in four different ways: Create new value Distinctive offering Adapt Reengineer you sales approach – Strip out sales and related cost Make the Market Profit from the transaction itself in addition to or in place of the profit for the products you sell Exit Disengage from the segment, product or customer type

You can approach transactions in four different ways:

Create new value

Distinctive offering

Adapt

Reengineer you sales approach – Strip out sales and related cost

Make the Market

Profit from the transaction itself in addition to or in place of the profit for the products you sell

Exit

Disengage from the segment, product or customer type

The Consultative Sale You can create value in different ways: Help your customer understand their problems, issues and opportunities in a different way Help customers arrive at new or better solutions to the problem than they would have discovered on their own Act as a customer advocate inside the supplier organization

You can create value in different ways:

Help your customer understand their problems, issues and opportunities in a different way

Help customers arrive at new or better solutions to the problem than they would have discovered on their own

Act as a customer advocate inside the supplier organization

CPOV Customer Point Of View Your value in the sales cycle is directly proportionate to the customers perception of you, your company and your products

Customer

Point

Of

View

Your value in the sales cycle is directly proportionate to the customers perception of you, your company and your products

What is Unified Communications? Communication services /applications designed to optimize and streamline core business processes Improves the way individuals, groups, and organizations communicate, collaborate and interact Unifies access to multiple modes of internal and external communications, simplifies the access and process to communicate with existing process Offers up the ability to enable communications and collaboration within core business applications within your business process- It will reduce and or eliminate human latency within the process

Communication services /applications designed to optimize and streamline core business processes

Improves the way individuals, groups, and organizations communicate, collaborate and interact

Unifies access to multiple modes of internal and external communications, simplifies the access and process to communicate with existing process

Offers up the ability to enable communications and collaboration within core business applications within your business process-

It will reduce and or eliminate human latency within the process

Enterprise Communications Current end-user experience Multiple communication methods and devices Different interfaces and technologies Lack of integration or simplicity to access and use effectively Cell Phone Voice Mail Desk Phone Fax E-Mail Conferencing

Multiple communication methods and devices

Different interfaces and technologies

Lack of integration or simplicity to access and use effectively

Today’s Business Environment What customers are telling us Communications tools don’t work well together Multiple directories are inconvenient Switching between tools is awkward PC and phone are not integrated Can’t access data from many locations and devices Phone Web browser Mobile device Computers are disconnected from communications tools Hard to transfer data between PC and other devices No integration between devices and PC applications Time-consuming to transition from PC to other devices

Communications tools don’t work well together

Multiple directories are inconvenient

Switching between tools is awkward

PC and phone are not integrated

Can’t access data from many locations and devices

Phone

Web browser

Mobile device

Computers are disconnected from communications tools

Hard to transfer data between PC and other devices

No integration between devices and PC applications

Time-consuming to transition from PC to other devices

Communication is too complex & Costly! The average small-to-medium-sized business (SMB) uses 6.4 types of communication devices and 4.8 communications applications, according to a 2006 study by Sage Research, and the study also reported that more than 50% of employees use multiple methods to contact someone. Communications in most offices is too complex to be efficient or effective! Complexity causes Chaos! The key is to deliver simplicity!

Current UC market place Technology and applications are mature and exceed customer adoption for several reasons: Lack of awareness around presence and its business value Complexities of best practices around implementation & adoption are not clearly defined Investment around current infrastructure limits what can be deployed and Fear of perceived requirement of replace vs. retrofit Soft ROI calculations- productivity UC is currently justified based on personal and group productivity gains revolving around mobility and messaging

Technology and applications are mature and exceed customer adoption for several reasons:

Lack of awareness around presence and its business value

Complexities of best practices around implementation & adoption are not clearly defined

Investment around current infrastructure limits what can be deployed and Fear of perceived requirement of replace vs. retrofit

Soft ROI calculations- productivity

UC is currently justified based on personal and group productivity gains revolving around mobility and messaging

Emerging Services of UC

esnatech’s Investment Themes Unified Communications end-user experience Integrated communications tools Integrated e-mail, presence, IM, voice Seamless transitions between modes Wide range of devices Anywhere access From any telephone From any Web browser From Mobile devices Communicate from core applications Rich presence throughout GroupWare applications/services Ability to find right person and use right mode Shared context and content

Integrated communications tools

Integrated e-mail, presence, IM, voice

Seamless transitions between modes

Wide range of devices

Anywhere access

From any telephone

From any Web browser

From Mobile devices

Communicate from core applications

Rich presence throughout GroupWare applications/services

Ability to find right person and use right mode

Shared context and content

Communicate from within Applications Throughout business applications Integral presence Communicate and share content Click to communicate within web based and non web based business applications Reply to e-mail with real-time communication Communicate based on presence and location Keep conversation history Schedule conferences Extend LOB applications Information Workers waste 30 minutes per week in phone tag; for 50% of calls Information Workers make, they have to look up the phone number. — Harris, June 2006

Throughout business applications

Integral presence

Communicate and share content

Click to communicate within web based and non web based business applications

Reply to e-mail with real-time communication

Communicate based on presence and location

Keep conversation history

Schedule conferences

Extend LOB applications

Anywhere Access Take your office on the road Encrypted signaling and media No VPN required Optimized for variable conditions Extending Unified communications Laptop Web browser Innovative IP phones Mobile devices Web applications By 2007, “telework” will be practiced by more than 60 million people. — Gartner

Take your office on the road

Encrypted signaling and media

No VPN required

Optimized for variable conditions

Extending Unified communications

Laptop

Web browser

Innovative IP phones

Mobile devices

Web applications

What does the Competition offer Communication manager/IP Office Modular Messaging UC Speech access Avaya OneX Mobile server Third party applications- Fax/SMS/IVR/CTI Call Manager/CMXpress Unity Voice mail Personal assistant Telepresence server Speech connect services Third party applications- Fax Many applications Many servers Complexity Increasing technical capacity of the channel Solutions are Costly Require lots of overhead

Communication manager/IP Office

Modular Messaging

UC Speech access

Avaya OneX Mobile server

Third party applications- Fax/SMS/IVR/CTI

Call Manager/CMXpress

Unity Voice mail

Personal assistant

Telepresence server

Speech connect services

Third party applications- Fax

Many applications

Many servers

Complexity

Increasing technical capacity of the channel

Solutions are Costly

Require lots of overhead

Key differentiators to Esnatech UC Single server solution for: Enterprise Mobility Unified messaging Computer telephony integration Rich Presence Event notification IVR

Single server solution for:

Enterprise Mobility

Unified messaging

Computer telephony integration

Rich Presence

Event notification

IVR

Key differentiators to Esnatech UC Single server solution delivers economy of scale Application management Investment in hardware and applications Integration of Mobility, Messaging, and Presence for complete Unified Communications solutions

Single server solution delivers economy of scale

Application management

Investment in hardware and applications

Integration of Mobility, Messaging, and Presence for complete Unified Communications solutions

esnatech Solution to Business Communications

Solutions to Improve your business

What to look for in UC platforms Support for OPEN Standards Ensures present and future interoperability!

Support for OPEN Standards

Ensures present and future interoperability!

What to look for in UC platforms Ease of integration with…

Ease of integration with…

What to look for in UC platforms Scalability to meet current and future requirements 4-800 voice ports Portability across Operating systems Windows, Linux, MAC Security Emulating email security Meeting Compliance issues- HIPPA, Sarbanes API for customization Interface access to office portal or enterprise CRM

Scalability to meet current and future requirements

4-800 voice ports

Portability across Operating systems

Windows, Linux, MAC

Security

Emulating email security

Meeting Compliance issues- HIPPA, Sarbanes

API for customization

Interface access to office portal or enterprise CRM

What to look for in UC platforms Future proof your investment Support for future Fixed to Mobile convergent needs Integration of Instant messaging and text messaging Building integration to SMS, and MMS application for field resources Integration of UC with future mobile messaging roll outs. Interface access to office portal or enterprise CRM Ability to retrofit vs replace

Future proof your investment

Support for future Fixed to Mobile convergent needs

Integration of Instant messaging and text messaging

Building integration to SMS, and MMS application for field resources

Integration of UC with future mobile messaging roll outs.

Interface access to office portal or enterprise CRM

Ability to retrofit vs replace

UNIFIED COMMUNICATIONS Unify and simplify business communications! esna technologies Inc.