1. Meet
XO Communications
Presented by Marc Cloutier,
Strategic Account Manager
Please call me at 1-877-295-8254
To learn more about XO services.
2. About XO Communications
• Leading nationwide provider of data and IP • Focus on business, large enterprise and
services wholesale customers
• Comprehensive portfolio of • Customers include more than 50% of the
communications, managed network and IT Fortune 500
infrastructure services • Leading brands across major industries
• Headquartered in Herndon, VA • Major cable, content, mobile wireless and
• More than 3,200 employees domestic/global telecommunications
• Annual revenues of more than $1.5B companies
Our Customers
Large Enterprise Mid-Market SMB Wholesale
Copyright 2012. XO Communications, LLC. All rights reserved. XO, the XO design logo, and all related marks are registered trademarks of XO Communications. 2
3. Why We’re Different
Delivering Value through a Superior Customer Experience
The Solutions You Want.
We provide the key IP communications, managed
network and IT infrastructure solutions your business
needs to accelerate performance, control costs and
simplify operations.
The Support You Need.
With XO you’re not just buying cutting edge
technology; you’re getting the people behind it. We
provide a dedicated account team, expert solutions
engineers, and online tools to ensure a consistent and
superior customer experience.
The Performance You Expect.
We’ve built one of the most advanced networks with the
performance, reliability and scalability your business
requires that is in the places you need us to be.
Copyright 2012. XO Communications, LLC. All rights reserved. XO, the XO design logo, and all related marks are registered trademarks of XO Communications. 3
4. Helping You Solve Today’s IT Challenges
With Solutions that Meet Your Key Needs
Reduced
Operational and
CapEX Budgets
Managing Increased Scaling the Network for
IT Complexity Voice, Video & Cloud
Improving Securing the
Performance Enterprise
Minimizing IT
Infrastructure &
Maintenance Costs
Solutions Enabling Your Business
Converged Networks | Unified Communications | SIP Trunking
Wide Area Networks | WAN Optimization | Security
Cloud Computing | Content Delivery Networks
Copyright 2012. XO Communications, LLC. All rights reserved. XO, the XO design logo, and all related marks are registered trademarks of XO Communications. 4
5. Comprehensive Services Portfolio
Robust Services with Simple Pricing to Meet Your Key
Communications, Networking and IT Infrastructure Needs
Internet connectivity and Voice, collaboration and Cloud computing, hosting Faster application and Network security and
intelligent networks. communications. and IT services. network performance. data protection.
Internet Access VoIP Hosted Exchange Applications Network Security
Ethernet Services SIP Trunking Web Hosting Performance Data Backup
Management
MPLS IP-VPN Hosted PBX Managed Servers
WAN Optimization
VPLS Web/Audio Virtual Machines
Conferencing Content Delivery
Private Line Storage Networks
Wavelength Contact Center / IVR
Colocation
Fixed Wireless Access
Copyright 2012. XO Communications, LLC. All rights reserved. XO, the XO design logo, and all related marks are registered trademarks of XO Communications. 5
6. Internet connectivity and
intelligent networks
• Dedicated Internet Access
• IP Transit
• Ethernet Access
• Ethernet Hub
• Ethernet Private Line
• MPLS IP-VPN
• Wireless Backup
• Managed Routers
• VPLS
• Private Line
• Wavelength
• Colocation
• Fixed Wireless Access
Copyright 2012. XO Communications, LLC. All rights reserved. XO, the XO design logo, and all related marks are registered trademarks of XO Communications. 6
7. Voice, collaboration and
communications
• XO IP Flex
• XO IP Flex with VPN
• SIP Trunking
• Enterprise SIP Trunking
• Managed SBC
• Hosted PBX
• Web & Audio Conferencing
• Interactive Voice Response
• Contact Center on Demand
• Mass Notification
Copyright 2012. XO Communications, LLC. All rights reserved. XO, the XO design logo, and all related marks are registered trademarks of XO Communications. 7
8. Cloud computing, hosting
and IT services
• Hosted Exchange
• Web Hosting
• Cloud Computing – Managed
Servers, Virtual Machines, Storage
Copyright 2012. XO Communications, LLC. All rights reserved. XO, the XO design logo, and all related marks are registered trademarks of XO Communications. 8
9. Faster application and
network performance
• Applications Performance Management
• WAN Acceleration
• Content Delivery Networks – Content
Caching, Web & Application Acceleration, Origin
Storage, Video Streaming
Copyright 2012. XO Communications, LLC. All rights reserved. XO, the XO design logo, and all related marks are registered trademarks of XO Communications. 9
10. Network security and
data protection
• Premise-Based Network Security
• Hosted Network Security
• Backup Services – Automated Online Data
Backup, Remote Disaster Recovery, and Laptop
Backup, Recovery & Data Security
Copyright 2012. XO Communications, LLC. All rights reserved. XO, the XO design logo, and all related marks are registered trademarks of XO Communications. 10
11. The XO Network
Superior Performance, Reach and Reliability
Copyright 2012. XO Communications, LLC. All rights reserved. XO, the XO design logo, and all related marks are registered trademarks of XO Communications. 11
12. The XO Network
One of the Industry’s Largest and Most Advanced IP Networks
Extensive Coverage
• 85 major metropolitan markets
across United States
• Global service delivery to 50+
countries on 5 continents
• 3,300 on-net buildings
• Ethernet access to hundreds of
thousands business locations
Robust Assets
• Tier 1 IP Network
• Built using advanced IP and optical
technology from
Ciena, Cisco, Infinera and Juniper
Networks
• 19,000 route mile inter-city miles
• 1 million metro fiber miles
• 50+ colocation facilities
• Fixed wireless spectrum in 80 major
metropolitan markets
Copyright 2012. XO Communications, LLC. All rights reserved. XO, the XO design logo, and all related marks are registered trademarks of XO Communications. 12
13. Customer Experience
Because Service Matters Most
Copyright 2012. XO Communications, LLC. All rights reserved. XO, the XO design logo, and all related marks are registered trademarks of XO Communications. 13
14. Providing a Total Customer Experience
A Dedicated Team of Professionals and Resources from End-to-End
Marc Cloutier,
Strategic, Account Manager
Designated Points of Contact
XO Business Solutions
Center Engineer Consistent Customer
Experience
Smooth Implementation for
Customer YOUR Project Every XO Service
Care COMPANY Manager
24x7 Customer Care
Representatives
Customer Portal and Online
Billing & Audit Service Tools to Manage Your Account
Manager Delivery and Services Easily
Client Services
Manager
Copyright 2012. XO Communications, LLC. All rights reserved. XO, the XO design logo, and all related marks are registered trademarks of XO Communications. 14
15. XO Customer Portals
Online Tools to Manage Your Account Anytime, Anywhere
Easy Account Management & Billing
• View, download and analyze bills and call detail reports
• Pay bills online via credit card or debit from your bank account
• Set up Autopay so bill payments are automatically deducted
each month
• Change billing address online
• Sign up for paperless billing and email payment reminders
• Designate four account access levels (including Master
Administrator)
Mobile Access
• Create repair tickets, view ticket status, and make ticket
updates from any web-enabled mobile device
24/7 Customer Care
• Initiate trouble tickets online 24/7
• Email requests or issues directly to a Customer Care agent
• Review current trouble ticket status or get notified by email
• Sign up to receive network outage and proactive maintenance
notifications
Online Service Management
• Configure features for your VoIP services
Network Visibility & Statistics
• Monitor performance on each Internet access circuit
Copyright 2012. XO Communications, LLC. All rights reserved. XO, the XO design logo, and all related marks are registered trademarks of XO Communications. 15
16. A Recognized Data & IP Services Leader
By Top Analyst and Research Firms
#1 Business VoIP & SIP Trunking Provider
• More than 1.3 million business VoIP end users. Recognized by Frost & Sullivan in 2010 and
2011 as the leading VoIP and SIP trunking provider (2011 North American Competitive
Strategy Leadership Award for VoIP Access and SIP Trunking).
Among Top 5 U.S. Business Ethernet Services Providers
• Ranked #5 U.S business Ethernet provider by Vertical Systems in terms of Ethernet port
market share (Year-End 2011 U.S. Business Ethernet LEADERBOARD).
Among Top 5 U.S Business Internet Service Providers
• Recognized by Frost & Sullivan in 2011 has having the fastest growth rate for business
Dedicated Internet Access services (2011 North American Competitive Strategy Leadership
Award for Retail DIA Services) and ranked #5 in terms of market share by revenue.
The Leading Competitive Services Provider (Gartner)
• In Gartner’s Critical Capabilities for U.S. Telecom Services report, XO is the highest ranked
competitive provider, ahead of CenturyLink, Level 3 and tw telecom, in terms of our product
portfolio and capabilities to support mid-size and large businesses.
• The 2011 Gartner Magic Quadrant highlights that has XO has made positive strides in
becoming a “full service enterprise carrier” and has “one of the industry's most straightforward
pricing models for IP services, especially when considering MPLS and SIP services.”
Copyright 2012. XO Communications, LLC. All rights reserved. XO, the XO design logo, and all related marks are registered trademarks of XO Communications. 16
17. A Trusted, High-Value Provider of IP & Data Services
Gartner Ranks XO as the #1 Competitive Services Provider to Support the
Critical Needs of Mid-Size and Large Enterprises
Gartner, Critical Capabilities for U.S. Telecom Services, December 6, 2011
Copyright 2012. XO Communications, LLC. All rights reserved. XO, the XO design logo, and all related marks are registered trademarks of XO Communications. 17
18. XO Financials
Focus on Data & IP Services
Revenue $1.53 billion
Revenue
EBITDA $189 million Data & IP
35% Services
65% Legacy TDM
Services
Capex $235 million
Sales
Cash Balance $63 million
10% Data & IP
Services
Long-Term Debt $60 million 90%
Legacy TDM
Services
All financial data is for FY 2011
Copyright 2012. XO Communications, LLC. All rights reserved. XO, the XO design logo, and all related marks are registered trademarks of XO Communications. 18
19. Committed to a Superior Customer Experience
Because It Matters Most
The Solutions You Want.
Comprehensive IP communications, managed
network and IT infrastructure solutions.
The Support You Need.
Our employees are passionate about providing
the best customer experience.
The Performance You Expect.
Our network has the proven performance, reliability
and reach to support the needs of the most
demanding businesses.
Copyright 2012. XO Communications, LLC. All rights reserved. XO, the XO design logo, and all related marks are registered trademarks of XO Communications. 19
20. Account Executive / Account Manager
Contact Information:
THANK YOU!
Marc Cloutier
Strategic, Account Manager
XO Communications
Boston, MA
Phone: (781) 693-3918
Mobile: (617) 860-3200
Email: marc.cloutier@xo.com
Copyright 2012. XO Communications, LLC. All rights reserved. XO, the XO design logo, and all related marks are registered trademarks of XO Communications. 20
Editor's Notes
Notes:Use this presentation to introduce XO Communications to existing customers as well as prospects. This presentation communicates XO Communications’ capabilities and our business strategy with a focus on delivering a superior customer experience. The presentation is designed to communicate the foundation of our brand. We differentiate ourselves by providing a superior customer experience that is based on the passionate commitment of our employees, our IP services expertise and the proven, reliable performance of our advanced network.
Purpose:This slide provides a high level overview of XO.Notes:XO Communications is a leading communications company headquartered in Herndon, Virginia (a suburb of Washington, DC). We offer a comprehensive portfolio of IP communications, managed network and hosted IT services over one of the most advanced networks in the industry. Our extensive network reach enables us to most major cities across the United States and can connect your business to more than 50 countries around the world. XO is a large company, but not too large. We have approximately $1.5 billion in revenue and more than 3,200 employees nationwide. We believe our size means less bureaucracy, which means we can act and make decisions faster to support our customers better.We are focused only on businesses and wholesale customers. We feel that many of our larger competitors don’t have that focus because they have to compete in many markets, like residential, wireless, small business, medium-business, enterprise and wholesale markets. Our customers include many of the most recognized brands, and more than 50% of the Fortune 500 has entrusted their mission-critical communications and networks to XO. We support companies across many major verticals, including financial services, healthcare, media & entertainment, retail and telecommunications industries.This success is all possible because of what everyone at XO is most passionate about - providing the best customer experience in the industry.
Purpose:This slide provides the central value proposition of XO: Solutions You Want. Support You Need.Notes:At XO Communications, we believe what makes us different and better is that we offer a superior customer experience. We do this by delivering:The Solutions You Want. We offer advanced data and IP solutions that are right for your business. Not only do we offer the key voice, network and IT infrastructure services your business needs, but we design our services to be flexible so you don’t have to change to work with us. All of our solutions are designed so you can easily converge services over one network with pricing that is simple and easy to understand.The Support You Need. With XO, you’re not just buying cutting edge technology; you’re getting the people behind it. That’s what we mean with “Support you need”. From day one, you have a dedicated account team and personal client services manager that is there to support you every step of the way – from the time we design your solution and through installation to our customer portal (the XO Business Center) and personal Client Services Manager to helping plan for your future needs.Lastly, we know it’s not just what we deliver that’s important, but how we deliver it. And that’s why we’ve built one of the most advanced networks in the industry. We’ve designed our transport and IP networks with the latest technology from Cisco, Ciena, Infinera and Juniper Networks. That’s why our network can support billion of minutes of VoIP traffic every month and is trusted to carry the internet traffic of the largest cable and mobile wireless companies. Whether your need basic connectivity for your branch offices, 40 Gbps connectivity for your data centers or application aware MPLS network services, we offer the performance your company needs.
Purpose:This slide is meant to begin the discussion with the prospect about some of the key challenges IT and network managers face and how XO’s solutions can help them address these challenges.Notes:Today’s IT departments are much different than they were five years ago, and so are the issues they face. According to analyst firms like Gartner, IT departments today are no longer support organizations; they critical to the success of any company’s business strategy. The “new IT” is now a main source of innovation, improving productivity and driving cost savings.But with the “new IT”, come a host of new challenges, like:Supporting more strategic business needs with reduced capital budgetsScaling the network to support a wider range of applications and services, like voice, video and cloud-based servicesEnsuring a secure corporate network that must support more devicesBeing as efficient as possible by minimizing IT infrastructure and maintenance costsEnsuring maximum performance even as more applications and services are put on the networkManaging an increasingly more complex IT infrastructureXO can help address these challenges with solutions that help you:Simplify network management with converged and hosted solutionsAccelerate application and network performanceBetter manage capital and operating costs with hosted, managed and cloud-based solutionsMove data faster with network services that are highly scalableProvide an easy, scalable and simple way to implement and manage a secure network infrastructure
Purpose:This slide is meant to introduce XO’s services and how our service categories are mapped simply to meet customers’ key communications, network and IT services needs.Notes:Our comprehensive portfolio of data and IP-based services is designed to meet your key business needs, including:Connecting your key operations and locations, whether they are across town, across the country or around the globeManaging growth through services that can scale easilyAchieving cost savings with services that optimize network performance or hosted solutionsSimplifying the deployment and management of voice and network infrastructure through converged solutionsAttracting and retaining customers through robust contact center services that help your customers get the information and support they needSecuring you key data and information from outside threatsOur services portfolio is mapped your key needs and consists of:XO Connect: these are services that range from Internet connectivity to intelligent network servicesXO Unify: from VoIP and SIP trunking to hosted PBX and contact center serivcesXO Compute: cloud computing and web hostingXO Accelerate: services that help accelerate the performance of your applications, network and web siteXO Secure: services that secure your network and data
Purpose:This slide is meant for you to discuss in more detail the specific services in the XO connect category.
Purpose:This slide is meant for you to discuss in more detail the specific services in the XO unify category.
Purpose:This slide is meant for you to discuss in more detail the specific services in the XO compute category. Our cloud computing services are developed and delivered by Concentric Cloud Solutions, an XO company.
Purpose:This slide is meant for you to discuss in more detail the specific services in the XO accelerate category. WAN Acceleration will be available in Q4 2012. Our CDN services are developed and delivered by Concentric Cloud Solutions, an XO company.
Purpose:This slide is meant for you to discuss in more detail the specific services in the XO secure category.
Purpose:This slide is meant to provide a high level overview of the XO network, including our IP network and metro/long haul transport networks.Notes:XO operates of one of the largest, most advanced IP networks in the world. In the U.S., we have #3 IP network; globally, our IP network is among the top 13. (Source: Renesys)Our network has extensive metro, nationwide and global coverage. Our network assets and coverage include:85 major metropolitan marketsService delivery to 50 countries on five continents19,000 route mile nationwide long haul fiber networkNearly one million metro fibers milesAnother key capability of our network is that we can connect your locations using a wide range of access technologies, from fiber and Ethernet over copper to fixed wireless.
Purpose:This slide provides an introduction to the XO customer experience and how XO provides a better customer experience through a dedicated team of knowledgeable experts.Notes:We understand that there are choices when it comes to technology and service providers. But at the end of the day, you’re not just buying services and technology. You are buying the people and support behind it.XO is passionate about is providing a better experience for our customers. This is based on building lasting partnerships with our customers by providing the right services and, most importantly, giving you a dedicated team of professionals that are committed to the success of your business. That is what we mean by “Solutions you want. Support you need.” Our approach is based on developing a keen understanding of your needs, designing the solution that is right for your business, and delivering a consistent and superior customer experience.How do we do it?Account Executive &Solutions Engineer – Our partnership begins with your initial interaction with our sales and solutions engineering teams. Together, they work to understand your business and your immediate needs, while developing solutions that are forward-looking and can scale as your needs grow or change.Project Manager – Our project management team works with all internal groups across XO and works with you to ensure a seamless and smooth implementation of your solution.Service Delivery – Once your solution is designed, our service delivery teams work tirelessly to install, test and make sure your solution performs as it should, based on the delivery date XO has determined with you.Client Services Manager – From day one, your XO Client Services Manager is your dedicated XO advocate who is responsible for managing your needs and acting as your voice across the organizations within XO that support your services. The XO CSM regularly reviews your account with you to ensure we are meeting your expectations and identifies any future needs you may have.Billing & Audit Manager – We understand how your costs impact your bottom line, and our billing and audit teams can help provide an accurate and complete understanding of billing data and processes.Customer Care – Our customer care agents are available 24x7 when you need immediate attention to any account or service issueXO Business Center & Online Tools – Our customer portal, the XO Business Center, and online customer tools give you the self-service management capabilities and direct access to your account information. With the XO Business Center, you have a complete picture of account and services, including information about contract details, billing information, status of trouble tickets, and tools to help you manage your VoIP services. You can also receive notifications and monitor network performance. These capabilities give instant access from anywhere and anytime at no cost.In addition to these dedicated account resources and tools, XO also makes it easy to do business with us through easy to understand contracts, simple pricing, and Service Level Agreements with the highest levels of performance.
Purpose:This slide provides an overview of the XO Business Center and online tools for customers to manage their accounts anytime, anywhere.
Purpose:This slide presents information on how XO is ranked in the industry.
Purpose:This slide shows how Gartner has ranked XO as the #1 alternative to the large, incumbent telecommunications companies.Notes:Gartner, which is one of the most respected research and consulting firms, recently (Dec 2011) rated XO the top competitive services provider; only AT&T, Verizon and Sprint were ranked ahead of XO. XO was ranked ahead of CenturyLink, Level 3, and tw telecom as well as the former Global Crossing and Paetec.This Gartner report (“Critical Capabilities for U.S. Telecom Services”) evaluated providers based on seven categories. XO was the top competitive service provider in terms of:Our overall ability to meet the communications and networking needs of businessesProduct portfolioOur ability to meet the communications and networking needs of mid-sized businessesOur ability to meet communications and networking of large businesses.This is a great endorsement of XO’s ability to support the needs of your company.
Purpose:This slide presents an overview of XO’s financial performance.Notes:In 2011, XO generated revenues of $1.53 billion. Our total revenue grew year over year, and revenue from our data and IP services grew by more than 11%.With $235 million in capital expenditures, this demonstrates that we are investing significant amounts of money in expanding our network capabilities, new services and better systems – all to better serve our customers.We have a strong balance sheet, which is demonstrated by how little debt we have as a company. Many of our competitors of similar size have billions of dollars in debt. This means we have the ability to invest our capital in better serving our customers vs. paying off debt.Our financials demonstrate that XO is focused on next generation data and IP services. We generate a majority of our sales and revenues from these services. This is important because, unlike the large telecom companies that still generate and must protect their legacy TDM services revenue, XO is focused on offering you new and more innovative services that have a greater potential to help you improve performance and control costs.
Purpose:This is a summary slide to restate the XO value proposition.
