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 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 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.
INTRODUCTIONDustin PuccioEnterprise Account Executive12 years telecom experience7 years with XOExperience with SMB and Enterprise customers
AGENDAXO INTRODUCTIONXO NETWORKCUSTOMER EXPERIENCEFINANCIALSTHE XO DIFFERENCE – WHY XO
About XO Communications• Established in 1996 • Comprehensive portfolio of communications,• Headquartered in Herndon, VA managed network and IT infrastructure• Annual revenues of more than $1.5B services• More than 3,200 employees • Focus on business, large enterprise and wholesale customers• Serving 85 Major Markets • Customers include more than 50% of the Fortune 500 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. 4
Why We’re DifferentDelivering 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. 5
Helping You Solve Today’s IT ChallengesWith Solutions that Meet Your Key Needs Reduced Capital 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. 6
Comprehensive Services Portfolio Robust Services with Simple Pricing to Meet Your Key Communications, Networking and IT Infrastructure NeedsInternet connectivity and Voice, collaboration and Cloud computing, hosting Faster application and Network security andintelligent networks. communications. and IT services. network performance. data protection.Internet Access VoIP Hosted Exchange Applications Network SecurityEthernet Services SIP Trunking Web Hosting Performance Data Backup ManagementMPLS IP-VPN Hosted PBX Managed Servers WAN OptimizationVPLS Web/Audio Virtual Machines Conferencing Content DeliveryPrivate Line Storage NetworksWavelength Contact Center / IVRColocationFixed 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. 7
The XO NetworkSuperior Performance, Reach and ReliabilityCopyright 2012. XO Communications, LLC. All rights reserved. XO, the XO design logo, and all related marks are registered trademarks of XO Communications. 8
The XO NetworkOne of the Industry’s Largest and Most Advanced IP NetworksExtensive Coverage• 85 major metropolitan markets across United States• 19,000 inter-city route miles• 1 million metro fiber miles• 3,300 on-net buildings• Global service delivery to 50+ countries on 5 continentsRobust Assets• Tier 1 IP network• 6 terabit over our intercity LH pathways• Powered by Ciena, Cisco, Infinera and Juniper Networks• 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. 9
Customer ExperienceBecause Service Matters MostCopyright 2012. XO Communications, LLC. All rights reserved. XO, the XO design logo, and all related marks are registered trademarks of XO Communications. 10
Providing a Total Customer Experience A Dedicated Team of Professionals and Resources from End-to-End Local Account Team Designated Points of Contact XO Business Solutions Center Engineer Smooth Implementation for Every XO Service 24x7 Customer CareCustomer YOUR Project Representatives Care COMPANY Manager Customer Portal and Online Tools to Manage Your Account and Services Easily Billing & Audit Service Manager Delivery 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. 11
XO Customer PortalsOnline Tools to Manage Your Account Anytime, AnywhereEasy 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 device24/7 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 notificationsOnline Service Management• Configure features for your VoIP servicesNetwork 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. 12
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 ServicesLong-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. 13
Committed to a Superior Customer ExperienceWhy XO? 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. 14
Contact InfoDustin PuccioEnterprise Account ExecutiveDirect: 781-693-3977Mobile: 617-304-8522Fax: email@example.com Trapelo Rd.Suite 397Waltham, MA 02451 Copyright 2012. XO Communications, LLC. All rights reserved. XO, the XO design logo, and all related marks are registered trademarks of XO Communications. 15