Darren Knapp is a Key Accounts Manager at Polycom who discusses the growing VoIP market and why physical phones are still important for hosted UC solutions. He notes the VoIP market is expected to grow to $9.35 billion by 2019. While management often wants to consolidate devices, many end users prefer physical phones for their audio quality, ease of use, and ability to complete a work space. Polycom's VVX phones address this need by offering more features at a lower price point than other solutions. Knapp emphasizes that the device matters and partners should offer a great solution like the VVX.

1. June 19, 2014

2. Confidential and Proprietary. Subject to Non-Disclosure Agreement.
• Device Matters When Delivering Hosted UC
• Darren Knapp, Key Accounts Manager, Polycom, Inc.
• ANPI News
• Q&A
2

3. Confidential and Proprietary. Subject to Non-Disclosure Agreement.
Darren Knapp is a Key Accounts Manager at Polycom, Inc. for the
Cloud & Service Providers Team
• He has 16 years of Telecom experience including co-founding,
building, and selling his share of a multi-million dollar ISP/ITSP
Reseller business. He also has experience in International
Business and launched a VoIP Sales and Support call center in
Costa Rica in 2009
• Darren admits he has enjoyed a non-conventional career path
that started out as a world-touring musician in the 90’s. “I
traveled the world and had a great time, but realized a career
change might be in order if I wanted to make some money,”
Knapp shares with a smile.
• In keeping with the eclectic and showing his spiritual conviction,
Darren also served as Associate Pastor and Worship Leader at
his local church during his time in Costa Rica
• Born and raised in the Panama Canal Zone, Knapp is also fully
fluent in Spanish and brings a unique and well-traveled
perspective to any conversation
• For more on his profile visit:
www.linkedin.com/pub/darren-james-knapp/4/1b0/b7a/
3

5. Confidential and Proprietary. Subject to Non-Disclosure Agreement.
30%+ Compounded
Annual Growth Rate
5

6. Confidential and Proprietary. Subject to Non-Disclosure Agreement.
Feb. 26, 2014:
New analysis from Frost & Sullivan, North American VoIP
Access and SIP Trunking Services Market research, finds the
market earned revenue of $2.83 billion in 2013 and estimates
this to reach $9.35 billion in 2019.
Frost & Sullivan: The Advanced Capabilities of VoIP and SIP Trunking Exceeds Traditional Voice Services
$0.00
$2.00
$4.00
$6.00
$8.00
$10.00
2013 2014 2015 2016 2017 2018 2019
Estimated N.A. VoIP Growth (Billions)
6

7. Confidential and Proprietary. Subject to Non-Disclosure Agreement.
“We've heard one enterprise say that while 70% of
managers wanted to consolidate devices, 70% of
end users didn't…”
“For many users, desk phones are simply the
easiest and quickest way to make and receive
calls. A user can make and receive calls on a desk
phone while his laptop is still booting up in the
morning. The desk phone is also a familiar device
to most users, with a proven form factor that goes
back decades.”
7

8. Confidential and Proprietary. Subject to Non-Disclosure Agreement.
• Sounds much better than computer, tablet, or cell phone audio
• Much better speaker and microphone system
• It’s more convenient and efficient
• Easier to dial than using mouse or computer keyboard
• Integrated click-to-dial with Hosted UC Services
• Simple old-fashioned dialing
• It offloads an important task from a crowded desktop
• Think of your crowded PC/Mac desktop environment
• Integrates well with peripherals
• DECT Headset
• Expansion Module
• New video capabilities
• It just feels right and “completes” and a workspace
8

9. Confidential and Proprietary. Subject to Non-Disclosure Agreement.
• Polycom VoIP handset growth at 30% CAGR
• Frost & Sullivan sees the same
• There is a conflict between Mgmt & End User
• The end user demands it for several reasons
• Not the least of which is that it just completes the workspace!
VERDICT: the VoIP market demands a great handset!
9

10. © Polycom, Inc. All rights reserved.
Next logical question…

11. Confidential and Proprietary. Subject to Non-Disclosure Agreement.
• Features and interoperability
• Quality and reliability (It just works!)
• It feels right--Customers love our phones!
11

12. Confidential and Proprietary. Subject to Non-Disclosure Agreement.
• Customers love VVX!
• Simple to use
• Outstanding voice and video
quality
• Best performance and reliability
• Expandable
• Interoperable
• From the trusted leader in voice
and video
The perfect desktop solution
VVX 400 VVX 300
Paper and LCD
Expansion Modules
VVX 600 VVX 500
12

13. Confidential and Proprietary. Subject to Non-Disclosure Agreement.
VVX is fast replacing SoundPoint
Q1 '13 Q2 '13 Q3 '13 Q4 '13 Q1 '14
VVX
SoundPoint
13

14. Confidential and Proprietary. Subject to Non-Disclosure Agreement.
VVX 300
B/W Screen
6-Lines | HD Voice
$179 MSRP
SoundPoint IP 650
B/W Screen
6-Lines | HD Voice
$449 MSRP
VVX Value: Higher FPD
• VVX = More Features Per Dollar
• The entry-level VVX 300 matches
the IP 650 at a 60% lower price
point
• HD Voice
• 6 line/function keys
• VVX Expansion Module
• Gig-E for +$20 MSRP
• VVX 300 is also 10% less than the
old IP 335 (2 line/function keys)
14

15. Confidential and Proprietary. Subject to Non-Disclosure Agreement.
VVX 600
Color Touch Screen
16-Lines | HD Voice & Video
$479 MSRP
SoundPoint IP 650
B/W Screen
6-Lines | HD Voice
$449 MSRP
VVX Value: Higher FPD
• The high-end VVX 600 greatly exceeds
the capabilities of the IP 650 at nearly
the same price point
• HD Voice
• HD Video-ready
• Color touch screen
• 16 line/function keys
• Local USB storage & Call Recording
• Blue Tooth headsets
• VVX Expansion Module
15

16. Confidential and Proprietary. Subject to Non-Disclosure Agreement.
VVX 300
B/W Screen
6-Lines
HD Voice
VVX 400
Color Screen
12-Lines
HD Voice
VVX 500
Color Touch Screen
12-Lines
HD Voice & Video
VVX 600
Color Touch Screen
16-Lines
HD Voice & Video
VVX Expansion Modules
Paper Color
VVX Camera
HD Video
16

17. Confidential and Proprietary. Subject to Non-Disclosure Agreement.
SoundStation®
IP 5000Small Room 7Khz HD audio
SoundStation®
IP 6000Medium Room 14Khz HD audio
Large Room 22Khz HD audioSoundStation®
IP 7000
17

18. Confidential and Proprietary. Subject to Non-Disclosure Agreement.
• We value our partnership with ANPI
• We value our VARs and Resellers
• It’s a great time to be in hosted voice and video
• The device matters—make it a great one!
18

19. © Polycom, Inc. All rights reserved.
Thank you!
Darren Knapp
Regional Sales Manager
Cloud & Service Providers
South Central USA
Polycom Inc.
214-758-7272 Anywhere
Darren.Knapp@polycom.com

21. Confidential and Proprietary. Subject to Non-Disclosure Agreement.
$100 bonus on each first sale of
ANPI VIP
• After the first sale, the agent will be
entered into three drawings for $500
• First sale must be a minimum of 10
seats and include at least 10 Polycom
VVX phones
• All orders must be submitted by
Thursday, July 31, 2014.
21

22. Confidential and Proprietary. Subject to Non-Disclosure Agreement.
• New white paper available to
assist with educating your
customers
• Ongoing white papers will be
posted monthly
• Available for download
http://www.anpi.com/lp/5-reasons-
to-switch-to-hosted-uc/
22

23. Confidential and Proprietary. Subject to Non-Disclosure Agreement.
23
Submit your questions now!

24. Confidential and Proprietary. Subject to Non-Disclosure Agreement.
Submit topic suggestions to:
communications@anpi.com
24