CDH provides a summary of key information from the Siemens Enterprise Communications document: - Siemens is a growing force in the enterprise communications market with $2.8 billion in annual revenue and over 1 million customers globally. - Siemens offers the Open Communications Architecture, including unified communications and networking solutions that are cloud-ready. - Their flagship UC product is the OpenScape UC Server, a mature and proven unified communications platform that scales to support over 100,000 users.

1. CDH
Unified Communications
CDH Summit 2011
April 2011

2. CDH Quick Facts
About Us Approach Partnerships
• 21st Year • Vendor Neutral • Microsoft Gold
• Central Region Client
• Grand Rapids & • Non-reseller Experience Award Winner
Royal Oak • Professional • VMware Enterprise
• 30 Staff Services Only • Citrix Silver
• Novell Platinum
• Cisco Premier

3. CDH Expertise
Project Management Infrastructure
Collaboration Access & Identity Management

4. CDH CDH Talks Tech

5. CDH The UC Summit: What is it?
• 3rd Annual
• 84 System Integrators
• 28 Consultants
• 16 Vendors
• La Jolla, CA
• Host: UC Strategies

6. CDH UC Summit Sponsors
Avaya

7. CDH Definition of UC
• Communications Integrated to Optimize
Business Processes (UCStrategies.com)
– UC integrates real-time and non-real time
communications with business processes
– Uses presence capabilities for coordination
– Presents a consistent, unified user interface
and experience across multiple devices and
media types
7

8. Software-based IP Networks /
Presence Multimedia
solutions
Enhanced Collaborative
Video
Conferencing Workspaces
Embedded
IM and Chat Speech Recognition Communications

9. UC-U: User
CDH Productivity
UC-B: Business
Process
 Process Optimizations
 User‐oriented tools • Rich Presence with IM
• IM with Presence • Roles / skills vs. names
• Softphones • Mobile information delivery
• Mobility Support • Collaborative workspaces
• Conferencing  Targeted to process groups
 Generic groups (~ COS)  Involves system integration
or enterprise‐wide  Cuts costs / drives revenue
 Saves “xx” minutes / day  Reason to invest in change
 “Sizzle” of IP Tel and
Messaging investments
Helping individual users Enhancing business processes
manage their communications with integrated communications

10. CDH UC – Phase I
– UC – User Productivity (UC-U)
• At the personal / individual user level
• Hard to measure and aggregate in ROI
UC
UC-U

11. CDH UC – Phase II
– UC – Business Process (UC-B)
• At the business level - enterprise as a whole
• Significant and measurable (track ROI)
• Human latency
UC
UC-U UC-B

12. CDH UC – Phase III
– UC – Analytics & Metrics
• Time management
• Word/phrase detection (real time)
– A new level of communications service
• High ROI
• Competitive advantage
UC
UC-U UC-A UC-B

13. Communications Industry
CDH Transition
• Hardware model to a software model
• Microsoft & IBM enter market
• Vertical market solutions will drive choices
• Communications endpoints are evolving
• CPE vs. cloud
• Social networking moving to social
business
• Major industry & channel consolidation

14. CDH UC Value Per User Per Year
UC-U Value UC-B Value
• Improve conferencing $3,034 • Increase sales $115,909
• Reduce wasted time $1,137 • Speed projects $95,000
• Eliminate delays $1,005 • Lower process costs $12,880
• Save toll costs $246 • Cut operational $11,875
cost
• Reduce admin TCO: $43 • Drive transactions to $7,813
mobile devices

15. CDH Three Platform Choices
1 Expand, build on voice platform
2 Expand, build on desktop platform
3 Expand, build on business
software applications platform

16. CDH 1 Expand, build on voice platform
• High number of voice calls
• Many field, retail, or branch personnel
• Conferencing is primarily meetings, not
collaboration
• Retail stores or services, construction,
education, field sales

17. CDH Expanding the Voice Platform*
• Add Presence, IM
• Add Conferencing
• Add Smartphone Mobility
• Add CEBP services
* Assumes current release of IP/PBX

18. CDH 2 Expand, build on desktop platform
• Operation based on email and documents,
spreadsheets, word documents, presentations,
etc.
• Business‐centered information and collaboration,
teams work together to deliver services
• Legal, Accounting, Professional services, HQ
staff, Marketing, Mobile Sales, Development,
Government, Investment Management

19. Expanding the Desktop Platform
CDH
• Add Presence, IM
with click-to-
communicate
• Add Conferencing
• Add enterprise telephony
• Use native interfaces
to email, office apps,
collaboration

20. CDH 3 Expand, build on applications platform
• Operation driven by software applications
• Work on transactions, logistics, supply
chains, service, web‐based sales, call
centers, catalog sales, global service desks
• Manufacturing, distribution, insurance,
health care, retail brokerage, logistics,
transportation

21. CDH 3 Expand, build on applications platform
Embed UC functions in Application Software
• Communication functions invoked by
application software
• Presence, buddy lists, etc. are hidden or dynamic
• Click‐to‐communicate may be available
• Detailed call plans, process driven escalation
procedures
• Collaboration is minimal, transaction driven

22. Expanding the Applications Platform
CDH
• IM & Presence OR
• Add communications to PC
• CEBP LOB business
application
• Headset plan a must

23. CDH Headset Plan
• Vendors
– Plantronics
– Jabra
– Logitech
– Motorola
– AltiGEN
– Sennheiser

24. CDH Pricing in $/User/Year
Vendor UC Only
• 2,000 users; Aastra $ 36
4 UC ‘workloads’ Alcatel-Lucent $ 48
– IM/Presence Avaya $ 35
– Conferencing Cisco $ 32
– Mobility
IBM $ 28
– CEBP Interactive
Intelligence $ 104 (syst)
Microsoft $ 16
• UC only ranges from
$16 - $70/user/year Mitel $ 63
($2 - $6/user/month) NEC $ 11
– Average down from RIM $ 41
$81 to $38/user/year ShoreTel $ 70
Siemens $ 83

25. CDH Summary
• Headsets are NOT just a microphone &
speaker, you NEED a headset plan
• The cost of UC is driven by the number of
UC services: IM, voice, video, presence,
mobile, speech recognition, conferencing
– Devices, integrations, professional services
• UC has permanently changed the
economics

26. CDH Vendor Line Up
• Vendor Line Up
– NEC
– Siemens
– Avaya
– IBM
– Cisco
– Microsoft

27. CDH
CDH NEC

28. Introducing the UC&C
CDH Architecture
• NEC’s software-based
communications designed
for dynamic, distributed Mobility
environments suited to meet
needs of workers tomorrow.
• NEC’s UC&C Architecture Virtualization
features: & Agent
RIA
– Standards-based services
Cloud
– Network agnostic
services
– Service-orientation
– Security & scalability
– Robust UC & collaboration Vertical
services apps
– Centralized management

29. CDH Next Generation UC Platform
SV8500 & Sphericall begin to expand capabilities and interoperability in 2011 to
reach common UC solution
Encompasses public/private/hybrid cloud-based environments
Vertical Next Gen
Enhancements UC&C Platform Vertical Apps
Rich Call Center Cloud
Software-based
Standard SIP Sphericall platform
CEBP
MS Lync/IBM ST Web 2.0 (RIA)
•Open standard protocol
Common Global •Service oriented
Cloud Capacity Integrated Social Network
•IT SW Architecture
UC Applications •Vertical apps
Virtualization Rich Media
•RIA
IPv6 IPv6
2011
XMPP and beyond XMPP

30. UC&C Overview
C D HAn IP-based communications solution delivered in a
single, easy to deploy software platform
• An integrated software- • Provides:
based communications
solution • Enterprise Class IP-PBX • Call recording
• Virtualization • Full featured unified • Business continuity
communications
• Scalable • Management tools
• Unified messaging I’m back from my holiday and starting up the coding
on the new UI controls for the Twitter panels today!
• Easily distributed
• Contact Center
• Network agnostic I’m in the UK this week, looking
forward to a good meeting with Chris
• Audio/Video from EMEA IT Solutions
• Standards-based conferencing I hope you’re all spreading the word
about the cool RIA software I am
• Engineered for a Service working on!
Oriented Architecture Review Meeting for RIA Development
Project
(SOA) Pearson Conference Room
Working hard on my Functional Spec
due in a week!

31. Extensible RIA Client
CDH Framework

32. CDH Anywhere – All the Time

33. NEC “No Customers Left
CDH Behind”
• Mapping of SV8500 enhanced networking to standards based networking, allows
UC&C to provide a rich array of services to existing customers as they evolve
forward on their “timeframe”
– Rich new services added to existing telephony infrastructure
– Software portability migrates IP phones smoothly
– Enables IT to carefully manage migration to new infrastructure
XML RPC XML/HTML .NET Remoting
Web Conf Page Server
Web Conferencing Agent
Services
Services
Rich Agent Session Controls
SW Audio Mixer with SIP Media Connection
XML/SOAP Web Page Server
Media Switching
Services
Adaptive Session Initiation Protocol
Jane Joe Customer
Jane Jane
X100 Web Conference RIA Client X200 Web Conference RIA Client Web Conference

34. CDH NEC Summary
Positives + Negatives –
+ Strong Global - Hardware-based
Company solutions
+ Large Installed Base - Strategy Unclear
+ Existing Channel - Fluff, Little substance
- “No Customer Left
Behind”, is that good
for you?

35. CDH
CDH Siemens

36. Siemens Enterprise Communications
CDH Company overview
A growing force in a growing market
 Revenues of €2.3 billion ($2.8 billion) FY-2010
(51%)
 Four quarters consecutive growth; strong Q1
(49%)  Cash-flow positive/large war chest
#3 market share globally
#1 in Germany
6.2 million devices in USA (40%)
#4 in LME VoIP
#1 in Europe (19%)
#1 in LAM
(18%) #1 in India
Source: MZA Consultants (17%)
Over 1 million customers in 120 countries
Optimize Transform
70% global 500 customer base Vast annuitized revenue stream

37. Open Communications Architecture
CDH Unified communications and networking –
ready for the cloud
Solutions Differentiation Portfolio
Highly reliable and secure,
Secure Cloud OpenScape Cloud Services
carrier-grade UC SaaS
Full spectrum of proven, ITIL-based
Managed Services multi-vendor services available globally
OpenScale Services
Easy, affordable, enterprise-grade
OpenScape Collaboration, Video,
Collaborative Applications software with deep application/social Social Media and Contact Center
integrations
Massively scalable, open and OpenScape Voice, Office, Unified
Unified Communications virtualized software architecture Communications and Mobility
Enterasys Switching & Routing,
Automation, visibility and control across
Automated Networks integrated wired and wireless networks
Wireless, Security and Network
Management
Flexible deployment and
consumption choices
Premise Hybrid Cloud
Deployment Deployment Deployment

38. OpenScape UC Server and
CDH UC Suite
OpenSOA
OpenScape UC Suite
SIP session Federated QoS Session detail Administration Availability
Data center control presence management reporting and licensing management
OpenScape Unified Communications Server
Flexible
Mature and Scalable and Most Complete Compelling Value
Deployment
Proven Solution Reliable Solutions Proposition
Options
 CAGR 124% over  Single System  Virtualized and  UC Essentials are  Lowest TCO
last 6 years scales to 100,000 Cloud Ready Built-in  Sound ROI on
 Over 1.2M users  Anywhere Worker  Highest Value Investment
licenses sold  Carrier Grade  Survivable Branch Applications pre-  Customer
 Next-Gen SW 99.999% Office integrated References
Architecture Reliability

39. Introducing OpenScape Channel-
CDH Only Solutions
End-to-end Range of Solutions for SMB and Mid-Market
Customers – All Channel Partner Ready
OpenScape Cloud OpenScape Office OpenScape UC
Services Version 3 Server Xpress
 Comprehensive future-proof  New multi-site capabilities Optimal for 350 – 1,000 users
‘Voice and UC as a Service’ for up to eight sites
 Robust carrier-grade next-  Increased scalability up Includes:
gen software platform to 500 users (LX edition)  Enterprise VoIP
 Security and reliability,  Social media federation  Conferencing
redefined for the Cloud with Google Chat  Voicemail
 Easy to acquire and use  Enhanced mobile UC  Unified Messaging
 Integrated Partner calling client  Device Presence
plans  Virtualization support  Contact Center
New Flexible
Deployment
Options Premise Hybrid Cloud
Deployment Deployment Deployment

40. Siemens Enterprise
CDH Communications
Unified Communications and voice portfolio positioning
OpenScape Cloud Solutions
Number
of users
Large
>2,000
OpenScape UC Server Enterprise
(incl. OpenScape Voice)
1,000
HiPath 4000
Mid-market
Evolution
OpenScape UC Server Xpress
(incl. OpenScape Voice)
SMB
< 350 HiPath 3000 OpenScape Office
Advanced UC and
integration capabilities

41. OpenScape Office
CDH Solution Overview
All-in-one
appliance
OpenScape Office
OR
Server-based
OpenScape Office MX OpenScape Office LX OpenScape Office HX
 All-In-One UC appliance solution  Pure Software UC enabling  Server-Based UC solution
 Supporting up to 150 users virtualization, multi-site for HiPath 3000 installations
 Supporting up to 500 users  Supporting up to 500 users

42. CDH Siemens Summary
Positives + Negatives –
+ Strong Global - Slow to UC market
Company - Not known for
+ 1M Customer Base innovative software
+ Vision to the Cloud solutions
+Solutions for the large - Hardware heritage
enterprises >100,000 trying to move to
users cloud solutions

43. CDH
CDH IBM

44. CDH 7,000,000,000
• http://www.ucstrategies.com/industry-
buzz/uc-summit-2011-ibm-keynote.aspx
– 1 min, 25 sec

45. Sametime makes a lot of things
CDH easier...
• Meetings
– Click-to-meet
• Video
– Click-to-see
• Integration with 3rd-
party telephony
systems
• Integration with web
applications
– New web clients and
Web 2.0 APIs
• Telephony
– Click-to-call with
Sametime Unified
Telephony

46. CDH Sametime key themes
Improvements to the meeting experience on the Web browser
Audio and video management tools to help accelerate adoption
Support for new mobile platforms and new capabilities
New options to simplify deployments

47. Audio and video on the Web
CDH meetings client
Browser plug-in installs
on demand or pre-
installed; also supports 3rd
party video integration
Call and video controls Call Controls:
- Connect/disconnect
List of participants - Adjust volume
shows connection, - Hold/Resume
presence and muted
status. Moderator Controls:
- Mute/unmute all
- Mute another person
- Lock call
- End call for everyone
- Hang up participant
Video Controls:
- Show/ hide own video
- Hold/resume
- Pause/resume

48. Support for new mobile
CDH platforms and capabilities
• Native support for
Android, iPhone
• Meetings client for
BlackBerry, iPad

49. CDH New Sametime features
• Click-to-call number in Notes and Sametime
• Active speaker notification
• Call initiation from Android devices
• REST APIs to support mobile Web page for
getting/adding/setting devices
• New hardware support, OS Support, Linux, Mac
Updated toolbars for
ad-hoc calls and meetings

50. A new SUT flavor
CDH (a “lite” one...)
• Simplified video and
telephony integration
• Basic soft phone
features
• SUT infrastructure not
required
• Uses standard SIP
trunking to certified
systems

51. CDH Sametime Advanced
Group support
for chat room
access

52. CDH IBM Summary
Positives + Negatives –
+ Multi-OS support - Relying on 3rd parties
Linux, Mac, Windows for Enterprise Voice
+ Multi-Device support - Poor integration into
Blackberry, iPhone, non-IBM applications
Windows 7, Android - Assumes Notes
+Software based email, Websphere
solution portals
+Full collaboration suite

53. CDH
CDH Avaya

54. CDH Avaya New Architecture

55. CDH Popular UC Options

56. CDH Avaya Components
• Foundational
– Voice over IP
– Presence
• Options
– Voice Mail Integrated
– Email Integrated
– Mobile Client
– Fixed Mobile Convergence (FMC)
– Multimedia Conferencing
– Chat IM
– Contact Center Integration

57. CDH Avaya Flare
The Avaya Desktop Video Device is a cost-effective video desktop
collaboration endpoint. In addition to HD video, device features include
telephone, web conferencing, social media, calendar, and scheduling
from a single user interface on a multi-touch device. The Desktop
Video Device with the Avaya Flare® Experience can be used to
consolidate tools such as a desk phone, speaker phone and video
endpoint. It enables ad hoc, person-to-person collaboration for
enterprise workers. Used as a customer service kiosk, the device
allows customers to get information and click to communicate with
contact center experts.

58. CDH Avaya Summary
Positives + Negatives –
+Extensive history with - Hardware centric
telephony solutions vision
+Strong partner channel - Lacks vision for the
and vendor support cloud
+Innovative hardware - Confusing and broad
and software solutions product line
- Minimal collaborative
and LOB application
integration

59. CDH
CDH Cisco

60. CDH
Mobile
• http://www.ucstrategies.com/industry
Social -buzz/uc-summit-2011-cisco-
keynote.aspx 1 min, 14 sec
Visual
Virtual

61. Mobile
CFrom phone to virtual workspace
DH
WebEx on Cisco
Android Jabber

62. Social
C D H personal productivity to business productivity
From
2B videos viewed on
YouTube every day
3.5B pieces of content
shared each week on
Facebook
70% of employees
1.3M Tweets sent want better social
every hour media tracking tools
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 62

63. Cisco Quad
CIntersection of enterprise social software and UC
DH
Enterprise Social Software Unified Communications
Directory Click to:
Profile Call, IM, WebEx
Accelerated Time To Resolution
Blogs, Wikis, XMPP-Based
Forums, Posts Presence
Improved Customer Satisfaction
Search Across Visual
People & Information Voicemail
Dynamic More Rapid Innovation Web
Communities Communicator
Microblogging Improved Workforce Competency Video
Activity Feeds/ 3rd Party
Notifications UC Integrations

64. Cisco SocialMiner
CSocial media meets customer care
DH
Cisco
1. Capture SocialMiner
Airline lost my luggage!
2. Analyze & Prioritize
3. Manage Workflow
Customer Social Media
4. Assign & Engage Customer Care
Agent
© 2011 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 64

65. Video
CDH From connecting devices to connecting people
Video is the new voice
It’s about
collaboration

66. Video on Every Endpoint
CDH

67. CDH
Mobile
• User Experience
Social • Breadth of Portfolio
• Video Everywhere
Visual • Bringing Social to Enterprise
• Protecting Investments
Virtual

68. CDH Cisco Summary
Positives + Negatives –
+ Leader in IP-PBX - Hardware centric
+Visionary with video, vision, equip
mobile & social focus provided by Cisco
+Strong partner channel - Poor interoperability
and vendor support - Integration into
+Ability to execute on collaboration software
strategy & LOB applications
- No cloud solution

69. CDH
CDH Microsoft

70. Future of Communications
Communications Today
CDHInstant Video Web E-mail and Audio
Messaging (IM) Voice Mail Conferencing Telephony Conferencing Calendaring Conferencing
Telephony Instant
Unified Messaging
and
Voice Mail E-mail and Conferencing:
Calendaring Audio, Video,
Web
Authentication Authentication
Authentication Authentication
Administration Administration
Administration Administration
Storage Storage
Storage Storage
Authentication Authentication
Authentication
Authentication
Administration Administration
Administration
Storage Administration
Storage
Storage
Storage
Compliance
On-Premises Hybrid In the Cloud

71. The Microsoft Integrated Platform
CDH Common Services
Service-Oriented Architecture and Business Process
Application Platform
User Experience
Desktop, Device, and Server Management
Identity and Access Management
Client Capabilities
Enterprise Content
Enterprise Search
Development
Management
Business
Intelligence Business Productivity Infrastructure
Unified Collaboration
Communications
Data Management
Data Protection and Recovery
Core Infrastructure
Security and Networking

72. Microsoft Unified Business
CDH Platform

73. CDH
“This isn’t about fancy phone calls. It’s about policy based, user
access to an Enterprise software architecture.”
On-line
Common Services On-premises
Desktop, Device, and Server Management
Service-Oriented Architecture and Business
User Experience
Identity and Access Management
Client Capabilities
Enterprise
Development
Enterprise Content
Process
Busines
Search Manageme
s
Unified nt
Intellige Collaborati
nce Communication
on
s
Data Management
Data Protection and Recovery
Security and Networking

74. CDH Microsoft Summary
Positives + Negatives –
+ Leader in - Limited hardware
collaboration suites support (iPhone, Mac,
+Innovative software Linux)
+Strong integration into - “Youngest” player in
collab software & LOB the telephony industry
applications - Fewer enterprise
+Ability to integrate into class voice customers
data center stack (> 5,000 users)

75. CDH 5 Industry Trends To Remember
1. Software over Hardware
2. Cloud Computing Strategy
3. Social Business
4. Mobile Communications
5. Interoperability

76. CDH
And the winner is…….

77. CDH Thank You
Royal Oak Grand Rapids
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Suite 212 Suite 270
Royal Oak, MI 48067 Grand Rapids, MI 49503
p: (248) 546-1800 p: (616) 776-1600
www.cdh.com
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