The document discusses the major transformation in business communications driven by software-centric solutions, focusing on virtualization and mobility. It highlights VMware as the leading provider for private cloud virtualization and emphasizes the importance of hybrid cloud solutions for future business models. Additionally, it notes the changing dynamics of employee device use and the necessity for optimized solutions in mobile interactions.

1. Living In Interesting Times
Jim Davies
Chief Technology Officer
Mitel

2. Context TDM VoIP Software
We are ½ way through the major re-invention of business
communications
Large transition to
SW Centricity
– Product
– Go to Market
– Business Model
Drivers to watch
– Mobility
– Virtualization
– Software as Service

3. BUSINESS APPLICATION SOFTWARE
ENTERPRISE, IDENTITY & SECURITY MANAGEMENT
IT MANAGER
Web
Mitel Services Mobile
ERP email CRM Gateway VDI
Freedom Infrastructure
VIRTUALIZATION
ANY NETWORK, ANY INFRASTRUCTURE, ANY PLATFORM
END USER
IN-OFFICE EXPERIENCE, ANYWHERE, ON ANY DEVICE

4. Virtualization Market
Citrix
Microsoft 4%
11%
Data Center Virtualization
is a mature market VMware
Virtual Machine 84%
- Growing strongly in
med market segment Installed Base
VMware is the clear
virtualization leader
- Successful diversifying
UCC can be deployed as a 60 x86 Workloads Running in a VM
pure SW application
40
- UCC will follow the virtualization
trend (vUCC)
20
0
2008 2009 2010 2011 2012
Source: Gartner 2009

5. The Power of the Platform
Early Generation Focus Platform Focus
Multiple Apps per Machine Infrastructure Abstraction
Dynamic
High vShield
VMotion™ Resource
Availability Zones
Scheduling
vNetwork Storage
Distributed VMotion
Switch
Key Benefit = Consolidation Key Benefit =
Dynamic, Flexible Infrastructure
VIRTUAL TOOL SUPPORT KEY TO UNLOCKING IT VALUE PROPOSITION

6. Comprehensive Tool Support
VMware vSphere 4 Advanced Virtual Virtual Virtual Virtual Virtual
Management Capability MCD MAS MBG UCA CC/CA
VMotion™ √ √ √ √ √
Storage VMotion √ √ √ √ √
High Availability (HA) √ √ √ √ √
Fault Tolerance (FT)1 (roadmap) (roadmap) (roadmap) (roadmap) √
Distributed Resource √ √ √ √ √
Scheduler
Distributed Power √ √ √ √ √
Management
vStorage APIs √ √ √ √ (roadmap)
Site Recovery Manager2 √ √ √ √ √
Virtual Appliance Deployment √ √ √ √ √
(Import)
Export Virtual Appliance √ √ √ √ √
Shutdown Guest √ √ √ √ √
Snapshot (Powered Off) √ (roadmap) √ √ √
Cloning √ √ √ √ √
Health Monitoring √ √ √ √ √

7. Virtualization
Total Channel Partners Selling Mitel Virtual Solutions
350
300
250
200
150
100
50
0
Q1 Q2 Q3 Q4
US RoW

8. Desktop Virtualization Market
($ Billions)
3
2
1
0
2010 2011 2012 2013
Source: Goldman Sachs Research Estimates, January 2011

9. Virtualization & Private Cloud
Which vendors do you believe will be critical to making
your private cloud computing architecture work?
VMware 128
Cisco 80
Microsoft 72
HP 53
Citrix 36
IBM 36
Oracle 32
BMC Software 19
CA Technologies 10
Source: Gartner Datacenter Conference Live Audience Poll, Dec 2010

10. Virtualization & VMware
Which vendors do you believe will be critical to making
your private cloud computing architecture work?
VMware 128
Cisco 80
Microsoft 72
HP 53
Citrix 36
IBM 36
Oracle 32
BMC Software 19
CA Technologies 10
Source: Gartner Datacenter Conference Live Audience Poll, Dec 2010

11. Virtualization likely to Span the Clouds
Virtualization
Private Cloud
Public Cloud
Web
Hybrid Cloud
Enterprise IT managers will select for common
PC / Client-Server
applications, tools and processes

12. Spanning the Clouds – Hybrid Solutions
Management Directory
Bus (Web Services)
Mobile Vertical
Forms App
vMAS vMAS Collab
UCC Bus Web email ERP
NPM UCA
Aps Server
Social CRM
email
n/w
Private Cloud
Public Cloud
Identity, Authentication & Policy (vCloud & Horizon)
END USER
IN-OFFICE EXPERIENCE, ANYWHERE, ON ANY DEVICE

13. Enabling New Business Models
Virtual Service Provider
Location 1 Location 2 Location n
Network
Infrastructure Public Network Private Network
Data Centre
Infrastructure Virtual Server Virtual Server
Application
Layer
SaaS without Infrastructure

14. Self Serve Application Store Example
Org App Store
Corp ID’s Down load clients
Public Cloud
Corp Services JimD@mitel.com
Directory
vMAS vMAS
613.592.2122
UCC Bus Web Collab email ERP
NPM UCA
Aps Server JimD@gmail.com
613.291.1788
Public/Private Cloud
New Employee

15. Virtualization Take Away’s
Data Centre Virtualization is well past the
“tipping point”.
– Very relevant to both medium and large
organizations today
– VMware is the defacto standard for the
private cloud
Virtualization is the driver for VDI and the
cloud
– Common tools and best practices
– Hybrid cloud is the long term realty
Key Enabler of new business models
– Best of Breed / Segment leader
– Virtual Service Provider

16. Ubiquitous Mobility
Biggest single part of
external IT spend
Strongest personal bond of
any technology
>5 B mobile subscriptions
worldwide
Strong demographic link
Changing the global macro
economy
Redefining the desktop
Requires an optimized approach not “tick box” integration

17. Mobility Data Points
Jan Jan Enterprise
3.5T 12.7T in 2014
2010 2011 iWorker interactions
Number network connected 7B (4 of 5 are not
Google® 9% 33%
devices PCs)
Nokia® 44% 31% Average number of devices
4
per iWorker
Apple® 16% 16%
350K applications /
iStore 10B loads (<5%
RIM® 20% 14% business)
Source: Androlib & IDC Data

18. What’s personal? What’s business?
Device choice will increasingly be a personal one
Business
Both
Personal
Laptop Mobile Smart GPS Text Professional Accessing Google
Phone Phone or IM Social Blogs Apps
Networks
Source: IDC Information Worker Custom Survey

19. Percent of Percent of
Employees Using Those Devices
Personally Acquired, Device for Paid for
Business Deployed Business Activities Fully by Employee
100%
90%
80%
70%
60%
50%
40%
30%
20%
10%
0%
Laptop Mobile Smart
Phones PC
Phones iPhones GPS
Camera
Source: IDC Information Worker Custom Survey

20. Mobility – Take Away’s
Mobile Devices / Applications
will be driven by the consumer
Increasingly device choice
will be a personal one – BYOD
Business requirements will be an overlay
– Functionality, identity management, control
Focus on leveraging this trend
– Solutions optimized for mobile interaction
– Avoid bespoke mobility solutions

21. Business Model Mash up
SaaS
Companies
Enterprise
IT VARs
Voice VARs
New Business Models
System Enterprise Software
Integrators Customer VARs
s
Multi-
Service Vendors
Providers Direct
Wireless
(Telco’s)
Service
Providers

22. Wrapping Up
Virtualization and Mobility are the
key drivers in broad IT market place
The change to the industry will be
profound
– It will take time
How to thrive in this time of
change…
Be wary of the status quo
Bias toward heterogeneous
solutions
Targeted bets rather large scale
replacement

23. IT has never been more relevant
Innovation ranked the #1 issue by both
business and government
Top two drivers of Innovation
– People
– Collabouration
IT is the engine of collabouration
But people ?
Flexible work arrangements
Gen X & Y
Baby boom retirement

24. Thank you
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