Unified Communications - Collaborative services that deliver greater business efficiency Built on Exponential-e’s fully resilient platform, our UCC offering includes presence, IM, voice, video and collaboration tools - and we believe reflects the next generation in telephony communications.

1. Welcome
& Introduction
Simon Acott
Business & Partner Development Director - Exponential-e

2. “The changing face of the workplace…”
• The virtual workplace
• Business Continuity & Disaster Recovery
• Big Bang versus step-by-step migration?
• And finally . . . Why your network is so important . . .

3. Achieve the status whereby Exponential-e is
acknowledged among our peers and clients as the
most advanced and innovative business technology
enabler in Europe . . .

4. Meeting our brand promise
Trusted Supplier Status

6. Overview
Products & Service

7. Support

9. Exponential-e Overview
• Founded in October 2002
• 2013 £50m turnover; £7.3m EBITDA
• 285 employees
• 30% 5 year CAGR
• 100GigE Layer 2 VPLS network
• 140 BT Ethernet Exchanges
• Our own Cloud Infrastructure
• And work to exacting international ISO management standards

11. Broadsoft
Exponential-E, 25th November 2014
Why should we look toward Unified
Communications?

12. An Introduction to us
We Enable Unified Communications in the Service Providers Network
• Founded 1998
• Our CEO and CTO are the founding
team!
• We went public in June 2010
• (NASDAQ : BSFT)
• People
• 800 in 23 Countries
• 325 people in R&D
• Headquarters
• Gaithersburg, Maryland, USA
• Market
• 30% market share (Infonetics)
• Ecosystem
• 500+ technology partners
• 5,000+ developer partners
BroadSoft, Inc. 2014

13. Is this how you picture yourself?
• Cost: I need to keep costs under
control and manage my budget and
cash flow
• Productivity: My employees are
demanding more tools to make their
lives easier?
• Customers: I need to find better
ways to engage with my customers?
• Frustration: I spend too much time
managing my suppliers and not my
business
• Simplicity: The potential complexity
of something new stops me from even
considering a change!

14. How do your employees
benefit from hosted?

15. Productivity, Control, Flexibility
• Productivity: dramatically
improves when users have the
most appropriate tools which are
easy to use
• Control: being able to control how
you interact and engage with
customers, co-workers helps
users manage their daily workload
• Flexibility: Being able to access
all of your services regardless of
location increases users ability to
perform more efficiently

16. Example: Knowledge Worker
James
 James is a project manager in a busy programme office who manages multiple complex projects
with tight deadlines
 He is largely office based but does spend time at customer locations during the course of his
projects
“Managing project meetings when all of the project members are busy or remote to the office means I
spend too much time chasing them for updates or they simply cannot attend meetings”
Profile
Key Challenge
Key Tasks Solution End User Benefit Business Benefit
 Setup & chair project
meetings
 Provide timely
updates to senior
project stakeholders
 Liaise with external
parties
 Scheduled Audio &
Video Conferencing
and Collaboration
 Ad hoc One click
activation of My Room
– an always on virtual
meeting room
 Increase personal
producvity
 Flexible work / life
balance
 Helps increase
motivation as easier
to get work done
 Increase business
produciivity with more
projects completed on-time
 Increase agility to
respond to ever
changing events

17. Example: Executive
 Andy is Head of Sales
 He is constantly traveling to meet with customers and prospects
 He has to provide regular updates to the business owner and team
“I need to constantly stay in touch with my business and serve customers to win new business and
protect existing revenue streams”
Profile
Key Challenge
Key Tasks Solution End User Benefit Business Benefit
 Liasing with customers
be they prospects or
existing ones
 Report on sales
performance to the
management team
 Manage and motivate
the sales team
 Single number for his
customers
 Accesibility via mobile
phone, tablet or
remote location
 Run sales meetings via
web collaboration
 Increased personal
and team productivity
 Foster better
teamwork across
mobile and dispersed
teams
 Win more business by
being able to react
more quickly
 Keep existing customers
happy
Andy

18. Example: IT Manager
 Simon needs to setup and manage the IT infrastructure and applications necessary to run the business
 He is mainly office based and often roams the building to conduct tasks
“I’m constantly interrupted by end users and often fire fighting. I need more time to focus on running
the applications vital to the successful running of our company”
Profile
Key Challenge
Key Tasks Solution End User Benefit Business Benefit
 Set-up and manage
the IT systems and
business critical
applications
 Support end users
with IT problems
 Self-serve portal 24x7
from anywhere
 Save time by
outsourcing to the
cloud
 Accessible on any
device, deskphone,
mobile
 Free up time to focus
on the business
applications
 Increase productivity
by being able to
access and make UC
system changes
anywhere
 Smoother business
operations
 End users are happier as
issues are resolved
qucker
 Capex previously tied
up in comms can be
used elsewhere
Simon

19. Realistic & Achievable Cost Savings
• With Hosted UC you can eliminate the
following;
• Expensive capital purchases
• Recurring maintenance charges
• Additional running costs, e.g. moves,
adds, changes & upgrades
• Typically the 3 year TCO of Hosted UC is
30% lower than a premise based solution

20. Thank you

21. Unified
Communications
The Exponential-e Approach
David Edo
Head of Unified Communications & Collaboration - Exponential-e
Rachel Darcy
Sales Consultant - Exponential-e

22. Why?
A Natural Evolution
Internet
WAN
Voice
Cloud
UCC

23. Why? Work closer with you
As your trusted partner
Optimum
Performance

24. Why?
Building our own platform
Control
Private, Secure Resilient, Robust

25. How?
Working with the best partners

26. How?
Keeping it simple

27. What?
Exponential-e UC

28. What?
Exponential-e UC

29. The Virtual
Workplace
Steven Harrison
Lead Technologist - Exponential-e

30. Workplace of the future?
Some of the challenges of
mobility or other flex-work
programs are that we’re
reluctant to treat workers
differently for fear of “fairness”
issues, and we’re not very good
at managing, let alone managing
remote workers. Too many
managers rely on attendance
and time at one’s desk instead
of setting explicit expectations
and mastering other
management practices needed
to make internal (inside the
building) or external (anywhere
else) mobility work for both the
employer and the employee. –
Jan Jonson - VP Design and
Workplace Resources at Allsteel

31. Or Worker of the future?

32. It’s all about the Interface
In 2002, the film Minority Report predicted seven technologies that took less than 10 years to become
reality: Heads-Up augmented reality displays (Google Glass), controller-less input (Microsoft Kinect),
automated driving (Google Drive), flexible displays (Plastic Logic), Real-time facial recognition (on most
smartphones), intelligent targeted advertising (online), autonomous micro drones (BAE Robobugs).

33. The Importance of being seen
7%
38%
55%
Speech
Tone
Facial
Albert Mehrabian conducted a series of very influential studies in the late 1960s.
He arrived at a formula for human communication.

34. Enterprise 2.0

35. The Importance of Video
Forrester Forrsights Networks And Telecommunications Survey, 2013

36. The Importance of Video

37. VC / UCaaS
Wainhouse Research 2014

38. BYOD in the Workplace
Business Intelligence 2012

39. More Collaboration!

41. Thank you
www.Exponential-e.com

42. Exponential-E – Unified Communications
Chris Wortt – Sales Director ATG
© Polycom, Inc. All rights reserved.

43. Agenda
Polycom – who are we?
Market Position
Why Polycom and Broadsoft?
Customer Type and Case Study
Thank You!
© Polycom, Inc. All rights reserved.

44. Polycom at a Glance
US$1.37B Revenue in 2013
US$584M in cash and investments
Financial
Strength
Strategic
Partnerships
Diverse, global ecosystem of partners
40+ Interoperable Microsoft Lync Solutions
Robust Microsoft, BroadSoft and AT&T Alliances
Market-Leading Ecosystem
Customer
Momentum
415,000+ customers
100% of the Fortune 100
97% of the Fortune 500
96% of the Fortune Global 100
Industry
Momentum
Polycom named Video Conferencing
Leader in Forrester Wave Report
© Polycom, Inc. All rights reserved.

45. Industry Leading Voice Solutions
13 Million
Devices and Counting
Extending our voice leadership, openness and integration with Broadsoft and 3rd party call
control partners across the new Polycom® VVX® Business Media Phones
© Polycom, Inc. All rights reserved.

46. Polycom Market Leadership
Extensive range of voice solutions for any environment
Polycom is the market leader in OpenSIP phones with the
largest number of Lync interoperable handsets
Source: Frost & Sullivan, 2012 Source: Frost & Sullivan, 2012
 Broadest portfolio of OpenSIP handsets
 Largest VoIP interoperability including Broadsoft
 Intuitive User Experience, HD Voice clarity
 Very high reliability: Annualized Failure Rate < 0.3%
© Polycom, Inc. All rights reserved.
Polycom is the market leader in IP/TDM Audio
Conferencing Endpoints
Source: Webtorials (Sonus Networks, Inc., Feb 2013 )
 Broadest portfolio of conference phones
 Largest interoperability: PBXs, IPBXs, UC Platforms,
Soft switches & Service Providers environments
 Very high reliability

47. BroadSoft and Polycom Joint Value Proposition
• Hosted UC Services expertise, market
• Strong Service Provider market presence
• Simplifies IT/ Deployment for UC to SMB
• Delivers TCO savings, flexibility to customers - cuts
CAPEX investment
Polycom was one of the first eco-system partners – more than 10 years!
© Polycom, Inc. All rights reserved.
• HD Voice and Video market share
• Strong Enterprise market presence
• Voice and Video innovator
• Strong Alliance Partnerships
Polycom and BroadSoft offer enhances UC solutions featuring IP
telephony with Polycom HD Voice, video conferencing and
telepresence, creating expanded opportunities for
Service Providers

48. Target Segments
Understanding segment characteristics
SmallB eBneufitss iness
 Up to 50 employees on a single site
 Mainly Circuit Switched, some VoIP
 WLAN used for data access
 Key system or Centrex
 Little or no onsite IT support
 Standard office apps users
© Polycom, Inc. All rights reserved.
SmallF e&atu Mrese dium
Enterprises
 Up to 500 employees
 May cover multiple sites
 Mix of Circuit Switched and VoIP with
VoWLAN
 Key systems, hosted telephony,
premise based IP-PBX
 Some onsite IT Telephony support
 Mix of collaboration applications
Competitive
LaDirffgereen tEiatnorts/eProspitrioinsinegs
 More than 500 employees
 Multiple sites, multinational locations
 VoIP and hosted telephony deployed
 Various Call Control Platforms
 Onsite IT with telephony experience
 Pervasive collaboration software

49. Type of Users: Small Business
Understanding segment needs
© Polycom, Inc. All rights reserved.
 Simple, reliable phone, no distractions of advanced
features
 Excellent audio quality
End
Users
 Minimal configuration and management
 Interoperability with existing PBX investment
IT
Staff
 Ensure reliable and crystal clear communications
with customers and partners
 Keep operating costs to a minimum
Business
Goal
Small Business Needs

50. Type of Users: Small-Medium Enterprises (SME)
Understanding segment needs
© Polycom, Inc. All rights reserved.
 HD Audio quality, high reliability, call management
 Access internal directory
 Selection of phones various staff
End
Users
 Easy to configure
 Interoperability with existing PBX investment
 Call quality monitoring for quick problem resolution
IT
Staff
 Improve employee productivity and enhance
communications with customers, partners and staff
Business
Goal
Small – Medium
Enterprise Needs

51. Type of Users: Large Enterprises
Understanding segment needs
© Polycom, Inc. All rights reserved.
 HD Audio quality and record voice calls
 Use with advanced workflow apps
 Selection of phones various staff
End
Users
 Fast deployment and software upgrades
 Quick troubleshooting and problem resolution
 Comprehensive PBX support
IT
Staff
 Use voice as one of the communication options to
maximise employee productivity and business
opportunities with customers and partners
Business
Goal
Large Enterprise Needs

52. Customer Profile
Global Serviced Office company headquartered in the United Kingdom that
delivers “High Brand” Office Space on short, medium and long term basis.
• Already familiar with Hosted / Cloud UC&C solution - deployed internally
in HQ campus only. The Organization had deployed the solution to 3,000
users
• 24,000 more voice devices, with a total of 28,000 users (employees and
contractors)
• For the global voice requirement, the customer uses the full featured
UC&C solution including, presence, IM and multiple end-point support
(Headsets, Handsets, soft-clients, web clients, Smart/Mobile).
© Polycom, Inc. All rights reserved.

53. Benefits. The Organization experienced the following benefits,
which totalled $15,363,925 (risk- and Present Value-adjusted):
• Easier collaboration allows power users of UC&C Solution to save 20 minutes
per day.
• In 50% of cases, this saved time is put to productive use within the
organization.
• With Broadsoft and Polycom, the phones no longer need to be physically
moved when a user relocates offices, saving IT staff $30 per move.
• Polycom phones allow cost savings on purchase and installation more
streamlined with Broadsoft.
• The Organization reported that Polycom voice solutions in the Broadsoft
UC&C solution were easier to manage and maintain providing cost savings
associated with third-party managed service maintenance contracts.
© Polycom, Inc. All rights reserved.

54. Costs. The Organization experienced the following costs,
which totalled $7,774,160 (Present Value -adjusted):
• Phone purchase and Broadsoft license costs ($4,665,316). The costs to purchase
various Polycom VVX units and associated Broadsoft licenses per user
• Ongoing platform maintenance costs (third-party managed services company)
($2,821,187). These include third-party costs for ongoing administration and
maintenance of the solution, totaling $3.5 million over three years!!
• Professional services costs — Polycom ($287,657). These include project
management and implementation services provided by Solution Consortium, and
initial end user device deployment.
© Polycom, Inc. All rights reserved.

55. The results - Summary
• The Polycom Broadsoft Powered, Hosted/Cloud based UC&C solution helped the
Organization achieve the following benefits (risk- and present value [PV]
adjusted) over three years:
• Improved productivity and collaboration: $12,341,123.
• Employee relocation cost savings: $452,351.
• Phone purchase and installation savings: $1,988,182.
• Managed services cost savings: $582,269.
• Total cost savings and benefits: $15,363,925
© Polycom, Inc. All rights reserved.

56. Thank You
© Polycom, Inc. All rights reserved. 56

57. Demo