2012 Partnering Conference

1. WELCOME
SPONSORS

2. Upcoming Events
• 8.13.12 – 5th Annual CEO Retreat
• 8.30.12 – 4th Annual Marketing Technology Summit
• 10.4.12 – Growing Technology in Arizona
• 11.8.12 – Governor’s Celebration of Innovation Awards
Monthly Events
• After5 Networking Events
• Lunch and Learn Events
• Council Connect Events
For more information visit aztechcouncil.org

3. Event Agenda
1:00pm - 1:30pm | Registration and Networking
1:30pm - 3:00pm | Partnering Presentations
3:00pm - 3:15pm | Break
3:15pm - 4:00pm | Executive Partnering Panel
4:00pm - 6:00pm | Reception and Expo

4. Partnering Presentations
• OneNeck IT Services with partner Solution Interface
• Loop Demand Gen with partner Canyon Communications
• Telesphere with partner Broadsoft
• DIRTT with partner VermiSoks
• Prime Solutions Group, Inc. with partner Aviture, Inc.
• TelEvolve with partner Western WiMAX
• Cybertrails with partner Solutions 8

5. OneNeck IT Services
and
Solution Interface

6. Introducing
OneNeck.
We provide a
comprehensive, flexible
suite of hosting and
managed services
designed specifically to
help mid-market
companies improve
system performance.

7. Founded in 1997
Supporting over 150+ customers
and 66,000 users in 45 countries on
six continents
Focused: 90% of revenue from
outsourcing and managed services
Over 250 full time employees
98% Contract Renewal Rate over
thirteen years
24/7 North America based support
center handling over 85,000
incidents annually
Microsoft certified hosting partner.
Ranked #1 ERP Outsourcing Vendor
by the Black Book of Outsourcing
survey three years in a row

8. Introducing Solution Interface.
Headquartered in Scottsdale, Arizona, Solution Interface is a
full service telecommunications company providing a
comprehensive suite of telecom management products and
services for small to medium enterprises, communication
service providers and non-profit organizations.

9. Quote requests Moves, Adds, Changes & Disconnects
(MACD)
Market Analysis of Carrier Positioning
Facility Relocation Management
Voice and Data Audits
Telecom Inventory Management
RFP Design & Implementation
Contract negotiations & Management
Network Design & Implementation
Recovery Services
End to end project management
Customer Portal
Integration Services & Vendor Mgmt.

10.  OneNeck WAN Design and Management
 Carrier Neutrality
 Telco Assessments
 Contracts Review
 WAN Design/Architecture Review
 Performance Analysis
 Bandwidth Profiling
 WAN Best Practices Analysis
 Implementation/Provisioning Services
 Typically save money on your contracts by leveraging our expertise and
buying power
 Century Link, TW Telecom and COX partner thru SI – leverage our SPPs
 20%-30% less costs than traditional service providers

11.  Solution Interface and OneNeck Success Story
 Prospect had $20k/mo. spend on TDM circuits
 6 physical locations
 Low speed connections
 Prospect required managed hosting (VPS, hosting)
 New Solution with SI/ON
 CL MOE’s at high speeds for all locations
 Reduced telecom spend 40%
 Uplifted to fiber delivery (highly reliable)
 Still had enough in their budget to meet other hosting needs

12. Questions?

13. Loop Demand Gen and Canyon
Communications
July 26, 2012

14. Partnering for Marketing and Sales Alignment
• Full-service, integrated B2B • End-to-End Demand
marketing Generation
• Disciplined approach to • Helps B2B companies generate
understand market dynamics more leads and pipeline
• Candidness that enables • Provides outbound calling and
effective collaboration inside sales support
• Architects marketing strategies • Offers performance-based
that achieve expected ROI appointment setting
• Rigorous client service • Guaranteed results

15. Marketing Support Sales Support

16. Technology
Supplier
Channel Sales Model
Value-Added
Distributor
Value-Added
Reseller
End-User

17. What is the business
problem IT professionals
(end-users) face?

18. Data volumes
increasing at an
exponential rate
Decreasing budget
dollars to buy more
storage servers

19. Solution: “Stop
Buying Storage”
Key Message:
Don’t buy more.
Optimize what
you have.

20. Canyon and Loop partnered to develop
campaign strategy
Step 1 Step 2 Step 3 Step 4
Database E-mail marketing Executive Door Follow-up
cleansing and campaign with Opener (EDO) appointment
opt-in e-mail White Paper dimensional setting activities
address gathering download mailer
Goal: 250 verified Goal: 30 white paper Goal: 30 EDO Goal: 10 face-to-
e-mail addresses downloads for EDO mailers delivered face appointments
distribution

21. Step 1: Database cleansing and appending

22. Step 2: E-mail marketing campaign

23. Step 2: E-mail marketing campaign

24. Step 3: Executive Door Opener (EDO)

25. Step 4: Follow-up and appointment setting

26. Campaign Results
• 397 contact records cleansed
• 1,110 unique touches (2.77 touches/contact)
• 242 opt-in e-mail addresses verified
• 4 e-mail distributions over a 6-week period
• 36 white paper downloads
• 30 EDOs delivered (7.5% of contact list)
• 11 face-to-face appointments scheduled (36% of
EDO recipients)

27. Questions?
Contact: Contact:
Matt Hensler Jared Bodnar
VP, Strategic Services President
Canyon Communications Loop Demand Gen
mhensler@canyoncomm.com jbodnar@loopdemandgen.com
480-775-8880 480-545-1015

29. Who is Telesphere? Telesphere Financial Overview
• Founded in 2000 • Annualized revenues over $30 million
• Providing voice and data services over a • Over 30,000 end users, providing service to
private IP network the entire US including Canada
• Nationwide Privately hosted Cloud • Currently Cash Flow Positive before
Communications Company Customer Acquisition costs
• Integrating the office phone, computer • Raised over $50 Million over past 5 years.
and mobile for complete convergence and • Zero debt
providing advanced cloud voice and data
communications features
• Have a redundant network with over 13
points of presences located geographically
providing customers with maximum
uptime and disaster recovery options

31. Let Telesphere be your Hosted Option
• Hosted and managed voice and data network
• National carrier-grade fully meshed MPLS IP network
• Last mile - dynamically allocated symmetrical connectivity
• Total solution provider responsible for end to end performance
• 24 X 7 Live support, goal of first-call resolution
• Maintenance, updates, and MACD’s included at no additional cost
• No capital investment required
• Latest technology standards such as SIP and wideband audio (HD)
• Carrier grade Session Border Controllers and Firewalls for maximum network security
• Fully featured Product Portfolio to accommodate the many requirements customers face
The Telesphere Difference

32. Broadsoft
• Leading global provider of IP communications services
– #1 VoIP app market share – Infonetics Research
– 18 of the top 25 carriers, based on revenue
– 450+ Customers in 65 countries
– Public, Profitable and Investing in Innovation
• Ecosystem Innovation
– 500+ partners
– 5,000 Xtended developer members
• Global Scale
– 4 TACs provide follow the sun 24/7 support
– 500+ people in 21 countries
– 250+ people in R&D working on VoIP apps

33. Industry Trends
• Broadsoft closely monitors industry trends to help assist our partners (such as
Telesphere) satisfy end-user demand

34. Trend #1: Broadband Proliferation
In 2010 mobile broadband
• Shift from scarce broadband to
subscribers hit 700M, passing the abundant broadband
500M of fixed broadband • Fiber and LTE provide anytime
and everywhere broadband
• Enabling new ways of
communicating
– Visual Communications
– Collaboration
• Service providers can leverage
quality of service and charging as
ways to compete and
differentiate
Mobile Broadband Fixed Broadband

35. Trend #2: Cloud Services
• Unstoppable movement to cloud
services
• Concerns about security,
performance and control have been
overcome
• Even mission critical enterprise
applications (e.g. Salesforce) moving
into the cloud
• Ability to integrate cloud services
together, providing true unified
communications
• Opportunity for service providers to
quickly bring to market innovative
services
Enterprise Cloud
Services Adoption

36. Trend #3: Explosion of smart devices
• Some estimates say that there will be
50B connected devices by 2020
• Wide variety of devices leveraging
open application development
environments like iOS or Android
• More and more important to match
the user experience with the service
(Blackberry email, Apple iTunes)
• Bring the power of the cloud onto
these devices, making the experience
personal

37. Trend #4: Unified Communications
• Users expect a rich set of
Voice Services communications services
• Need a range of real-time
communications services that
integrate with social networking
services (LinkedIn, Facebook, Twitter)
• Focus on usability, increasing the
efficiency and reachability of the end
Video Calling HD Voice user
• Service providers can bring together
a set of real-time communications
Messaging Chat services along with the power of
social networking
Conferencing Collaboration

38. Trend #5: Seamlessness
• Seamlessness is a user experience
that works across all of our devices,
and integrates all of our
communications services
• Separation of the service from the
device
• Use the service from multiple device
with same experience
• Service providers can provide the
right experience on the right device
seamlessly

39. Broadsoft and Telesphere
• Working together to provide
companies with an affordable, state
of the art, world-class
communications solution

40. DIRTT & VermiSoks
• Turning food waste into a vertical
garden

41. DIRTT Environmental Solutions
• DIRTT – Doing It Right This Time
• Design, manufacture, install modular interior
construction
• Calgary-based company opened Phoenix
factory in July of 2011

42. DIRTT Factory – Greenest of its kind
• 96% recycle rate
• Solar arrays provide 10% of electrical
• Recycled denim insulation
• 65 employees fed onsite every day
– Full kitchen, two chefs

43. DIRTT Factory Food Waste
• Food production means food waste
• Counterproductive to DIRTT’s mission
• Solution - VermiSoks

44. VermiSoks
• President/CEO – Miguel Jardine
• Manufacture “worm wine” out of food waste
• “Sok” filled with mulched up coconut &
worms grows organic vegetables, herbs
• Nurtured by worm wine – don’t add water…

45. DIRTT & VermiSoks
• VermiSoks takes 100% of our food waste
• Manufacture worm wine
• Worm wine nurtures our vertical garden made
from DIRTT
• Grows an estimated 10-15% of food

46. We’re growing herbs, vegetables and flowers
In the parking lot!

47. DIRTTbags planting garden
A team effort!

48. DIRTT & VermiSoks
• Sok becomes rich fertile soil
• Sell soil to offset the expense for new Soks
• So now we are manufacturing… (wait for it)

49. DIRT at DIRTT

50. Questions?
• Mary Wolf-Francis
– mwolf@dirtt.net
• Miguel Jardine
– Miguel.jardine@vermisoks.com

51. Prime Solutions Group, Inc
Aviture Inc
• Joe Marvin, Prime Solutions Group,
Inc
• Sam Snyder, Aviture Inc.

52. Partner Profiles
• PSG
– Systems Engineering
– Product Lifecycle Management (PLM) tools
– Independent Research
• Aviture
– Enterprise Software Development Solutions
– Emerging and Agile Development
– Next Gen Service Based Applications

53. Perfect Storm
Accelerated
$$s
Systems Software
PSG Aviture 1 + 1 = 3!

54. Why does the Partnership Work?
• Shared interests and focus
• Complementary skill sets
• Understand value of partnerships
• We want it to work!

55. Value Creation
• Partnership proposed on SBIR
– Continued independent research collaboration
– Autonomous Intelligent Control Concept
• Introduced partner to LM Defense Systems
– Aviture opportunity to add SW developers
• Future program proposal opportunities
– Expand the pie by bringing combined expertise

56. Future Partnerships
– Complex developments across multiple domains
– Apply Systems Engineering and Systems Thinking
– Enterprise Architecture Transformations
– Opportunity to apply process, methods and tools
– Accelerated Business Value and Success
– Technology Innovation in Global Marketplace

58. Challenges To Deploying Advanced
Internet-Based Services
• Existing copper infrastructure is unreliable
• Lack of carrier support for quality assurance
• Carrier competition against us

59. Unreliable Internet Service
• Traditional service providers don’t proactively
monitor for problems
• Unwilling to provide visibility into their networks
and status of connections
• Are focused on a “best effort” service with no
guarantees

60. Speed Versus Quality
Voice, video, and other real-time
services demand instantaneous and
reliable delivery of data.

61. Western WiMAX Difference
• 100% visibility into network performance
• Alarms for even minor errors
• Call quality testing at 15 second intervals
• Uptime & quality guarantee with a monetary
penalty if they fail

62. Challenges For Internet Service Providers
Working With VoIP & Video Services
• Many voice and video conferencing companies rent
their services and equipment
• Lack of provider knowledge of good networking
fundamentals
• Poor customer interaction and ownership
• Single point of failure

63. Re-Marketed Services
• Ambiguous responsibility for problems
• “Blame the ISP” mentality
• Unable to provide the ISP visibility into their
network and services
• Slow response for repairs and customer service
makes both companies look bad

64. TelEvolve Difference
• 100% own equipment and network
• 24/7 monitoring for failures
• Staffed by experienced network engineers
• No call center or low-level support
• Three locations with redundant equipment

65. Partnership Value Proposition
• Customers have a single point of contact
• Call quality and service level guarantees
• Never have to explain their needs to inexperience
tier 1 support call center
• Both companies have reduced support costs and
incidents

66. Ideal Partners
• IT service & consulting companies
• Telecom brokers & consultants
• Disaster recovery companies
• Cloud services companies

67. www.westernwimax.net www.televolve.com
480-575-7550 602-889-3000

68. The CyberTrails and Solutions 8 Partnership
 Partnership Background
 CyberTrails
 Since 1995
 Backed by Republic Financial Corporation
 Solutions 8
 Formed from the merger of KPO Global and Snapdragon Solutions
 CyberTrails and Solutions 8 have been strategic partners for nearly two
years

69. The CyberTrails and Solutions 8 Partnership
 CyberTrails
 Professional and Managed Services, Help Desk Services, Cloud
Computing, Virtualization, Application Management & Data Center

70. CyberTrails and Solutions 8 Partnership
 Solutions 8
 Web development, SEO, Social Media Management, Email
Marketing, Content Creation and Video Production

71. CyberTrails and Solutions 8 Partnership
 Partnership Details
 CyberTrails and Solutions 8 do joint promotions
 Professional Headshot offer
 Integrated product offerings (like hosting)
 Referral sources
 Solutions 8 is CyberTrails’ marketing department providing: content,
Web Development, Email, SEO, video, Social Media and Graphic Design

72. CyberTrails and Solutions 8 Partnership
 Email Marketing
 Content creation
 Video Production

73. CyberTrails and Solutions 8 Partnership
 Search Engine Optimization

74. CyberTrails and Solutions 8 Partnership
 New Website Coming Soon!

75. CyberTrails and Solutions 8 Partnership
 Partnership Benefits
 Outsourced marketing is the most cost effective method to get
experienced professionals to help brand/market a business, while
driving an ROI
 Solutions 8 keeps CyberTrails in front of their clients and prospects
on regular basis; providing networking opportunities and lead
generation while they do what they do best – focus on their
clients/projects
 CyberTrails → increased visibility and success
 Both Solutions 8 and CyberTrails → new opportunities
 Partnerships and clients are the best referral source

76. 15 Minute Break

77. Executive Partnering Panel
• Moderator: Aly Saxe, Founder and Managing
Partner, Ubiquity Public Relations
• Adam Ross, Cofounder and VP Marketing &
Sales, Contatta
• Justin Gray, CEO & Chief Marketing Evangelist,
LeadMD

78. THANK YOU FOR
ATTENDING
HAPPY HOUR/EXHIBITORS