For the Growing Indian SMB space a Hosted Communication Service would be of Immense Value

1. Next Gen IP Services G Suresh Kumar

2. Business Concept - 2 - The idea or concept proposed tries to introduce Low cost IP as aService to Small and Medium businesses (SMBs). The concept also includes delivering converged communication and other managed services through a unified platform. The ease of configuration of service and novel means of provisioning make the model highly innovative. Product marketing to Value Added Resellers (VARs) is also discussed. The stakeholders involved are new Startup, SMBs, technology vendors, connectivity providers and VARs. Service Provider SMBs IP in a Box Revenue Share Support, Updates, Customization IP as a Service Value Added Reseller

7. IT know-how is required.

9. SMB - Current Scenario - 5 - Connectivity Provider Fixed Line Provider Service Providers Service Providers Connectivity Providers Softphone Provider Technology Vendors Technology Vendors Technology Vendors IP Phone Provider SMBs Technology Vendors Voice Technology Vendors ICT Providers Network Services Service Providers Backup services Security SMB IT Staff IT Services SMBs in current scenario deal with multiple partners and vendors for their voice, data , connectivity, IT needs etc, complicating the deployment and management of various services required.

10. Pain Areas/Opportunities SMB market segment is high-volume, low margin Prefer to deal with a single partner / POC for ICT issues and optimize procurement and supplier management costs SMBs require solutions Easy-to-use Available off-the-shelf (with little customization) No specific skills to operate (fast learning curve) Prefer a specialized partner that can be the “extended” IT personnel Business Needs Business efficiency driven by faster and better interactions with customers and partners and consequent improved customer relationship Business flexibility driven by sharing business information in real-time, remote access, mobile workers. Productivity increase driven by automation, focus on core-business, self-service - 6 -

11. Market Speak Forrester Research forecasts that SMBs will drive 36% of Europe’s managed service revenues – jointly spending almost €8 billion in 2008. Worldwide Revenue for Business Gateway and Office-in-a-box solutions would be reaching €1.7 Billion – Forrester Research. Analysis strategy consulting predicts that SMB business needs, fostered by broadband, will allow telecom operators and ISPs in major European countries to add €25,000 per year in 2008 to ARPU levels for sites of over 20 employees. Analysis Strategy predicts that the revenue from Value Added Services through broadband will grow from €1.1 billion in 2003 to €10.3 billion in 2008. The global SMB segment for PBX (IP and TDM) is set to reach US $6.7 billion in 2007 - Source AMI Partners Inc. The number of SMBs in China is expected to grow to 12 million in 2008 and represent 10.5% of GDP (Source: AMI Partners Inc. and State Statistics Bureau)

13. Strong presence in the SMB market

14. Comprehensive SMB solutions for communication

15. Offers solutions even when on the move and abroad

16. “Communications Complete”, a unified messaging solution for SMBs launched in collaboration with Cisco.

17. Cisco

18. Expertise in networking hardware

19. Cisco Call Manager Express is a communication solution for SMBs

20. Recently launched Cisco Smart Business Communication System for APAC market.

21. Microsoft

22. Expertise in network software

23. Collaborates with Cisco to provide SMB services

24. MS Small Business Server

25. M5

26. Good presence in VOIP market

27. Provides Voice as a Service to Small and Medium Businesses

28. Target market is niche verticals in SMB

29. Others- 8 -

30. Competitive Offerings … example 9

31. IP in a Box IP in a Box Back End IP in a Box Front End Service Provisioning System Plug & Play Service Configuration Billing Engine Requests INTERNET Service Management Interface SMB Office CRM Engine IP as a Service NOC configuration Interface Service Provider’s Network Customization Interface Database One Stop for all Communication needs Easy End-End Management

32. IP in a Box Services Model BPO IDM Support Billing Voice as a Service model Requests Service Configuration Backup as a Service Model SMB Office Self Service Model Service Management Services Remote Web Servers & Web Services Device Layer CRM Network Services All IP based Model SMB Office in a Box

33. Value Proposition - 12 -

34. Value Proposition - 13 -

35. Service Architecture 24X7 Support Service Management Billing configuration Network Data Configuration management Provisioning Targeted/Segmented Offerings IP As A Service Platform SMB 1 SMB 2 Service Arena Basic Services (IM,Voip,email etc.) SMB 3 SMB 4 SMB 5 3rd party Service Players + Start up Support Engine Layered Model Network Zone Connectivity Providers Value Added Resellers Technology Vendors

36. Data Analytics CRM ERP Web Portal Knowledge Management 24X7 Support Configuration Management Billing Service Management Voice E-mail IM Video Collaboration Value Added Services DSL/BB HOSTED PLATFORM SMB 1 SMB 2 Default Services SMB 3 On Demand Solutions SMB 4 SMB 5 Support Engine New Layer exists in the hosted platform Seamless integration with existing services Tailor-made Solutions

37. Current Technology Vendor Classification Value for SMB Value Proposition

38. Current Technology Vendor Choices

39. Proposed Feature Segmentation SMBs Features - 18 -

40. Value Added Reseller Strategy SMB (100-199) SMB (199-499) SMB (0-99) 1. Gold Discount. 2. Tier 1 TVP. 3. DS + VAS. 4. Gold Training and reward programs. 1. Gold Discount. 2. Tier 3 TVP. 3. DS + VAS. 4. Gold Training and reward programs. 1. Gold Discount. 2. Tier 2 TVP. 3. DS + VAS. 4. Gold Training and reward programs. Gold Partner 1. Silver Discount. 2. Tier 2 TVP. 3. DS + VAS. 4. Silver Training and reward programs. 1. Silver Discount. 2. Tier 1 TVP. 3. DS + VAS. 4. Silver Training and reward programs. 1. Silver Discount. 2. Tier 3 TVP. 3. DS + VAS. 4. Silver Training and reward programs. Silver Partner 1. Tier 2 TVP. 2. DS . 1. Tier 1 TVP. 2. DS . 1. Tier 3 TVP. 2. DS . Registered Partner VAS – Value Added Services. TVP – Technology Vendor Product. DS – Default Services.

42. Front and Backend Integration

43. Ensuring Seamless delivery of services

44. Enabling plug and play configuration

45. Front End Portal maintenance

46. Provisioning the right kind of service with industry knowledge and domain expertise

47. Assuring QoS

48. Extending Managed services to business and IT consultancy

50. Web portal that the staff use for collaboration can display third party flash adverts.

51. Mobile phones of staff containing the collaborative application can display static ads.

52. The Service logic can involve a smart rules engine incorporating a set of rules to generate ads dynamicallyWeb Portal Hyperlink Ads, Banner Ads, Flash Ads etc Advertising Engine Mobile Phone Text Messages, Discount coupons, etc Third Party Advertisers Ads Voice and Conference Services Ads on Hold Tune, caller tune, background of video conferencing, etc Billing Engine Bill SMB Employee touch points - 21 -

53. Thank You