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The BT Collaboration Story

The BT Collaboration Story. Bringing BTC & BTGS together. April 2014. What’s happening in our customer b ase and t he w ider m arket. Saving money. Sweating assets. Audio Market Value growing at 1/3 of Volume Growth

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The BT Collaboration Story

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  1. The BTCollaboration Story Bringing BTC & BTGS together April 2014

  2. What’s happening in our customer base and the wider market Saving money Sweating assets • Audio Market Value growing at 1/3 ofVolume Growth • Majority of Audio Traffic will move On-Netto VPN initially, then hybrid Internet/VPN networks • Integrating disparate Audio/Video/Web systems • Cloud Video MeetMe service will prosper to make customers disparate Video End points (Immersive, Desktop, PC) work together Making things simple, consistent and easy to use Focusing on Core Business • One tool for collaboration • Lync Audio Integration offers simple & well understood user interface – favouredby MNC’s • Cloud services minimize management overheads • “Adoption of cloud services is part of virtually every conversation we have with customers, and vendors report that on average one-third of all RFPs for new engagements contain some cloud elements.” • Ovum– Jan 2014

  3. The Journey to Transforming Collaboration UC Quick Start Building the business case Hybrid Architecture Service Migrate the platform UC Readiness Assessment Optimise the customer experience The BT Advise One Methodology Step 3 Extend Step 2 Enhanced collaboration experience an a strong business case Enabling improved collaboration internally and with customers Converge Step 1 Platform for true business agility Consolidate Greater controls Disparate Multiple SLAs and vendors Proven BT Roadmap Achieve better UC performance for end users and increase productivity

  4. A Multi-Path Approach with different Customer Scenarios …. Products in scope • One Voice • On-Net Audio Conf • SIP Trunking • One Voice Mobile Not transforming estate but wants to save on PSTN & Audio Conferencing • Customer has none or very limited UC deployment. Happy with existing Telephony & Conferencing. Wants to save money but with minimal change(Need to balance TCO benefit of Change with End User Experience) Already using Lync but not Lync Telephony/Conferencing • Customer has deployed Lync for IM & Presence but has either not implemented Lync Audio at all or in a very limited form e.g. pilots. (Cost of deployment vs realistic %age on-net traffic to deliver savings) Already using WebEx but not WebEx Audio/Conferencing • Customer has deployed WebEx but hasn’t linked Audio Conferencing, IP Audio or Video to WebEx. (CCA threat - consider quality, coverage & hidden costs. Often Hybrid solution needed to deliver optimum benefits) Have implemented UC & Collaboration but is having difficulties • Customer has deployed Lync or WebEx IP audio/video collaboration buthas encountered technical, operational, or commercial issues.(Identify under-investment area & help choose best UC migration path) • BT One Cloud Lync • Global Inbound • Office 365/Meet me • Lync Server/Meet Me • WebEx Hybrid Voice • WebEx Enabled TP • TMS Managed Service • BT Advise Professional Services

  5. What to sell in each customer scenario 1a/ PSTN or Audio Conferencing cost reduction opportunity Yes Yes Yes Yes • DP DHL • BT MeetMe & WebEx • On-net conferencing on One Voice, SIP Trunking, Dolby • £11.7m over 2 years • 6% decline in £2.2m BTC Audio ALL NON BT VOIP Start Start 1b/ PBX cost saving, upgrade or management opportunity Yes Yes Yes PSTN Access expensive? BT One Cloud (Cisco) - HUC’s/ HCS Add On Net Audio Conferencing Add On Net Audio Conferencing Route PSTN & IP Voice Traffic over MPLS Replace PSTN Access with SIP Trunking BTC Audio > 30% Global Telephony? Committed DIY PBXMGT BT One Voice Mobile Access BT One On Premise Roaming> 30% BTC Audio > 30% >1000 Seats No No Stop Stop • Oxford County Council • 105 contact centre seats and 840 HCS seats • 3000 Jabber users • £3.4m over 5 years

  6. What to sell in each customer scenario 2/ Already using Lync but not implemented Lync Audio/Conference Lync Server No No LyncOnline Yes Yes • UNILEVER • Deployed One Cloud Lync • Enterprise Voice top250 execs • Looking to rollout to23,000 users 3K with Voice • £5m over 4years balanced by 6% decline in £5.8m BTC Audio ALL NON BT VOIP Start Yes Use Global Inbound to provide PSTN Access Lync Server/ Meet Me Integration BTC Customer? Committed DIY or existing SI? Lync Server or Lync Online Office 365/ Meet Me ACP BT One Cloud Lync Conferencing requirement No Stop

  7. What to sell in each customer scenario 3/ Already using WebEx but not implemented WebEx Audio/ conferencing No Yes Yes • PFIZER • BT Audio, Video& WebEx. • Now extending with Hybrid Meet Me/WebEx Audio, WET & Cisco TMS. • £34m over 2 years • 18% decline in £2.9m BTC Audio ALL NON BT VOIP Stop Start 4/ Have implemented either Lync or WebEx Audio but is having difficulties Engage BT Advise to analyse problem and recommend solution Add WebEx enabled TP (WET) WebEx integrated with BT Meet Me Add Cisco TMS managed service Hybrid WebEx Audio/Meet Me Hybrid DolbyAudio/Meet Me Dolbycustomer Cisco TP customer • WORLEY PARSONS • Sept 2012 • BT Audio Bid $1m BTC not successful as customer migrating to Lync • Sept 13 • Customer comes back to BTC for $900k deal at 32%GM • Lync deployment more difficult than first thought

  8. Call to Action – From Conversation to Collaboration Remember Sell a minimum of £200k net new business of conferencing services in H1 (audio, web, video with managed services) and earn your 10% Critical Focus for H1 Net New – new opportunity not on Siebel as of 28th April 2014 £200k or exchange rate equivalent in local currency

  9. Questions?

  10. Notes for Today • This morning: • Learning from a customer: how to build client relationships that last • Learning from our bid experts: how to create winning bids and identify opportunities • Learning from our marketing team: how to keep our brand top of mind in the Americas • After lunch, breakout sessions until 4:00 • Conferencing team – Trinity Ballroom • GS team – Park West Ballroom • End of day, return to your ADP teams you began yesterday, and prep for your presentations tomorrow • Tonight, another fun activity….more about that later

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