BT One

1. BT One Randy Schrock, BT One Team Lead Matt Corso, BT Advise One Practice Lead

2. It’s time to simplify the technology and multiply the benefits… BT One One Collaborate One Voice Voice capabilities that consolidate disparate technologies and suppliers Audio, web and video collaboration solutions • One Collaborate Audio (MeetMe) • One Collaborate Video • One Collaborate On-Net • Dolby Voice • One Voice SIP Trunking • One Voice Anywhere • One Voice VPN • One Voice Mobile Access Voice Transport Offerings BTC portfolio integration One Cloud One Enterprise Global IP Telephony and Unified Communications solutions On-premise IP Telephony and Unified Communications solutions • One Enterprise Lync • One Enterprise Cisco • One Cloud Lync • One Cloud Cisco (HCS) On-Premise Managed Service Primary UCaaS Solutions

3. Typical BT One Deal BT One Cloud - 20K Users, 3Yr Term • Service Setup • /User /Month Service $4.50-$17.00 * • GSIP & GIS • Advise • Endpoint Devices BT One Advise – 50K Users • Advise • GSIP & GIS • Endpoint Devices • Dolby Voice * PUPM price varies on platform, features, # of users, etc. What are the commercial components and opportunities?

4. BT One Vendor Alignment • $176M ICV ($32M BT One), 5 year term • 35K users across 25 countries • Global LAN/WAN outsource deal with significant UC&C component • One Cloud Cisco, standardized global architecture, B2B/B2C collaboration, security/resiliency • Why BT:“Many of the world’s top brands trust Jabil to provide efficient, affordable and secure services. We expect the same from our networking and communications partner, which is one of the reasons we chose BT.” Jabil CIO, Gary Cantrell Customer Vendor Preference Customer Vendor Preference • $140M ICV ($25M BT One), 5 year term • 35K users across 44 countries • Global LAN/WAN outsource deal with significant UC&C component • One Cloud Lync, GIS/OV (conferencing), Kontiki streaming, Office365 integration, Mobile Dev. Mgmnt • Why BT: A comprehensive and Innovative network-centric solution. Demonstrated tight alignment and coordination with Microsoft. Providing an elegant and thorough transformation strategy.

5. BT One FY14/15 Big Bets BT One Cloud Lync BT One Cloud Cisco Dolby Voice MSFT Programs Advise Services Office365 Interop A/V/W Conferencing GIS/GSIP A/V Kit Full OpEx Solution Cisco HCS Advise Services Turnkey Solution Voice/Video A/V/W Conferencing Contact Center Full OpEx Solution Dolby Service Dolby Phone Audio Kit Advise Services BT Advise, Connect, Contact, One Voice, Mobility, Collaboration …

6. BT’s road to convergenceBT Advise One BT Advise One “Engagement Methodology” Business Consulting, Systems Integration, Project Management Virtual multi-media customer interaction (Contact centers,Online and branches) Extended collaborative multi-channel platform BT Advise One “HAS” Hybrid Architecture Services Reduceint’l. commscosts Extend Enabling improved collaboration internally and with customers Differentiatedcustomerexperience Global converged multi-channel-ready infrastructure BT Advise One “Horizons” UC&C Envisioning Improve productivity Design/Develop “Hybrid” UC&C platform Drive customer responsiveness with instant people to people collaboration Converge Platform for true business agility Improved flexibility Reducerisks and costs Multi-channels and collaboration Consolidate Greater control Global support for mobile workers Transform the infrastructure Additional BT Advise One “Repeatable Offerings” under development Complexity Transition Lower complexity Reduce suppliers Disparate Multiple SLAs and vendors Sub optimal High cost Fragmented

7. BT One - Promoting End-to-End UC&C Solutions Cardiff Bay • 3-region redundant solution (99.99 SLAs) • Inbound Contact/SIP global connections • Local & toll-free dial-in • On-net audio/video conferencing • Full enterprise voice (DIDs) • BT Connect integrated • Audio/video endpoint devices • Multi-vendor audio/video interop • Integrated audio/video conferencing managed services • Utilizes existing vendor hardware and software Chicago London New York SIP IB TDM Hong Kong Singapore SIP – BT IP Connect/ MPLS provisioned BT One Voice SIP Trunking (G.729) – centralized break-in/out TDM – Media Gateway to TDM support for outbound service IB – Inbound Contact Global service supporting local dial-in and Toll-free access

8. BT One: Opportunity Scenarios Evidence • Diageo • Heinz • Sabre • Client seeks consolidation/integration of disparate UC&C assets, platforms and systems • CEMEX • Worley/Parsons • Legacy voice/video platforms approaching end-of-life/maintenance is driving the need to replace and innovate • Pfizer, PepsiCo, Unilever • Jabil • Coca-Cola • Client driven by cost-savings initiatives through better use of emerging/enabling technologies • Integreon • Mars • Innovation initiatives (Office of the future, new way of work, etc.) drives UC&C adoption • Ecolab • M&A activity and corporate consolidation KEY POINT: In each scenario, understanding the “tipping point” is critical

9. BT One: Opportunity Scenarios • What is the ideal customer profile for a BT One solution? • 3,000+ (20K seat sweet spot), Existing BT Connect or Network RFP, Cloud/Outsource minded, aggressive M&A activity, MNC or Domestic • What differentiates BT One solutions? • The compounding effect of the BT GS Portfolio, being multi-vendor, end-to-end managed service, OpEx pricing model, global scale, regulatory compliance IP, integration experience • How does BT Advise fit in? • BT One opportunities often follow BT Advise engagements, Horizons/HAS lays the groundwork for BT One solutions, SI skills are nearly always required for BT One solutions, trusted advisor • How do I leverage our partnerships? • Understand partner positioning within account, leverage partnership management teams, know how to define win-win scenarios, demonstrate partnership value to customer • What are the key points when positioning BT One? • UCC economics (ROI, TEI, TCO), understand customers’ vendor bias, solve for the tipping-point, budget/stakeholders/timing

10. BT One: US&C Sales Support Useful Links BT One Portfolio Intranet https://intra.bt.com/bt/globalservices/salesportal/propositions/bt_one/Pages/index.aspx

11. BT One Sales MVPs • Debra Harper • Kate Kuehn • Russell Loignon • Jake Martin • Tom Mullen • Sean Phelps • Terry Regan • Gordon Scott • Glenn Stella • Nadia Urdapilleta Thanks to our partners:

12. BT One Communications that Unify Pat Goss, Head of Business Dev., BT One Matt Corso, BT Advise One Practice Lead Randy Schrock, BT One Team Lead Andrew Small, BT One Portfolio Leader Sameep Lad, U.S. Portfolio Owner, BT One