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The IP Communications Top 5

Discover the top reasons for migrating to IP Communications, the benefits, and solutions it offers to solve complexity and enhance productivity. Learn how building an IPC practice can fuel new opportunities for VARs. Find the secrets to VAR success in IP Communications.

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The IP Communications Top 5

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  1. The IP Communications Top 5 Richard McLeodDirector, IP CommunicationsWorldwide ChannelsCisco Systems

  2. Top 5 Reasons For Customers To Migrate To IPC • Reduced expenses & total cost of ownership • Technology obsolescence – the time is right • Redundancy & business resilience • Virtual networking of business locations (including partners & even customers) • Enhanced employee productivity & customer satisfaction via Unified Communications

  3. Communication devices & appsproliferating… 6.4types comm. devices Daily 52% …have to usemultiple methodsof reaching coworkers… Daily 36% + …unable to reach coworkers onfirst try… Monthly 22% … results indelays & missed deadlines 27% traveling 1X month avg. Employeeincreasingly mobile… Today’s Business Problem: Complexity Impacts Productivity $$$$ Impacting the bottom line IP Communications Can Solve This Problem Thus Increasing Productivity & Profits Source: Sage Research January, 2006 (N = 203, 45% Int, 20% SMB, 35% Commercial)

  4. Initial IPC Deployments Fuels New Applications Deployment • Over half of organizations with IPC plan to deploy unified messaging and/or SoftPhones within the next two years • All types of conferencing are already wide-spread and growing fast, although many organizations do not currently have these integrated with their IPC Source: Sage Research January, 2006

  5. Benefits Realized Through Unified Communications • On average, current users of Unified Communications experience time savings of 30 to 55 minutes per day per employee as a result of these applications • Additionally, conferencing and SoftPhones result in significant out-of-pocket cost savings through lower travel expenses, cell phone and long distance bills Source: Sage Research January, 2006

  6. Top 5 Reasons For VARs To Build An IPC Practice • Today’s Buying Criteria Requires It • Blended end-to-end technology requirements • Converging CIO/TCM Depts./Decision Making • Successful Service Practice Requires It • 2-3X Revenue Growth Opportunity • Converged Network, Security, UC Apps, Vertical Apps • Increased Prof/Mgd Services Opportunity • Increased Customer Value Add / Retention

  7. IP Communications:Fueling New VAR Opportunities Rich Media Communication Convergence Customer Value & VAR Profitability New Applications Opportunities New Services Opportunities

  8. Top 5 Secrets To VAR SuccessBuilding An IP Communications Practice • A Strong Foundation In Convergence Networking(LAN, WAN, Security, QoS, Wireless, etc.) • Applications & Software Skills – Beyond Voice Apps (Directory Services, MS Exchange, Lotus Notes, CRM, XML, etc.) • A business process improvement, consultative and financial salesmethodology - not technology selling. Likely requires significant sales team changes. • Solid integration, professional services, managed services competencies and offerings. Managed as a Professional Services P&L. • A vertical emphasis with a “unique” offer to the market which includes a uniquely packaged group of IPC enabled business applications & surround services.

  9. To Learn More … • Cisco IPC Solutions www.cisco.com/en/US/products/sw/voicesw/index.html • Sage Research IPC Productivity Study www.cisco.com/en/US/products/sw/voicesw/index.html • Becoming A Cisco IPC Partner www.cisco/go/partner

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