Microsoft Unified Communications Partner Business Value 1

Communication overload Globally distributed customers and partners High cost of communications Increasing security and compliance

Enterprise Telephony Voice mail EnterpriseTelephony AudioConference AudioConference WebConference WebConference VideoConference VideoConference &Instant Messaging &Instant Messaging Separate Management & Unified Messaging & Unified Messaging Instant Messaging Instant Messaging Conferencing Platform Unified Experience Common Management Overall Costs Down Vertically integrated communication silo Inefficient communications Communications overload Parallel infrastructures Horizontally integrated common platform Standards-based distributed architecture Accessibility in the entire network One common database and directory Communications Turning 90 Degrees Bringing together people and information with software

Microsoft Unified Communications Increased productivity through communications convergence Unified Inbox & Presence Streamline Communications Between People and Organizations Increase Operational Efficiency & Flexibility Increase Operational Efficiency & Flexibility Amplify IT Visibility and Control Amplify IT Visibility and Control Provide an Interoperable and Extensible Platform Now and for Your Future Instant Messaging Application Integration Across Networks Across Devices / Calendaring Audio, Video & Web Conferencing Enterprise Telephony Software Powered Communications

Hardware Focused UC Vendors Microsoft Microsoft Unified Communications Versus hardware focused UC vendors LOB & Application Development Innovation Long product timeline Slow or no innovation Forklift upgrades Siloed around telephony User Centric Communica- tion Regular software releases Rapid innovation Standard hardware Built as an integrated communications platform Multiple proprietary clients Disconnect from today’s PC environment 1 user directory per product Complex management and administration Streamlined user experience Rich integration with most widely used Information Worker software Active Directory – 1 directory for all Common approach to admin & support tools Limited capabilities Limited integration with commonly used software tools Rich server and desktop APIs to extend the communications platform Built around common tools and environments used by millions of developers

Why Recognized as a Leader ? 2008 The Magic Quadrant is copyrighted August 2007 by Gartner, Inc. and is reused with permission. The Magic Quadrant is a graphical representation of a marketplace at and for a specific time period. It depicts Gartner's analysis of how certain vendors measure against criteria for that marketplace, as defined by Gartner. Gartner does not endorse any vendor, product or service depicted in the Magic Quadrant, and does not advise technology users to select only those vendors placed in the "Leaders" quadrant. The Magic Quadrant is intended solely as a research tool, and is not meant to be a specific guide to action. Gartner disclaims all warranties, express or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose. SOURCE: Gartner, Inc., “Magic Quadrant for Unified Communications, 2007” by Bern Elliot, August 20,2007 The Magic Quadrant graphic was published by Gartner, Inc., as part of a larger research note and should be evaluated in the context of the entire report. View the full Gartner report, compliments of Microsoft, at

Savings CategoryMicrosoft UC FocusSavings Potential Reduce Out of Pocket Expenses Reduce Travel ExpensesUnified Conferencing$913/Employee/Year Reduce Conferencing Service CostsUnified Conferencing$1000/Employee/Year Telephone and Cell Phone Reduce BillsUC Desktop & Mobile Devices$744/Employee/Year Reduce Facility CostsFlex Work, Anywhere Access$6000/Employee/Year Optimize Communications Infrastructure Consolidate Communication SystemsUC & System Consolidation$400/Employee/Year Consolidate Messaging/Fax SystemsExchange 2007 Capabilities$300/Employee/Year Consolidate Application PackagesConsolidated UC Solutions$100/Employee/Year Optimize Software LicensingE-CAL Suite Pricing$120/Employee/Year Leverage Human Capital Improve Staff EfficiencyUC Productivity Gains$2000/Employee/Year Streamline Workgroup ProjectsUC Collaboration Tools$17,500/Project HC/Year Simplify Governance and ComplianceUC Enhancements and Tools$92/Employee/Year Microsoft’s UC Solution Can Allow Organizations to Save Over $11,669/Employee/Year Source: UniComm Consulting, March 2009

End user hard phone devices vs. soft phones ($300 vs. $30) Additional routers, switches and power backup ($11/User/Year) Additional power to run and cool network gear ($13/User/Year) Additional VPN equipment for remote workers ($12/User/Year) Power Over Ethernet switches and cooling costs ($49/User/Year) Hardware Based IP Telephony Decision Choosing Hardware IP Telephony Solution Can Lead to Millions in Unnecessary Costs Need to rip and replace PBX to enable any UC capability to users ($$) Source: Advaiya Consulting Analysis Cisco IP Telephony Deployment to 50,000 User

Validation from Customers

Expand Your Business With Microsoft UC

Typical Consulting and Services Opportunities Integrate Voice Develop UC Solutions Upgrade the Communication Base Ready the Infrastructure $46/seat $52/seat $25/seat $66/seat *Source: Averages for Medium – Large Enterprise deployments, Microsoft Internal Research Jan 2008 $37/seat $66/seat Varies by project $23/seat $30/seat + reseller revenue

Become a Microsoft UC Partner Build Develop your core UC skills and expand your service offerings Deploy Microsoft UC solutions in-house Differentiate Enroll in a UC Competency specialization Grow Amplify marketing impact through customer campaigns