Mid Market Discovery Day Robert Moss

House keeping Fire exits & Mobile phones

Agenda TimeActivityPresenters 10:00IntroductionRobert Moss 10:30BCM450 Overview Barry Ralph & Dave Garwood 11:00Spot prize 11:05 Quoting for a 450 Migrating a BCM 200/400 James Turner 11:20Coffee Break 11:40 SCS500 overview & positioning the Nortel portfolio James Turner & James Colliety 12:10Oak UC solutionsSimon Colledge 12:40Spot prize 12:45Sales Tools & Training updateDave Garwood 13:05 Alliance Club H2 Incentive for Nortel James Turner & Robert Moss Spot prize 13:20CloseRobert Moss

What are the issues for mid market customers? Increasing pressure from larger companies looking at consolidation Niche players nibbling at market share Keeping in control while the business grows Managing the cost base Customers demanding more from you Business landscape changing rapidly

Source: Nortel SMB Market Intelligence using data from Dell’Oro, IDC, InfoTech. Introduction Worldwide Sub250 Comms Market Total Sub250 Market including Infrastructure and Applications growing at a CAGR of 12.7%. Telephony – Voice Systems, IP Clients Data Other – WLAN, Router, Security Appliances, Application Switch Applications – Messaging, Contact Center SMB market is healthy and growing.

Communications technology has evolved considerably over the last 20 years since Norstar was introduced, e.g. High-speed internet Virtual private networks (VPN) Voice-over-Internet Protocol (VoIP) Wireless access Security These are fundamental building blocks that enable simple, yet sophisticated, business communications. VoIP and related capabilities are the foundation for ‘Converged’ and ultimately ‘Unified’ Communications. Evolution of Communications

users Traditional TDM/IP Hybrid All In One Hybrid Advanced Telephony Advanced Call Centre Basic Collaboration Two Mid Market solutions from Nortel users SIP Based UC biased Basic Telephony Basic Call Centre Advanced Collaboration BCMSCS500

What is the opportunity? As SMB’s scale up – sophistication increases Automate repetitive tasks Improve availability Increased security Increased revenue and value of sale size and sophistication Opportunity for consultancy revenues for deploying additional sophistication. Increased addressable market Base migration opportunity Large installed base of Norstars Protect up to 70% of the Norstar investment 140,000 systems

UK PBX Market 1H08 – total extensions (000’s) 704,000 extensions

Mid Market Opportunity BCM 450 SCS500

IP communications have reinvented the way we do business. Here are just a few examples … Engaging Customers With today’s IP contact centers you can enrich your customer experience with features like click-to-call, real-time chat, Web page sharing and follow-me browsing. IP conferencing enables scalable, secure access anywhere, anytime, from any device so it can be easily extended to partners and suppliers for maximum flexibility. Secure remote VPN access, VoIP capability, workplace mobility handsets, softclients and advanced paging allow employees to stay connected and collaborate effectively. Conducting Meetings Connecting Employees Business Transformation

What is the spot prize? 3 places on a Passenger Ride with a professional racing driver experiencing tuition in Track, Wet Skid and Slalom driving. 3 places to experience racing a high performance AMG Mercedes-Benz car around the Brooklands circuit. The driving experiences will take place this afternoon