Digital Signage Partner Summit Bob O’Malley InFocus CEO Chairman CompTIA

My 45 Minutes of Fame What’s happening across the audio, visual and data industries that makes me believe that convergence is upon us? How do vendors / manufacturers build capability for the future of converged applications? What should you be doing to prepare your customers, your staff and your business model for the next wave of opportunity?

Digital Content Drivers* – 2010 & Beyond IP is the universal information conductor CE sets the price points, China is the manufacturer Every display device is connected, is smart and is managed remotely Visual Collaboration Systems and Solution Elements need to be componentized to match their life cycle Delivery to mobile devices requires standardized Any2Any Content becomes more valuable, needs to be re-purposed, communicated and shared across the enterprise The IT/AV channels accelerate migration to services * Drawn from CompTIA/InfoComm Summit, July 2010

4 Managed Services Cornerstones* MSP Demand Generation MSP Solution Offerings Remote Management & Hosting MSP Financing *Bob O’Malley at Tech Data MSP Summit, August 2007

5 Managed Services Cornerstones* MSP Demand Generation MSP Solution Offerings Remote Management & Hosting MSP Financing *Bob O’Malley at Tech Data MSP Summit, August 2007 The Universal Utility Computing and Communications Model

6 Dimensions of Convergence? Cost ProfessionalConsumer Infrastructure Cloud Connected GUI Customer Open Public IP Network Simple IT Closed Private Special purpose Complex AV

7 Dimensions – What Wins? Cost Professional Consumer Infrastructure Cloud Connected GUI Customer Open Public IP Network Simple IT&AV Closed Private Special purpose Complex

InFocus Confidential InFocus: 24 Years of Display Innovation Numerous innovative industry firsts Continued R&D investment in areas of projection and illumination Full range of complementary display products, software Leveraging ODM partners for mainstream platform development Public to Private company in May, 2009 Polysilicon Multimedia Projector Portable High-Resolution Projector 1 st DLP based projector Sub 7lb. Projector SXGA Reflective Projector Fixed Install Hi-bright projector Sub 5lb. Projector LXGA DLP 7lb 2000L XGA DLP LS110 Home Theatre Projector LP120 Sub 2 lbMobile Projector SP7200 HD2 Projector X1 Cross-over Projector InFocus Light Engine Mac Compatible LCD Panel Color LCD Panel Data ProjectorHigh-Resolution LCD Panel Notebook LCD Panel Multimedia LCD Projector High-Resolution Active Matrix Panel VGA Compatible LCD Panel Sub 3 lb MobileProjector 1500 lumens Video over USB Projectors, more… Sub 2.5 lb MobileProjector 1800 lumens 2007

We InFocus Confidential InFocus: 24 Years of Display Innovation Numerous innovative industry firsts Continued R&D investment in areas of projection and illumination Full range of complementary display products, software Leveraging ODM partners for mainstream platform development Public to Private company in May, 2009 Polysilicon Multimedia Projector Portable High-Resolution Projector 1 st DLP based projector Sub 7lb. Projector SXGA Reflective Projector Fixed Install Hi-bright projector Sub 5lb. Projector LXGA DLP 7lb 2000L XGA DLP LS110 Home Theatre Projector LP120 Sub 2 lbMobile Projector SP7200 HD2 Projector X1 Cross-over Projector InFocus Light Engine Mac Compatible LCD Panel Color LCD Panel Data ProjectorHigh-Resolution LCD Panel Notebook LCD Panel Multimedia LCD Projector High-Resolution Active Matrix Panel VGA Compatible LCD Panel Sub 3 lb MobileProjector 1500 lumens Video over USB Projectors, more… Sub 2.5 lb MobileProjector 1800 lumens 2007 We Made Products

Worldwide Projector Sales & Forecast (Revenues, Millions USD, all projectors, Pacific Media Associates 3/10) “First Growth Wave” notebooks, PowerPoint and projector innovation “Second Growth Wave” New era projectors Trough of commoditization & maturation

Worldwide Projector Sales & Forecast (Revenues, Millions USD, all projectors, InFocus, 5/10) “First Growth Wave” notebooks, PowerPoint and projector innovation The Likely Reality Slow growth – 3% per year

12 For Example: InFocus Leading Projector Company Leading Visual Collaboration Solutions Company 1. Develop Solution Offerings for the channel to sell, or 2. Sell products direct. Vendors/Manufacturers have a choice:

Visual Collaboration Landscape Data Network Connectivity and Manageability Video Conferencing Webinars Static Standalone Power Points Room to Room Virtual Collaboration Video Broadcast Services Video White boarding AV Centric Applications Digital Signage

Visual Collaboration Landscape Data Network Connectivity and Manageability Video Conferencing Webinars Static Standalone Power Points Room to Room Virtual Collaboration Video Broadcast Services Video White boarding AV Centric Applications Digital Signage UC

15 Classroom & Conf Room Applications in 2011 Fixed Functions Stand Alone Separate Channels Proprietary Software Digital Presentations Digital White Boards HD Video Conferencing Digital Signage (Panels 50+”) Systems sold in 2010 Average price 6,850,000 $ ,000 $2, ,000 $10, ,000 $7,500 Converged Room Solutions Technology: Virtualized Connectivity Visual Applications and Shared Content Channel Provided Services Source: Various 3 rd Party Research Reports

16 Who Will Win In The UC Battle? Who? Strength ?  The Network  The Workstation  The Personal User  The Cloud

17 Who Will Win In The UC Battle? Cisco, Microsoft, Apple, Google… or YOU?

18 Who Will Win In The UC Battle? YOU, because: You are the last mile You know your customers’ business Your customers trust you as a solution provider and want a local throat to choke UC comes together at the customer. It is Customer in, not supplier out. If you want to, if you prepare for it, if you start now, and if you are willing to take some risk.

19 In my humble opinion, what you need to do is: 1.Know Your Customers and their needs, much better and broader. It is more important than knowing the latest technology. 2.Verticalize on your Customers, and horizontalize on technologies. 3.Embrace Customers with leading technology appetites. They are the initiators of change. 4.Acquire or partner for the skills you need, but do not have.