Partner to win Mike Donoghue, VP Sales Aculab

September 10-12, 2007 Los Angeles Convention Center Los Angeles, California 3 Presentations at TMC events VoIP Developers Conference 2005 – The Race –How will you manage the development of your VoIP application? IT Expo 2005 – The Evolution of IP Telephony –What can we learn from the past and how is the evolution of requirements effecting today’s solutions? IT Expo East 2007 – Choices for Developers –What are the technology choices that developers of VoIP solutions should consider? IT Expo Fall 2007 – Let’s Go to Market –VoIP-enabled applications are being accepted. What should you consider as you go to market?

September 10-12, 2007 Los Angeles Convention Center Los Angeles, California 4 The Race The dream – your company vision Training – skills & team development The start – BETA test, product introduction The finish – Satisfied customers, full production Recovery – Rest, reflect, recharge, improve The next race

September 10-12, 2007 Los Angeles Convention Center Los Angeles, California 5 The Evolution of the Race How will you win the next race to deliver on market requirements? –What are your strategic objectives and how do your systems and services support these objectives? –What are your users commonly requesting? –What is your biggest problem? Does it reoccur? –What is your greatest opportunity? –How do you deal with “curve balls”? –How will you deliver tactical features while still hitting strategic development milestones? –How do you deal with third party integration problems?

September 10-12, 2007 Los Angeles Convention Center Los Angeles, California 6 Choices for Developers Legacy solutions Today’s choices –Host CPU-based media processing Open source Proprietary –DSP-based media processing PCI, cPCI, PCIe –API choices VXML, MSML Proprietary The best fit for your applications What did you choose? How do you feel about that choice now? –How do you feel about your partnerships?

September 10-12, 2007 Los Angeles Convention Center Los Angeles, California 7 Choices for Developers For example, here is an agenda for an upcoming roadmap meeting –Prosody X hardware variants –Prosody S software capabilities –Integration with speech engines –VoiceXML/CCXML –Voice conferencing –SS7 –SIP –Video Do you have all of these choices?

September 10-12, 2007 Los Angeles Convention Center Los Angeles, California 8 Partnerships You’ve chosen your race Invested in the preparation required to win You understand how user requirements have evolved You understand what choice you have Now it’s time to capitalize on your investment Are you ready to go to market? –Partnerships are the key today

September 10-12, 2007 Los Angeles Convention Center Los Angeles, California 9 Partnerships Do your partners have the following? –Mature product line that operates equally well on packet and circuit networks –Proven ability to implement changes and new features quickly within existing development environment –Deep understanding of various high- value applications and industry- specific business environments –Interest and ability to support complex integrations –A roadmap that leverages and extends the initial investment –A brand that furthers strategic objectives and corporate identity –A true partner who understand that integration is about working together to satisfy the end user

September 10-12, 2007 Los Angeles Convention Center Los Angeles, California 10 Partnerships What makes a good partner? –Aligned strategic vision –Aligned operating process –Deep industry experience coupled with new insights –The ability to transcend their particular value add and offer value across the application –A company that works according to your customer’s schedule 24x7x365 –No finger pointing –Has a vision for the future and executes on their roadmap

September 10-12, 2007 Los Angeles Convention Center Los Angeles, California 11 Partnerships What is the value of continuity? –In this time of mergers and acquisitions, public companies being taken private, component vendors offering full solutions, and new competitors leveraging open source solutions to offer ridiculously low prices, how concerned are you that your partner may not be there when you need them? Choose wisely

September 10-12, 2007 Los Angeles Convention Center Los Angeles, California 12 Partner to Win! Summary –Now is the time – the Race is on! –You are leveraging over 10 years of technology innovation and evolution Everything should be IP centric and ready for any network and any media –You continue to have more valid choices than ever before –We are going to market today with increasing success –Your future depends on the partners you choose –Choose wisely!