Managed Exchange Service Cherian Thomas General Manager-Corporate Channel VSNL Gaurav Agrawal Product Management VSNL

Introduction: An Untapped Opportunity Introduction: An Untapped Opportunity VSNL Business Messaging offerings VSNL Business Messaging offerings What’s in store for you! What’s in store for you! Conclusion: Microsoft-VSNL Partnership benefits Conclusion: Microsoft-VSNL Partnership benefits Agenda

Power of both the worlds No more “Lost Opportunities” Software Key Features   Target Market – Large & Medium Enterprise   CAPEX Driven   Single package / licensing possible   Deployment time – 8 to 10 weeks   Complex setup – Multiple components such as OS, SAL, Hardware, Hosting, etc. Benefits   Higher Business Volume – mostly one time   Customized to customer requirement   Location of deployment - in-house or outsourced   Typical sales engagement – 4-6 weeks   High System Integration, Deployment effort required – thus additional revenue   Return business on upgrades, updates Software plus Service Benefits   Utility-based subscription model - recurring   Standard framework based - Rapid service turn up and implementation   Quick order closure cycle – 01 – 30 days   Fully outsourced – managed messaging   No licensing, hardware, component dependency. Scale as you grow Key Features Target Market – Medium & Small Enterprise Low CAPEX - pay per use Flexible plans and packages Provisioning to billing – 07 to 09 days Few components – mailbox, usage space. Every thing else is bundled Best of both the worlds

Spam and virus infected account for over 70% of all sent today 80% of organizations believe is more important than the phone Communication 41% of Internet users used a wireless laptop or -enabled cell phone this month Mobile Workers An estimated 80% of an enterprise's information sits on individual’s computers Collaboration User tolerance for downtime is less than 30 minutes IT Pros spend 70% of their time maintaining existing systems Today’s Messaging Challenges Sources: Meta Group, Pew Research Center, Gartner, Computer Security Institute/FBI, Dynamic Markets LTD., Accenture Escalating End User Needs Increasing IT Burden Security Service Levels Management and Costs

Software Plus Service SMB Challenges Software Plus Service Benefits High Costs of Disparate, Non-Optimized Messaging Environment Significant TCO Reduction 20-30% average TCO reduction Difficult to Support SLAs Unable to support users and maintain service around the clock 24 x 7 x % Availabilities 24 X 7 support High redundancy in architecture Predictable service experience Rapid Technology Change Cannot keep pace with rapidly changing requirements Readily Available Best of Breed Technology Continual evaluation and recommendation of new technology  Premium Hardware from HP, Cisco, EMC  Premium Software from Microsoft, Veritas, IBM  Keeping to the latest firmware, versions and patches Technology customization with Dedicated Service Global Requirements Expanding globally; do not want to replicate environment in multiple locations Global Service Delivery Choice of 4 facilities globally – India, US, UK and Singapore Leverage VSNL’s strength in helping you design an optimized network topology Expense Management Cannot justify up-front costs, but can afford ongoing usage fees Predictable Costs Flexible charging model -Predictable Monthly OPEX costs No unexpected costs due to hardware failure, natural disasters Lack of Internal Resources Cannot justify acquiring or retaining the key skills needed Dedicated Skill Team Use of specialized tools for management Specialized team, certified engineers operating under leading industrial practices

VSNL Business Messaging Offering

ReadyAccess Adaptive Key Features   Multi-tenant platform   Cost effective- pay per use   Flexible plans and packages   Supported by stringent SLA Benefits   Ready-for-use, utility-based subscription model   No up-front capital investment   24 X 7 management and support Key Features   Dedicated customer-specific platform   Lower TCO through economies of scale from hosted infrastructure and management Benefits   Flexibility of using existing Microsoft License, Servers, etc.   Leverage VSNL Hosting and Management capabilities   Operational excellence through ITIL framework Hybrid Key Features   Multi-tenant platform with customization   Utility based - pay per use   Advantage of scalability   No licensing required Benefits   Best of both the breeds – Critical components are dedicated however non critical are on common infrastructure   No licensing required. Scale as you grow Business Messaging Service Offerings

India’s 1st Hosted Exchange based Messaging Solution India’s 1st Hosted Exchange based Messaging Solution India’s 1st Global Service Delivery Platform – India, Singapore, New York and London India’s 1st Global Service Delivery Platform – India, Singapore, New York and London India’s 1st Enhanced Value Messaging Platform – Integrating Messaging, Mobile Mail, Instant Messaging, SharePoint, Archiving, Live Meeting in phased manner India’s 1st Enhanced Value Messaging Platform – Integrating Messaging, Mobile Mail, Instant Messaging, SharePoint, Archiving, Live Meeting in phased manner India’s 1st 99.9% SLA driven Shared Messaging Service India’s 1st 99.9% SLA driven Shared Messaging Service Truly world class service delivery and assurance - backed by TATA / VSNL Truly world class service delivery and assurance - backed by TATA / VSNL Best of breed Messaging Technology backed by Microsoft Best of breed Messaging Technology backed by Microsoft VSNL Business Messaging

BenefitsDescription All new business opportunity  Complement service offerings with Microsoft Products and Services and VSNL Service offerings  End – to – End solution : Opportunity to extend Managed Hardware, Network, and Support services with Licenses  Increase revenue from existing accounts Recurring Revenue Stream  Higher potential of earning through Annuity revenue on “Each sale of VSNL Services” VSNL’s well established Channel Partner Structure  VSNL provides structured Business Partner Program  No upfront commitment – Zero initiation cost  Nationwide Channel Sales and support structure Attractive commissions  Simple and attractive Commission process Unique offering  Create differentiation in market place  Option to work as Channel partner or as White label partner What's in Store for you …

Note : Model above is for reference only.   Current Average Order Value 5.0 L, Broad Range between 25 K to 50 L   Higher Commission for Add-on Components   Messaging is just the base for Adjacent service stack like Archival, Sharepoint, LCS, Unified Communications Commissions Redefined

VSNL Key Advantages Microsoft strategic relationship with the TATA Group VSNL global infrastructure management coupled with outsourcing and system integration capabilities to deliver global managed solutions and outsourcing Robust channel partner eco system   Rich direct and indirect SME channels for pan-India   Rolling out deep SME channels, both resale and white label, across Asia   MNO partners to develop enhanced mobility solutions for their service and solution stack Microsoft Key Advantages   Globally recognized, best-of-breed technology   Commitment to provide VSNL resources and support to address developed markets and, more importantly, new and emerging markets with investments in   Center of Excellence for new technologies   Global co-marketing and sales support through development of joint market outreach programs and customer support   Innovative messaging and collaboration platforms and capabilities Microsoft / VSNL Partnership Benefits

India International Singapore / US / UK MNO Partners NPEC- Natural Products Export Corporation Success Stories for ReadyAccess…

In News – Across Media