October 10-13, 2006 San Diego Convention Center, San Diego California Effective Deployment and Migration Strategies Leigh Fatzinger, VP Marketing Citelcitel.com

October 10-13, 2006 San Diego Convention Center, San Diego California What’s holding up VoIP migration today? Enterprise Telephony Today 365 million digital PBX handsets in place today. Est. $100 billion legacy infrastructure. 2006: VoIP infrastructure 55% total PBX revenue. Less emphasized: 2006, digital PBX still 45%. Enterprise Telephony Challenges Enterprise migration to IP will take years. Network preparedness Business disruption and confusion

October 10-13, 2006 San Diego Convention Center, San Diego California Why IP Telephony? More for Less. Economic Benefits: –Nearly free LD, connections between disparate locations –Reduced voice trunks required –Lower administration costs Operational Benefits: –True scalability –Deployment flexibility –Redundancy Productivity Benefits: –Next generation applications, reporting –Fixed/mobile integration –CTI

October 10-13, 2006 San Diego Convention Center, San Diego California Why Migrate to IP Telephony? Economic Benefits: –Nearly free LD, connections between disparate locations –Reduced voice trunks required –Lower administration costs Operational Benefits: –True scalability –Deployment flexibility –Redundancy Productivity Benefits: –Next generation applications, reporting –Fixed/mobile integration –CTI and this is how…

October 10-13, 2006 San Diego Convention Center, San Diego California Methods to Migrate Overview –Various strategies to obtain benefits to IP telephony –All have pros, cons –Bottom line: migrate based on the business case Methods –VoIP Trunking –Rip and Replace –IP Enable Existing PBX –IP Enable Existing Handsets –Hosted IP Telephony

October 10-13, 2006 San Diego Convention Center, San Diego California Methods to Migrate VoIP Trunking –Install “trunk gateways” on existing PBX –Nearly all legacy equipment is maintained –Reduce calling cost, no integration or applications

October 10-13, 2006 San Diego Convention Center, San Diego California Methods to Migrate PBX Telephones VoIP Gateways Customer Premise Integrated Access Device (IAD) IP PBX with Voic PSTN Local/LD IP Backbone TDM

October 10-13, 2006 San Diego Convention Center, San Diego California Where “VoIP Trunking” Fits. Enterprise looking purely for LD, telco trunk cost savings PBX features don’t change - no productivity enhancements

October 10-13, 2006 San Diego Convention Center, San Diego California Methods to Migrate IP PBX –“Rip & Replace” –Full IP telephony features –Potentially high Capex, installation, network upgrades, training

October 10-13, 2006 San Diego Convention Center, San Diego California Methods to Migrate Premise Gateway Customer Premise TDM Router/LAN IP IP phones IP PBX with IP Voic Data Provider PSTN Local/LD IP

October 10-13, 2006 San Diego Convention Center, San Diego California Where “Rip and Replace” Fits. Many greenfield deployments. New business with substantial cash.

October 10-13, 2006 San Diego Convention Center, San Diego California Methods to Migrate IP-Enable Existing PBX –Gateways connect remote locations. –Extensive equipment reuse, low Capex. –Reduced calling and enhanced integration, mobility, applications. –Locations from Boston to Bangalore 4-digit dial, requiring same VMS, ACD

October 10-13, 2006 San Diego Convention Center, San Diego California Methods to Migrate

October 10-13, 2006 San Diego Convention Center, San Diego California Where “IP-Enable Existing PBX” Fits. Enterprise with multiple locations: local, regional, global. Require close integration - seamless office. Converged mobile/landline communications.

October 10-13, 2006 San Diego Convention Center, San Diego California Methods to Migrate IP-Enable Existing PBX Handsets –Eliminate existing PBX, keep existing handsets. –Deploy open source IP PBX. –Extensive equipment reuse, low Capex. –Reduced calling and enhanced integration, mobility, applications. –Handsets from multiple vendors on same IP PBX.

October 10-13, 2006 San Diego Convention Center, San Diego California Methods to Migrate

October 10-13, 2006 San Diego Convention Center, San Diego California Where “IP-Enable Existing PBX Handsets” Fits. Enterprise with existing PBX investment. Enterprise with remote offices on disparate vendor platforms. Enterprise requiring reduced costs, low Capex VoIP migration, converged applications.

October 10-13, 2006 San Diego Convention Center, San Diego California Methods to Migrate Hosted IP Telephony from Service Provider, AKA “IP Centrex” –Access to full benefits of IP telephony –Reuse existing handsets –Reduced training –Lower Capex –Lower risk of obsolescence

October 10-13, 2006 San Diego Convention Center, San Diego California Methods to Migrate

October 10-13, 2006 San Diego Convention Center, San Diego California Where “Hosted IP Telephony” Fits. Enterprise requiring outside management, maintenance of VoIP service, applications. Fast growing enterprise requiring flexibility.

October 10-13, 2006 San Diego Convention Center, San Diego California Key Steps to IP Migration. Establish solid business case –Cost savings, Productivity, Applications Compare business case to migration options, VoIP vendor offerings –What is the “need” versus features, services without true applicability? –Does every worker “need” a new IP phone? –Does your enterprise need to own any new equipment? Create a plan for execution –Network assessment, upgrades, training, business disruption

October 10-13, 2006 San Diego Convention Center, San Diego California Managed Migration to IP Telephony by Citel. Last two migration options enable the ability to: DE-OBSOLETE YOUR ENTERPRISE PBX What does this mean? –Manage migration to IP telephony based on business case, productivity enhancing features, and cost- savings while at the same time… –Leveraging as much existing PBX, network, & knowledge infrastructure as possible.

October 10-13, 2006 San Diego Convention Center, San Diego California De-Obsolete Your PBX, Scenario 1 Keep Existing Handsets, Upgrade to Premises VoIP –Common among SMBs, finance/insurance health care, retail, education, municipal –Existing PBX in place. –Growth has led to increased costs, strained PBX capacity –Additional functionality required for certain users

October 10-13, 2006 San Diego Convention Center, San Diego California De-Obsolete Your PBX, Scenario 1 Deployment –Citel’s Handset Gateways connect digital PBX handsets from multiple vendors to IP PBX –New IP handsets used in certain areas (executives, customer care, reception) –Migration completed in as little as one day

October 10-13, 2006 San Diego Convention Center, San Diego California Benefits Analysis Simple installation, integration Greatly reduced monthly telecom Opex Next-gen applications, features for those who need them Scalable Up to 70% savings over Rip & Replace migration.

October 10-13, 2006 San Diego Convention Center, San Diego California De-Obsolete Your PBX, Scenario 2 Centralized PBX, utilize IP to connect remote offices, enable next gen applications –Common among finance/insurance, retail, professional services –Central PBX with ADC, IVR, etc. in place. –Remote offices maintaining their own Key or PBX phone system –High Opex for inter-office communication, maintenance

October 10-13, 2006 San Diego Convention Center, San Diego California De-Obsolete Your PBX, Scenario 2 Deployment –Citel’s Extenders used to connect handsets from remote locations to central PBX over IP. –Distance limitations of PBX eliminated. –Remote users can vary from home-based call center to large remote office.

October 10-13, 2006 San Diego Convention Center, San Diego California Benefits Analysis Reduced office-to-office communications costs Remote or home-based employees connected to corporate PBX One platform to manage across enterprise

October 10-13, 2006 San Diego Convention Center, San Diego California De-Obsolete Your PBX, Scenario 3 Keep Existing Handsets, Migrate to Hosted IP Service –Common among SMBs, finance/insurance, retail, professional services –May not have resources to manage additional network platform. –PBX or Key System in place. –Resources strained to maintain premises PBX –Next-gen application required for some users

October 10-13, 2006 San Diego Convention Center, San Diego California De-Obsolete Your PBX, Scenario 3 Deployment –Citel’s Handset Gateways connect digital PBX handsets to Hosted IP service provider. –New IP handsets used in certain areas. –Migration completed based on Hosted IP timetable.

October 10-13, 2006 San Diego Convention Center, San Diego California Benefits Analysis Simple migration to IP Greatly reduced monthly telecom Opex Next-gen applications, features for those who need them Over 70% savings over Rip & Replace Migration

October 10-13, 2006 San Diego Convention Center, San Diego California Summary Managed Migration to VoIP offers many economic, application, productivity benefits. Any VoIP Migration should consider the business case first. VoIP migration does not necessarily mean “Rip & Replace”. Citel can help manage VoIP migration through effective use of existing infrastructure.

October 10-13, 2006 San Diego Convention Center, San Diego California For more information, or to speak with a Citel VoIP Migration Consultant: Free White Paper: Toll Free: