Copyright © Siemens Enterprise Communications GmbH & Co. KG All rights reserved. Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG Page 1 SEN Is Challenged When Competing Against Competitor Offering Streamlined Offers 15,000+ SKUs and counting… Enterprise Licensing Enterprise CAL Core CAL Foundation Suite Mobility Suite Collaboration Suite CUWL Standard CUWL Professional UCL Essential UCL Basic UCL Enhanced UCL Enhanced Plus A La Carte

Copyright © Siemens Enterprise Communications GmbH & Co. KG All rights reserved. Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG Page 2 Avaya

Copyright © Siemens Enterprise Communications GmbH & Co. KG All rights reserved. Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG Page 3 Cisco UC 9.0

Copyright © Siemens Enterprise Communications GmbH & Co. KG All rights reserved. Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG Page 4 Microsoft

Copyright © Siemens Enterprise Communications GmbH & Co. KG All rights reserved. Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG SEN Confidential & Proprietary For internal use only Enterprise Licensing Objectives SEN & Customer Page 5 What’s in it for SEN? 1.Improve sales experience by removing traditional GLP sticker shock with competitive software suites 2.Accelerate commerce by streamlining pricing execution with standard discounting versus traditional LoA process 3.Increase attach rate of software applications with value bundling What’s in it for Customers? 1.Competitive price with 3 year discount commitment and deferred payments 2.Easier to understand value proposition and purchase SEN’s relative to competition 3.Standard global agreement including terms and volume benefits

Copyright © Siemens Enterprise Communications GmbH & Co. KG All rights reserved. Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG Page 6 Enterprise Licensing Catches Up With Competition Key drivers behind SEN’s proposed transformation Capability LowMediumHigh OEL Strategic Drivers * Benefits include 3 year locked discount, vertical pricing, ability to move up price tier ** Our current requirement for a separate server for collaboration is a gap against many competitors. Program with benefits* Industry best practice Competitive SW suites Alignment (SW assurance/ support) Simplicity Segmentation (volume tiers, education) Today ELA **

Copyright © Siemens Enterprise Communications GmbH & Co. KG All rights reserved. Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG Page 7 OpenScape Enterprise Licensing Suites Designed to optimize purchase value for enterprises Voice Suite Includes our award winning voice, soft phone and mobile client Team Suite Includes all the good things from the Voice Suite plus chat, presence & audio Collaborate Suite Includes all the good things of Team Suite plus web collaboration and video * H/W gateway required Analog Suite Our award winning voice solution for analog users … work anywhere!! … chat away!! … share anytime!! … talk today!!

Copyright © Siemens Enterprise Communications GmbH & Co. KG All rights reserved. Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG Page 8 Analog Suite Voice Suite Foundation solution for anywhere workers Team Suite Team solution for connected workers Collaborate Suite Collaboration solution for virtual workers Voice OpenScape Voice Voice Mail/Unified Messaging OpenScape Xpressions Mobility OpenScape Mobile Soft Client OpenScape Personal Edition Unified Communications OpenScape UC Application Audio Conferencing Audio Conf. Channel Web/Video Collaboration OpenScape Web Collaboration Software Support Maintenance and software assurance 12% of suite list prices Enterprise Licensing Agreement Priced based on competitive value model * Hardware gateways are required * Less than 1K users 43% Volume discount 1K-5K users 47% 5K-10K users 52% 10K+ users 58%

Copyright © Siemens Enterprise Communications GmbH & Co. KG All rights reserved. Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG Page 9 Simple For Sales Force It’s as easy as … Select 1  Select suites, mix different type of users  Select additional software options  Apply volume discount % 1K - 4.9K47% 5K - 9.9K52% 10K+58%  Add 3 year of software support for 12% of software  Easily review software quote by leveraging clear pricing  Combine OEL software with hardware and services Price 2 Order 3 Choice and flexibility based on user needs! Discounting + protection through the life of the contract! It’s easy to do business together! No hidden surprises. No hidden costs.

Copyright © Siemens Enterprise Communications GmbH & Co. KG All rights reserved. Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG Page 10 ELA Removes Sticker Shock Of Traditional List Prices (GLP)  ELA list prices set in line with key competitors including Cisco and Avaya  Slight premium in some scenarios consistent with brand and business strategy (monitor market response before pricing below competition) Global List Price Analog Voice Team Collaborate Traditional GLP

Copyright © Siemens Enterprise Communications GmbH & Co. KG All rights reserved. Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG Page 11 After standard discount ELA remains competitive Price After Standard ELA Discount ELA Standard Discounts: T1: 43% T2: 47% T3: 52% T4: 58% Pricing benchmark Cisco: 49-54% off list price Avaya: 47-52% off list price  Streamlined standard discount to 4 price tiers accelerating pricing process  After standard discount ELA remains competitive against standard discount from competitors  Deal specific discounting remains an option USD Analog Voice Team Collaborate

Copyright © Siemens Enterprise Communications GmbH & Co. KG All rights reserved. Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG Page 12 Pricing of typical voice system use case  Potential to increase attach rate from perceived value versus traditional a la carte  Maintain option to use traditional pricing for specific a- la-carte opportunities Typical a-la-carte configuration Traditional pricing for same ELA products ELA Perceived value Enterprise Licensing Versus Traditional A-La-Carte Pricing

Copyright © Siemens Enterprise Communications GmbH & Co. KG All rights reserved. Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG Page 13 TCO (OEL vs. Traditional) OEL includes SWA Traditional includes an upgrade in year 3 Traditional “Apps Attach equal to OEL” includes same configuration as OEL

Copyright © Siemens Enterprise Communications GmbH & Co. KG All rights reserved. Siemens Enterprise Communications GmbH & Co. KG is a Trademark Licensee of Siemens AG Page 14 TCO (OEL vs. Traditional) OEL includes SWA Traditional includes an upgrade in year 3 Traditional “Apps Attach equal to OEL” includes same configuration as OEL