1. Esna 2014 Go-to-Market with Channel Partners

2. Agenda Focus in 2014 Voicemail Retirement
Cloud and Mobile Unified Communications
New Solution Packages
New Partner Program and Partner Portal
Esna Confidential

3. Our Top Priority for Channel Partners:
To make it easier to do business with Esna.

4. Our Focus: Deliver Communication Solutions Built for the Way People Work
Consistent across devices
Available anytime, anywhere
Embedded inside business processes and apps
Persistent across apps and devices
Esna Confidential

5. “It's critical for UC systems to deliver an end-user experience that is intuitive, cohesive and integrated.”
Bern Elliot, Gartner
CIO, August 2013
“Users want their communications to be built right into the applications they are using.”
Marty Parker
User Experience: The X Factor of Unified Communications,
No Jitter, September 2013
Esna Confidential

6. UC for the Cloud and Mobile Enterprise
Go to Market for 2014
Voic Retirement
UC for the Cloud and Mobile Enterprise
Unified messaging for voice mail
Messaging migration expertise
Full virtualization of messaging
Support for native high availability - Active/Active, geo redundant
Replicate user interfaces - CallPilot, Octel, Avaya
Portal access to admin, mgt, reports
Multi-PBX integration
Google, Office 365, Notes, Zimbra
CRM/SFA: Salesforce.com (Sales and Service Cloud)
Social: Jive, Google+, IBM
Esna Confidential

7. Voicemail Retirement - Overview
Turn key program to easily migrate customers from end-of-life and legacy voic systems to Esna Officelinx™
For the same price (or less) that customers are currently paying for maintenance, services and hardware they can migrate to Officelinx
Esna Confidential

8. Voicemail Retirement - Value to the Dealer
Provide customers with viable OEM alternative solutions for voic and unified messaging that are scalable and proven
20+ years of development
1M+ end users and thousands of customers
Ability to upsell additional Officelinx collaboration solutions
Esna offers higher or equal margin
Annual recurring subscription revenue
Esna Confidential

9. Voicemail Retirement - Value to the Customer
Reduce capital expenditure and leverage existing phone systems
Get voice messaging, auto attendant, IVR, and call trees with one single licensed solution
Replace aging hardware with a 100% software-based solution that can run on a virtual server (VMware, v-Sphere)
Migrate users all at once or in phases with minimal disruption
Replicate Telephone User Interface (TUI) and configure the TUI system wide, by organizational unit or individual user
Massively scalable, 30K+ users
PBX independent and integrates with traditional and IP-based phone systems individually or at the same time
Esna supported legacy systems include:
Octel Aria
Octel Serenade (VMX)
Nortel CallPilot
Nortel Meridien Mail
Avaya Intuity Audix
Avaya Aura Messaging
Avaya Modular Messaging
Repartee
Esna Confidential

10. What’s Included with Esna’s Voicemail and Unified Messaging
Officelinx Voic
Officelinx Unified Messaging
Online web based password reset
Multiple telephone user interfaces (TUI)
Multi-tenant or multi-attendant interface
99 personal greetings, schedule enabled
Location based routing
Calls and availability can follow enterprise calendar (Exchange or Google)
Multi-lingual interface
Unlimited auto-attendant trees
Multiple recordings and greetings per language
Read, unread and saved message sorting
Urgent messages
Message notification
Message waiting indicator
Group and distribution list messaging
Automatic message forwarding
Private message designation
SMS message notification
SMTP message notification
Future delivery messages
Fast forward, pause and rewind
Call back to sender
Undelete message
Record conversations
Multimedia and multi-destination distribution lists
Fax tone detection
Call screening
Call queuing (basic)
Default language selection by user
Default language selection by caller
Shared extension support
Multiple time zone support
Custom display name format
Bi-directional message synchronization between the PBX and applications (Exchange, Notes, GroupWise, Zimbra, Office 365, Google)
Voic retrieved from or smartphone extinguishes the Message Waiting Indicator (MWI) on the desk phone
Voic delivered as MP3 audio file
Visual voic
SMTP message forward with smart links
Resolve messages to contacts and identify callers by name (Exchange and Google)
Share and socialize voice messages
Call history integration with (requires CTI enabled on PBX)
Inbound fax messaging

11. UC for the Cloud and Mobile Enterprise
CRM
Groupware
UC for the Cloud and Mobile Enterprise
Integrate communication and collaboration tools inside business processes and applications people use everyday
Social Collaboration

12. Joint Ideal Customers
Organizations leveraging web-based (SaaS) business solutions
Run Salesforce, Google Apps or Jive
Organizations that are migrating (or considering) off Microsoft Exchange 2003/2007 to Google Apps
Have legacy or end of life voic system

13. New Market Opportunities in 2014
5M+ businesses
50M+ end users
60% market share in higher ed
58% of Fortune 500
2M+ end users
100K+ customers
Cloud CRM solutions market leader; 14% market share
750M end users
Leading web browser
Chromebooks fastest growing laptop
25% market share for laptops under $300
5M social business platform customers
Jive positioned in the Garter MQ for social software in the workplace
for Business

14. New Solution Packages

15. Messaging + Collaboration
Officelinx
Messaging
Collaboration
Messaging + Collaboration
for Salesforce
for Google Apps
What’s Included
Unified messaging with voic
Real time communication tools
Unified messaging with voic , real time communication integrated with cloud applications, and voice conferencing
Real time communication tools, contact resolution for inbound calls, and inbound and outbound call logs integrated with Salesforce only
Unified messaging and real time communication integrated with Google Apps only
Features
Unified messaging, voic , IVR, inbound fax in
Instant messaging, presence, click-to-call and mobility
Unified messaging, voic , IVR, instant messaging, phone and calendar presence, click-to-call, location sharing, eFax, mobility, voice conferencing
Instant messaging, phone presence, click-to-call, location sharing, screen pops, call logging
Unified messaging, voic , IVR, instant messaging, phone and calendar presence, click-to-call, location sharing, mobility
Esna Components
Officelinx Server
iLink Pro
iLInk Pro Desktop
iLInk Pro Mobile
iLink Pro Desktop
iLink Mobile
WeLink Voice Conference Server

16. Cloudlink
for Cisco
iLink
for WebEx
for Jive
Use Cases
Integrating Cisco collaboration solutions with cloud based business applications.
Cloud based extension used to book WebEx meetings directly from Google Apps
Chrome extension used to collaborate in Jive.
Features
Unified messaging, rich presence, Salesforce plugin, click to dial, instant messaging, Jabber voice + video, WebEx integration with Google Apps, Jive integration
WebEx integration with Google calendar, contact card, hangouts, and people widget
Presence management, click to call, messaging, contact resolution, Jive integration
Esna Components
iLink for Cisco
iLink for WebEx
iLink for Jive
iLink for Webex
Officelinx or Cloudlink

17. Add-on Products Speech Option A Speech Option B Speech Option C Fax
Transcription (Speech to Text)
Speech Option B
Speech Services (ASR + TTS)
Speech Option C
Transcription + Speech Services
Fax
Pricing
$15 MSRP Subscription Only
$25 MSRP Subscription Only
User
Compatibility
Officelinx Messaging
Officelinx for Google Apps
Collaboration and Messaging
Officellinx for Google Apps
Use Case
Voic transcribed to text and delivered to end users' inbox
Voice access and navigation of , contacts and calendar
Initiate calls, listen and respond to and send messages using just voice
Outbound eFax
*requires OM User license (included with ‘Collaboration and Messaging’ user)

18. New Partner Program and Partner Portal

19. Partner Program Tiers Approved Silver Gold Annual Sales Req. None
$100K
Training Req.
Sales Training
Sales
Pre-Sales Training
# of Esna Certified Technicians
Minimum of 1
Minimum of 3
Provide Level 1 Support No
Yes

20. Partner Program Tier Benefits
Approved
Silver
Gold
Discounts
Standard
5% + Standard
10% + Standard
Co - Marketing
None
Training for marketing team
1 Joint Case Study
Joint Webinar
Content templates
Silver Benefits, Plus:
Co-branded datasheets
Additional Joint Case Studies (2)
Co-branded Microsite
Additional Joint Webinar
MDF 1.5% of previous year’s sales

21. New Partner Portal - EASE
Quote Configurator
Online Training/ Certification
Technical Docs
Sales/Marketing Tools
Videos

22. Sales Territory Maps
Finally, we want to take a few mins. and show a map of the area that our sales reps service, so you know who to contact with deals. And again, this presentation will be posted shortly after this, so no need to take notes.

23. US Sales Territory Map

24. Canada Sales Territory Map

25. EMEAR and APAC Sales Territory Map

26. LATAM and Caribbean Sales Territory Map

27. THANK YOU www.esna.com plus.esna.com twitter.esna.com youtube.esna.com
linkedin.esna.com