1. Conferencing Technologies and Strategies Jeff Ou Latitude Communications jeff.ou@latitude.com February 5, 2003

2. Agenda Conferencing Market Applications and Criteria Integrations Deployment

3. Travel or Conference? “8.5 years of your life spent on business travel” - National Business Travelers Association

4. Travel Less – Conference More Study of US Business Travelers since September 2001 40% traveling less - 70% looking for alternatives More conferences than face-to-face meetings In-person meetings down 16%, conferencing up 50% 63% rate access to conferencing technology as very important (was 44%) Conferencing benefits: Get more work done - 78% Make faster decisions - 66% Make more competitive 64% Source: Wainhouse Research

5. Conferencing Market Source: Frost & Sullivan WW Voice and Web Conferencing Revenues ($000s)

6. Web Conferencing Real-time PC sharing and communication  Presentations, docs, applications, web pages, …  Internal and external participants  Conference controls

7. Applications & Benefits Benefits - Save Time, Increase Productivity, Cut Costs, Expand Reach ApplicationParticipantsSizeSecurity WebinarEmployee, Customer, Partner10’s - 100’sLow - Med Product TeamEmployee, Partner4 - 6Med - High Sales ForecastEmployee4 - 6High SupportCustomer, Partner, Employee2 - 3Med - High TrainingEmployee, Customer, Partner3 - 100’sMed - High

8. Sales Uses Lead generation - Seminars Sales presentations - Software demos Forecasting – Account Planning Benefits Sell more in less time Reduced sales costs Timely, accurate revenue projections Expand sales’ reach Key Capabilities Application and presentation sharing Simple setup and attendance Audience engagement tools – Polling “Our sales team is able to show prospects our software and answer questions immediately. It has helped us increase our close rate dramatically.“ Tom Maxfield, Vice President of IT

9. Training - eLearning Uses Customer training Channel and partner training Employee training Benefits Increase product adoption Rapidly roll-out new initiatives Efficiently develop employee skills Key Capabilities Application and presentation sharing Class engagement and management tools Polling, chat, break-out sessions, mute Recording and playback “I was able to train 4,000 franchises in a few months. Without it, it would have taken me two years …” Kathy O’Shauhnessy, Century 21

10. Crisis Management Uses Crisis analysis and response Crisis “war room” Benefits Immediate response when seconds count Effectively manage communications Key Capabilities Automatically find/add participants Application sharing Integrated pre-meeting message Private break-out rooms Secure environment Record and playback Respond to anything slowing “rolling stock” De-railed train, weather, delayed repairs “Extend” Network Operations Center

11. Typical Collaboration Approach Voice Contract or Internal System Related Collaboration Tools Managed Separately Video in Special Rooms Separate, Departmental Web Solutions

12. Integration is Key 1. Integration – Voice & Web & Web End user ease-of-use 2. Integration – Desktop Environment Calendar, CRM, IM, IP phones Ease-of-use & desktop mgmt. 3. Integration – Infrastructure IP & PSTN Voice Private voice & data networks Security, cost savings, control

13. Integrated Voice and Web Awareness Participant lists Meeting controls Security Users Presentation Tools Whiteboard Annotations Polling Chat

14. Rich Media Experience Users collaborate through voice, video, and web conferencing

15. Desktop Integration Desktop Integration Setup & Attend – Calendar, Web, Phone, IM

16. Infrastructure Integration Call Center Apps PBX IP Backbone Voice mail Email Voice Infrastructure Unified Messaging IP PBX PSTN Conferencing IP Conferencing PBX

17. Network Integration Security & Cost Savings PSTN Internet Internal users on private networks Voice – IP & PSTN Web - IP External users on public networks Secure meetings hosted on internal server Public meetings available in DMZ

18. Deployment Options In-HouseHosted Public networks Service provider manages Operating expense Leverage private networks IT Manages Capital or Operating More Cost Effective & Secure Deployment: Software Buyer: IT Less IT Involvement Deployment: Service Buyer: Department

19. Summary Conferencing is transforming how people do business Use spans multiple functions and applications Market migrating to integrated and IP solutions Voice, Web & Video Desktop (Groupware, IM) Infrastructure Cost Savings Security User Satisfaction