1. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Unified communications and collaboration made better HP and Microsoft, together with Partners

2. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 2 Agenda The Unified Communications & Collaboration Journey What’s in it for you? − The business case for HP and Microsoft Lync Voice solutions What’s in it for midsize customers? − Communication concerns − HP and Microsoft solution, together with Frontline Partners − HP and Microsoft advantage Next steps

3. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 3 “Phones” The UC&C journey Standalone IP Telephony Basic communications Network consolidation Multimedia applications Consistent experience User initiatedEvent initiated PBX’s IP telephony and VOIP trunking Business productivity Communications-enabled business processing Proprietary single vendor Single vendor; TCO savings; virtualization Anywhere, anytime, any device Person/ group productivity Simplicity and effectiveness through a common user experience Business transformation Network convergenceCommunications convergenceBusiness application convergence Unified Communications and Collaboration

4. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. What’s in it for you? © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.

5. 5 Microsoft® Lync® 2010 connects people in new ways Reduce costs Converged communications Consistent management Adopt quickly Ease of use Office integration Ease deployment Interoperability Extensibility Audio, video, and web conferencing Presence and instant messaging Enterprise voice and telephony

6. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 6 The Lync opportunity Ride the wave 30% Lync business growth in FY11 250% growth in Lync Voice deployments in FY11 Addressable market 150 million lines expected to move to VoIP in the next three years. These are ripe to go after with Lync One-quarter of medium and large US businesses said they plan to implement a UC solution in the next 12 months and nearly one-third of small businesses plan to use UC in 2011 Global UC services market predicted to surpass $1 billion in 2011 growing at 39.5%. (IDC, Top 10 UC Predictions 2011) Services and solutions For every dollar made by Microsoft in 2009, the ecosystem made $8.70 (IDC, Partner Opportunity in the Microsoft Ecosystem, March 2011) Partners can make up to $175/seat in professional services revenue and $84/user/year in support services for a full Lync deployment (Forrester Analysis )

7. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 7 The network opportunity The worldwide enterprise network equipment market to reach $39.4 billion in revenue in 2012 Most legacy networks are not able to handle the demands of UC&C, particularly voice and video – UC components such as IP telephony, video and mobility are expected to be main drivers for network upgrades and expansions. – IP telephony, in particular, is forecast by IDC to garner about 21% of the total enterprise network equipment market revenue for 2012 Source: IDC ExpertROI Solutions Brief, Assessing the Business Value of Unified Communications, IDC

8. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 8 Wired and Wireless LAN Infrastructure Gartner Magic Quadrant This Magic Quadrant graphic was published by Gartner Inc. as part of a larger research note and should be evaluated in the context of the entire report. The Gartner report is available upon request from HP. Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings. Gartner research publications consist of the opinions of Gartner's research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose. Source: Gartner Magic Quadrant for Wired and Wireless LAN Infrastructure Magic Quadrant June, 2012ID Number: G00234282

9. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 9 Unified Communications Gartner Magic Quadrant The Gartner Magic Quadrant is copyrighted Aug. 2011 by Gartner, Inc., and is reused with permission. The Magic Quadrant is a graphical representation of a marketplace at and for a specific time period. It depicts Gartner’s analysis of how certain vendors measure against criteria for that marketplace, as defined by Gartner. Gartner does not endorse any vendor, product or service depicted in the Magic Quadrant, and does not advise technology users to select only those vendors placed in the “Leaders” quadrant. The Magic Quadrant is intended solely as a research tool, and is not meant to be a specific guide to action. Gartner disclaims all warranties, express or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose. The Magic Quadrant graphic was published by Gartner, Inc., as part of a larger research note and should be evaluated in the context of the entire report. The Gartner report is available upon request from HP Networking. Figure 1. Magic Quadrant for Unified Communications

10. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 10 The most complete UC&C portfolio HP and Partner Service offerings Software power solutions Consulting assessments Design Program management DeploymentIntegration Outsourcing Support and training Exchange Server 2010 Microsoft Lync 2010 SharePoint Server 2010 Video conferencing Business technology Optimized Software TRIM Records Management Integrated Archive Platform Data Protector Intelligent, Management Center (Networking) Management tools Client endpoints Storage and servers Networking POLYCOM HP IP phones

11. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 11 Industry’s only architecture converging data center, campus, branch Architectural Leadership with FlexNetwork OpenScalableSecureAgileConsistent #2 Networking vendor Baird survey: 70% said HP Networking is part of the discussion Over 10 years of extensive voice experience

12. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 12 HP networking FlexFabric Routing Core Aggregation Edge/ server access Security Leadership from edge to the data center core FlexCampus Routing Core Aggregation Edge Wireless Security FlexBranch Routing Switching Wireless Security FlexManagement Intelligent management center Operations center Operations automation and orchestration Network node manager HP Services

13. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 13 Enhance Lync voice deployments Features Maintains communication and collaboration services if connectivity with the data center is lost Provides automatic routing through the HP SBM local PSTN interfaces for inter-office voice calls, voice mail, and conference calls when WAN connectivity is not available Benefits Enables easy deployment and management Provides survivable communications at branch offices without requiring a complex or costly IT infrastructure at the branch Makes Microsoft Lync Server 2010 more resilient HP Survivable Branch Communications (SBM) zl Module with HP 4110 and 4120 IP Phones

14. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 14 Speaking of new phones Easy to use Optimized for Microsoft Lync Can be optimized for “hot desking” capabilities with gigabit connectivity speeds Superior voice quality and reliability Offering wideband audio capabilities Supports legacy voice encoding Cost effective IEEE 802.3af Power over Ethernet (PoE) support Single point of contact Sell HP 4110 and HP 4120 IP phones with every Lync Voice deployment

15. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 15 HP ProLiant Gen8 servers 100 K plus Customer Interactions $300 M Research and development investment 900 plus Patents filed 150 plus Design innovations The world’s most self-sufficient servers

16. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 16 Business needs Sought a more cost-effective network solution to a Cisco switching and routing contract Resolve availability issues by deploying a more reliable networking infrastructure Introduce IP telephony to replace an expensive leased ISDN voice network linking headquarters and 47 branch offices Enhance internal and external communications and collaboration by unifying communications HP and Microsoft solutions 560 HP 4110 &4120 IP phones 4 HPN 5800 PoE switches 117 HP N 3100el PoE switches 36 HPN MSR900 Series routers 12 HPN MSR20-21 routers 4 HPN MSR30-40 routers HP IMC software HP Education Care Packs HP Care Packs, 24/7 support Microsoft Lync Anticipated client outcomes Lowered Total Cost of Ownership (TCO) Estimated cost reduction of €150K per annum and ROI of 2-3 years Improved business continuity due to higher network availability Better internal communications and collaboration driving efficiency gains Enhanced customer service, increasing customer satisfaction and loyalty Simplified architecture with proven integrated/pre- tested solution from 2 leading vendors Please note: Although the switching is deployed, routing installation is on-going. IP telephony is deployed at the HQ. Transdanubian Regional Waterworks (DRV) HP and Microsoft Frontline Partnership: End-to-end networking and telephony

17. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 17 “The HP-Microsoft unified communications solution integrates well with our existing infrastructure, offers better performance than the Avaya or Cisco solutions and will deliver a sound return on investment. We estimate the payback time is between two and three years.” Csaba Hornyák, Chief Information Officer Transdanubian Regional Waterworks Corporation (DRV) HP and Microsoft networking and IP telephony solution

18. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 18 Web and email security provider boosts performance, reliability, and employee productivity Problem: Replace an aging PBX and data network to achieve more robust communications and collaboration capabilities that would integrate with its business applications and support a global, highly mobile workforce Business Technology Benefits: Improved network performance and reliability to support growing demands worldwide Increased LAN/WAN capacity to handle rich, multimedia communications, and collaboration Simplified network administration, making it easy to add users and devices Business outcomes: Saved nearly $300,000 in total cost of ownership (TCO) Enhanced the experience for customers with interacting with company employees online or on the phone Improved employee productivity and expanded revenue opportunities

19. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 19 Proven customer successes Electronic news- gathering company Global real estate company Insurance company New UC system installed in four hours 80% to90 % reduction in time-to-install several applications, now integrated on one platform 66% savings versus legacy hosted solution Return on investment of $900 K USD in 12 months Reduced operational expenses by $7 M USD annually

20. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 20 End-to-end UC deployment opportunity $175,000 one time services revenue for 1000 seat deployment Rebates/ incentives Deployment Assessment and pilots $84,253 $5,900 $2,000 $38,000 $14,400 $13,480 $10,473 $31,500/year Gross margin Total one time $19,000 $20,000 $100,000 $36,000 $84,000/year Recurring revenue: support Revenue $175,000 New Hardware margin Software margin (Lync SIP) Documentation and Training Deployment Services Proof of Concept Assessments

21. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 21 Average deal sizes based on assumptions Number of users 250 users Servers/ storage $6 K (and up) Network $66 K SBM $7.5 K Lync phones $31 K Lync-qualified PC’s Headsets, webcams 500 users 1000 users 2500 users $111 K Services $44 K $175 per seat* Servers/ storage $6 K (and up) Network $114 K SBM $7.5K Lync phones $62 K Lync-qualified PC’s Headsets, webcams $190 K Services $87 K $175 per seat* Servers/ storage $6 K (and up) Network $271 K SBM $7.5 K Lync phones $125 K Lync-qualified PC’s Headsets, webcams $410 K Services $175 K $175 per seat* Servers/ storage $6 K (and up) Network $591 K SBM $7.5 K Lync phones $316 K Lync-qualified PC’s Headsets, webcams $911 K Services $250 K $100 per seat* * * source is MS Lync Partner TEI from Forrester ** source is HP Technical Services

22. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 22 HP deployment opportunity [Regions to add incentives, margins, etc.]

23. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 23 Go to market with HP and Microsoft Customer scenarios Using IM, presence, and conferencing today Already deployed some Lync capabilities Need to deploy Lync Voice Need new devices and infrastructure to support voice services HP and Microsoft offerings Lync Voice as enhancement to existing Lync-based communications infrastructure Full range of services and support: − network assessment, business value, pilots, deployment Comprehensive infrastructure: − HP switches, servers, storage, phones, networking, management HP SBM zl Module HP 4110 and 4120 IP Phones

24. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 24 HP and Microsoft Lync voice Reference Architecture for 250 employees Shorten your sales cycle, reduce implementation risk

25. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 25 HP and Microsoft Lync voice Reference Architecture for 500 employees Shorten your sales cycle, reduce implementation risk

26. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 26 HP and Microsoft Lync voice Reference Architecture for 1000 employees Shorten your sales cycle, reduce implementation risk

27. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 27 HP and Microsoft Lync voice Reference Architecture for 2500 employees Shorten your sales cycle, reduce implementation risk

28. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 28 Tools to help you drive demand Banner adsOnline marketing

29. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 29 Tools to help you win Sales training Solution sizer Sales enablement HP and Microsoft UC “Event in a Box” Customer presentation Customer solution brief

30. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 30 Tools to help you identify opportunities How much are you currently spending on voice/PBX, conferencing and networking? How do you address the communication requirements of a 24x7 global organization including branch offices? How do you integrate your mobile workers and virtual team members? What is your plan for legacy PBX replacement? What is your UC&C vision? Do you want to integrate business communications and collaboration to improve productivity and accelerate decision making? Have you considered video conferencing to reduce travel costs? Call Guides and Battlecards

31. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 31 HP and Microsoft Lync Voice solutions shine when compared to proprietary offerings Stacking up against the competition HP and MicrosoftThe competition Single unified platform/solutionMultiple products and platforms, leading to increased complexity Proven scalabilityNot yet proven to scale Integrates with other workloads, including familiar Microsoft workloads Difficult to integrate with line-of-business applications Complete solutionMissing components you must buy later as add-ons Excellent user experienceDifficult to use Cost-efficient standards-based solutionProprietary infrastructure

32. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. What’s in it for midsize customers? © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.

33. 33 Communications concerns Do more with less People Time Budget Support flexible work styles Enable people to work and access information from anywhere, an any device, including their own notebooks, tablets, and smartphones Enhance the user experience Workers are too busy to learn new apps and interfaces Need fast adoption rate of new solutions that are familiar and easy to use

34. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 34 Lync capabilities deliver value Reduce costs through converged communications Reduce travel expenses 1 Save 5%-30% Reduce audio conferencing charges 1 Save 30%-95% Reduce telephony charges 1 Save 50%-70% Reduce communications systems cost 1 Save 40%-60% Lower real estate and facilities costs 1 Save 15%-30% Reduce travel via A/V/W conferencingYes Reduce audio conferencing service chargesPartialYes Reduce PSTN calling charges via VoIPPartialYes Retire separate PBX systems (some or all)Yes Shared workplace, home, and mobile communications support PartialYes Lync Online Lync Server 1 savings amounts based on actual customers. www.microsoft.com/casestudies Capability

35. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 35 Drive adoption through ease of use and Microsoft Office Lync capabilities deliver value Improve end user productivity Up to 30 min/day Resolve customer issues faster Up to 50% Attract and retain employees Varies by customer Instant messaging and presence in Office and SharePointYes Click to communicate, seamless escalationYes 2 Yes Ad hoc A/V/W conferencing (inter-organization)PartialYes Click to call via VoIPYes 2 Yes Skills-based people search in Lync clientYes 3 Lync Online Lync Server 2 Except PSTN calling 3 With SharePoint on-premises Capability

36. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 36 Deployment, migration, interoperability, extensibility Lync capabilities deliver value Complete projects faster Shorten sales cycle Reduce IT admin, migration costs 5 By 10%-20% Up to 20% Varies by customer Embed communications in LOB applicationsYes 4 Yes Embed communications in Server applications Yes Integration with on-premises room video systemsYes Integration of voice capabilitiesPartialYes Consolidate management of communications functionsPartialYes Lync Online Lync Server 4 client only 5 savings amounts based on actual customers. www.microsoft.com/casestudies Capability

37. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 37 Support flexible work styles and voice capabilities Ability to use any platform or device NotebookTabletMobile phoneDesk phone

38. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 38 Customer benefits Reduced infrastructure cost and complexity Reduce communication spending by converging multiple legacy systems on one advanced platform Support flexible on-demand resources via the cloud Ability to leverage existing Microsoft infrastructure investments Seamlessly integrate Lync Voice with Exchange and SharePoint Create a consistent user experience company-wide Increased efficiency and worker productivity Support a mobile or distributed workforce Support virtual teams across geographies or regions Enable telecommuting, work from home, green initiatives

39. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Next steps © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.

40. 40 In summary Microsoft Lync running on HP infrastructure is a complete, proven, end-to- end solution your midsize customers can begin using immediately to: Improve communications Enhance collaboration Boost productivity Sell Lync Voice into existing Lync midsize accounts and: Get your share of the $4 B UC market opportunity Earn your midsize customers’ trust as a UC advisor Receive follow-on service revenues

41. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 41 Your next steps Contact your Microsoft Partner Account Manager (PAM) or HP Business Partner Manager (PBM) to learn more about: Getting certified to sell the HP and Microsoft Lync 2010 UC&C solutions Available technical and sales training for Partners Partner incentives Marketing programs designed to drive demand generation for Partners How you can access the HP and Microsoft Lync 2010 Channel Kit Get more information hp.com/go/UCC hp.com/go/Microsoft office.microsoft.com/en-us/lync

42. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Any questions?

43. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Thank you

44. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Backup slides

45. © Copyright 2012 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 45 177% ROI over three-years, and 15-month breakeven Three-year UC business opportunity 95,258 370,763 915,773 (192,500) Risk adjusted 3 year ROI Breakeven