2. January 23-26, 2007 Ft. Lauderdale, Florida Selling your CFO on the benefits of ‘phasing in’ VoIP Mike Matthews – Aculab

3. January 23-26, 2007 Ft. Lauderdale, Florida So what is the challenge? CFOs are trained to ask good questions –Why should I spend this money? –What is the return on investment? –Are there any risks of doing this? –Is there an alternative we should consider?

4. January 23-26, 2007 Ft. Lauderdale, Florida So what is the challenge? Communications managers trained to ask too –Am I keeping my organisation up to date? –How can VoIP give us a competitive advantage? –Is there a way of future proofing the solution?

5. January 23-26, 2007 Ft. Lauderdale, Florida Let’s check the tension Flexible migration Safe ‘blue chip’ steps Out of control Stifling innovation

6. January 23-26, 2007 Ft. Lauderdale, Florida Phasing in VoIP – why? Lets you try the technology with low risk: –Time to learn new skills as you ramp up –Breathing space to find the ‘gotchas’ –Organise good feedback from early adopters –Support the community of your early adopters well –Develop a good rapport with your vendor Lets you confirm the advantages ahead of full financial expenditure Lets you set the pace of change Controlled risk

7. January 23-26, 2007 Ft. Lauderdale, Florida Phasing in VoIP

8. January 23-26, 2007 Ft. Lauderdale, Florida Phasing in VoIP

9. January 23-26, 2007 Ft. Lauderdale, Florida Phasing in VoIP – TDM trunks Departmental IP communications system Small office upgrade to IP communications

10. January 23-26, 2007 Ft. Lauderdale, Florida Phasing in VoIP – IP trunks Toll bypass Converged voice and data

11. January 23-26, 2007 Ft. Lauderdale, Florida Phasing in VoIP – look for advantages Reduces the risk Helps cash flow Allows continued depreciation of existing equipment Training and familiarity of new equipment can be conducted in manageable steps

12. January 23-26, 2007 Ft. Lauderdale, Florida Summary for success with your CFO Stick to the facts Identify things that VoIP lets you do now –Combine voice and data, save on cabling Identify things that VoIP will let you do in future –Add video functions –Increase desktop capacity more easily Contrast with current comms limitations Confirm that you’ve great vendor support Show your enthusiasm to make this work!

13. January 23-26, 2007 Ft. Lauderdale, Florida Haben Sie irgendwelche Fragen? Have you any questions? Est-ce-que vous avez des questions? Heb u enig vragen? Le tiene cualquiera pregunta? L'ha qualunque domande? Имейте Вас любые вопросы? Czy maja Panstwo jakies pytania? Have you any questions?

14. January 23-26, 2007 Ft. Lauderdale, Florida Thank you! mike.matthews@aculab.com Visit Aculab at booth 1217