Aastra overview

August 4, 2008

Pierre-Alexandre Fuhrmann

Aastra overview

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Aastra Technologies Limited

» International Enterprise Communications Company

» Headquarters in Toronto, Ontario, Canada

» Toronto Stock Exchange (TSX: “AAH”)

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Corporate History

1983

1992

1996

1996-1999

2000-2005

» Engineering consulting – Aerospace & Defense Market

» Entered Telecom equipment Market – Consumer products

» Listing as a Public Company in Canada

» Organic Growth (from 3 Mio. € to 60 Mio. €)

» Growth through Acquisitions

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Aastra Acquisitions

January 2000 Assets of Nortel Networks Access Solutions

May 2001 Nortel Centrex and ISDN Terminals

September 2001 Lucent Digital Video Division

December 2001 Ericsson Cable Modem

May 2002 Nortel CVX & CSG Division

September 2003 Ascom PBX System Division

March 2005 EADS Telecom PBX System Division

August 2005 DeTeWe

May 2008 Ericsson Enterprise Communication Business

Aastra : A Global Leader in Enterprise Communications

» Focused 100% in Enterprise Communications Business

» Responsive and dynamic company

» Stable Financially

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European Unified Communication marketAastra : a global leader

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Source: Canalys EMEA unified communications call control market Q4 2007

2003 : Aastra enters in the European Enterprise Comm. Business2008 : Aastra new leader in Europe

Number of ports % Market shareAastra (incl. Ericsson) 3'774'540 16%Siemens 3'536'780 15%Alcatel-Lucent 3'467'760 14%Avaya 2'471'480 10%Nortel 2'311'690 10%Cisco 1'949'170 8%Others 1'896'950 8%

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Aastra Value proposition

» Alcatel

» Cisco

» Siemens

» Nortel

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OPENIP Communication solutions

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Aastra: Customer Solution Centric

Technological elements integrated for a Complete Solution

» Innovations» Investment Protection» Time To Market

OPEN IP Communication solutions

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Focused efforts on R&D through Centers of Excellence

» With a focus on open standards, Aastra invests approx. 10 percent of revenue on R&D.

» Global Centers of Excellence, where we focus our competence on:– Hybrid, IP and SIP-based call managers– Terminals– Contact centers– Hosted solutions– Platform independent applications– Mobility

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Aastra product portfolio

» Professional IP terminals

» IP PBX and IP Telephony solutions

» IP Network access gateways

» Wireless solutions

» Large mission-critical contact centers

Aastra: Complete Coverage

» Aastra offers you complete Enterprise Communication Solutions :

IP PBX Call Manager Open Source Microsoft IP end-points for Centrex

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Aastra: Natural Convergence

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InnovationOpen Standards - SIP

AppliancesServers

Commonterminals

CommonFMC solutions

CommonApplications

Video Presence

Unified Communications

Fixed-MobileConvergence

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Aastra groupGlobal organisation

Francis SHEN Charmain & Co CEO

Tony SHEN Co CEO

Product organisations

Centre of Excellence

Industrialization

Supply Chain

Legal HR

Finance

Region UnitEurope A

Americas

Asia Pacific

Region UnitEurope B

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AASTRA France

Tony SHEN President

Bernard ETCHENAGUCIA General Manager

PA FUHRMANN Delegate General Manager

Distribution & Services

Bernard ETCHENAGUCIA

Country Sales Unit France

Products & Solutions

Pierre-Alexandre FUHRMANN

Center of ExcellenceLarge Enterprise Solutions

FinanceS. Terrades

LegalT. Garnier

IS/ITL. Bizos

HRS. Couvret

LogisticsC. Simon

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SPC Meeting - French CoE review 15

French CSU Organization

Marketing CommunicationJD Garo

Bernard ETCHENAGUCIA

Customer ServicesMichel CARDIET

Business DevelopmentX. Hottelart

SalesJean-Marc ODET

TelesnapDavid Perrot

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French CSUSales Breakdown

» Strategy– Grow in >500 with

A5000– Pursue development of

Ascotel– New channels

opportunities with SIP sets

– Stabilize P12 sales in 2008

» 2008 Sales (Forecast)

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French CSU OrganizationSales

Sales JM Odet

5 Sales Regions

Channel Account Management

» Sales management for » Aastra 5000 / NeXspan» Ascotel» SIP sets / SIP DECT» MD-Evolution & MX-ONE

» Customer satisfaction management

» Deliverables– Revenues

– Customer satisfaction

– Feedback from field (customer needs & competitive info)

Direct Touch

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French CSU OrganizationMarketing Communication

Marketing CommJD Garo

Communication/ Events

French consultants

» Multi-CoE Sales Marketing missions– End-users needs / Aastra solutions– Sales oriented marketing tools (verticals, incentive,

newsletter …)– Sales support for other CoE’s products

» Marcom / Events tasks splitted into the team» Communication included in Marketing to leverage marketing

awareness» Animation of consultants community» Deliverables

– Customer events : Roadshow, tradeshow– Business generation : incentive, lead generation– Sales support : training, assistance– Marketing tools (except A5000/Nexspan)

Marketing slides Product Guide / Sales Guide / Ordering Guide Marketing collaterals

– Marketing awareness Web content / Newsletter Press relations Goodies / Panels

French CoE Marketing Support

Multi-CoE Marketing Support

Other CoE Marketing Support

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French CSU OrganizationBusiness Development

Business DevelopmentX. Hottelart

Business development

Mock-up / demonstrations

Briefing center

» Develop sales for new products » Open new channels» Sales support with demonstration / mock-up

» Deliverables– New business / contracts– Mock-up for tenders– Demonstrations / Trade-show assistance– Uptodate Briefing center

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French CSU OrganizationCustomer services

Customer servicesM. Cardiet

Training

Services

Customer project management

» Training center for resellers / end-users customers (France + International Nexspan channels)

» Services to help resellers (audit, deployment, expertise…) » Customer project management (large account project

assistance)» Level 2 support for NeXspan/A5000 & P12 portfolio for French

channels

» Deliverables– Training materials & training sessions– Services & Revenues associated– Channels interface for Level 2 Support– Project follow-up– Customers case resolution – Follow-up of certification commitmentLevel 2 Support

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New

and

existing

custo

mers

Aas

tra

Aastra global sales strategy

» One common global organisation

» Multi-country teams and deployment– Team to coordinate

international requests

– Global partners that handle global customers

Dir

ect

To

uchAas

tra

Lo

cal C

ou

tnry

Sal

es u

nit

s

Ind

irec

t S

ales

ChannelPartners

& DistributorsResellers

System Integrators

Carriers

Dir

ec

t S

ale

s

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French market sales strategy

» Mainly indirect sales (95% of business)

» Distribution through distributors (2-Tier) and resellers (1-Tier) : 150 integrators

» Certification to guarantee the level of service to end-customers

» Specific Partnership with EADS for Defense markets

AASTRA

Distributors

OEM ResellersIntegrators

10%

85%

Direct

5%

5% 20% 65% 10%

End-customers (SME/LME)

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Strong position on French market

» Strong position with Alcatel» Growth opportunities in 2 segments

– Below 10 extensions– Above 500 extensions

Growth opportunities with new full IP solutions : A800 & A5000

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SPC Meeting - French CoE review 24

French CoE Organization

Pierre-Alexandre FUHRMANNDominique Poizat (Deputy)

MarketingDominique POIZAT

R&DIsabelle SAINT-GILLES

Jean-Pierre TOULAT (deputy)

Professional ServicesEmmanuel Blanc

CSU Sales SupportPAF (Acting)

QualityPAF (Acting)

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French CoE OrganizationMarketing

» Marketing Solutions– PLM– Marketing Support NeXspan/

A5000– Pre-Sales NeXspan / A5000– Marketing materials

» Marketing operations– Pricing– Sales tools (tarif, eQuation..)– Certification– Services sales– International NPI


Marketing SolutionsL. Madelaine

Marketing OperationsJM Deny

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French CoE OrganizationMarketing - Marketing solutions

» French and international activities : Combination of PLM & Sales Marketing missions

– To be closer to Sales support Customer events / sales training / roadshow Better feeling of market needs / sales expectation Sales oriented marketing tools (verticals, incentive, newsletter …)

– Focus on Product management rather than on R&D project» Deliverables

– Customer events : Roadshow, tradeshow– Sales support : training, assistance– Product Management

Product definition Product management : content, part number Product forecast

– Marketing tools Marketing slides Product Guide / Sales Guide / Ordering Guide Marketing collaterals




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French CoE OrganizationMarketing - Marketing operations

» Marketing tools & support – Common to all products– Linked to sales process

» French and international activities– French pricing tools process including all products (NeXspan, Ascotel,

SIP….)– International adaptation of NeXspan/A5000– International pricing tools

» Deliverables– Pricing strategy / Pricing tools (NDP, Cost)– Pricing & product database management– Sales statistics & analysis– Competition analysis (product / pricing tools / quotation)– Certification program management (France & International)– Services sales

Software subscription Technical expertise

– International adaptations (NPI) Project management for international adaptations related to products Product management interface with countries




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French CoE OrganizationR&D (1/3)

» Projects Management» Coordination, Schedule, reporting

» SW Telephony– System Architecture – Core Call Processing– Network/subscribers Interfaces– CTI Applications interfaces– SW maintenance


Jean-Pierre TOULAT (deputy)

SW: TelephonyP. Laguionie

SW: Framework & ManagtO. Fernandez

HW & IndustrializationG. Escot

IntegrationP. Rouquier

Validation (DZ)FY Jacob

ProjectsB. Laffite

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French CoE Organization R&D (2/3)

» SW Framework & Management» System Architecture» Low layers management» Management SW» SW maintenance

» HW & Industrialization» HW design ( electronic, mechanics,

firmware )» Component & product database» Interface to industrialization » HW maintenance







ProjectsB. Laffite

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French CoE Organization R&D (3/3)

» Integration» Product Testing » SW package production & patch» Technical Documentation» International adaptations» R&D Labs & R&D tools

» Validation» Solution testing» Check solution vs requirements» Non-regression tests







ProjectsB. Laffite

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French CoE Organization

Professional ServicesEmmanuel Blanc

International SupportE. Blanc

Product SupportR. Addi

» International Support– Level 2 support for RoW

channels– Level 2+ for CSU– Tech transfert for CSU

» Product Support– Product expertise– Field Trials

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NeXspan / A5000 businessKey figures

» 100 MEUR revenues– 72% of business made in

France– 6% outside Europe

» Medium & Large system business focus

» Joined Aastra in 2005

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NeXspan / A5000 businessKey figures

NeXspan 2007

Terminals Analog 51 762

Digital 187 707

IP 32 531

SIP 9 465

DECT 64 139

TOTAL 345 604

DECT RFP

DECT base stations 12 327

Systems

Very smalll (compact) 761

Small (XS / XS 12) 12 828

Medium (XL) 1 881

Medium/ Large (XD) 370

Lage (N500) 159

Call Servers 35

TOTAL 16 034

Applications

Call Centers 154

Unified messaging 172

Attendant console 585

CTI - TWP 452

Management centers 245

Extension lines

Total NeXspan 1 007 113

Average per system 63

» Strong increase of IP sales and systems software

» Medium to large systems mainly sold in– France– Italy– RoW channels

» Applications sold mainly in France

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Aastra 5000Product description

IP sets

Unified applications

GatewaysSIP mobilityDECT / WiFi / FMC

Web-basedNetwork. Mgt

Microsoft Integration

IP Trunking

» SIP Call Manager

» IP Trunking

» Seamless networking

» Scalable and secure architecture

» Virtualized Software

» Easy IT integration

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Aastra 5000 offeringFrom distributed networks to hosted services

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XD

50 users 100 users 500 users 150 000 users5000 users

XLXS A500

Hybrid & Full IP

Full IP offering

Hybrid offering

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Aastra 5000Market positioning

» Market target– 500 – 150 000 users– Full IP configurations– Medium to large networks

» Pricing structure– Licence per user– Licence for SIP & non-SIP users– From 95 € to 53 € per user

» Sales strategy– NeXspan channels– IT-oriented channels– Hosted services

» Competition– Cisco, Alcatel OxE, Siemens

HiPath 8000,

» Key customer references– 35 000 lines already sold

Bordeaux Hospital : 12 000 lines University of Metz : 4000 lines Soissons Hospital : 1800 lines –

300 IP DECT users Beauvais Hospital : 1500 lines –

300 IP DECT users CIRTIL (Tax board) : 5000 lines

with 500 Contact Center agents

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Aastra 5000Key selling points

» Customer needs

– Virtual teams – Centralized management

– Business continuity

– Virtualization of the service

– Unified communications

– Openness

– Reduced TCO

» Strenghts of the products

– Seamless networking, free-seating, mobility services

– Redundant Call Manager & Gateway, hot-swappable cards

– Virtualized software, Licence per user, multi-tenant

– Web-based unified. App, SIP Video, MS integration

– SIP, LDAP, Linux, Active Directory

– Easy IT integration, Ease of deployment, IP Trunking

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Nexspan / Aastra 5000 businessCSU / ISU Support

» Various services to help supporting the NeXspan/ A5000 business

– Business & pre-sales support

– Marketing support

– Demonstration, Mock-up

– New Product Introduction support

– Technical support

» Extranet to provide all information related to Products

NPI : Frederic SCHILTON

ONE SINGLE POINT OF CONTACT

FOR EVERY CSU

ONE SINGLE POINT OF CONTACT

FOR EVERY AREA

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Nexspan / Aastra 5000 business CSU / ISU Support - Point of Contacts

» François DUVAL [email protected]

Office : +33 1 30 96 42 82Mobile : +33 6 85 74 44 45– CSU D, SP, Nordics, UK

» Magali BORLOZ [email protected] : +33 1 30 96 42 35Mobile : +33 6 08 91 81 54– CSU I, P– ISU Africa, Eastern Europe… & Mexico

» Sébastien HAON [email protected] : +33 1 30 96 43 02Mobile : +33 6 07 74 59 28– CSU BeNeLux, – ISU Maghreb-Africa / Mediterranean

» For any area not covered by CSU, please contact» Christophe RACHEL [email protected]

– International Sales Unit, Director (Deputy of VP)Office : +33 1 30 96 45 29Mobile : +33 6 75 31 00 29

New Product Introduction

» Extranet :» http://support.nexspan.net/extra/NPI/GlobalNPI/GlobalNPI_en.php

– All information related to product introduction

News Planning of introduction Presentation

– Points of contacts list / NPI process

» 2 seminars per year– CoE / Product information– International sales feedback

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A5000 services & certification program

» Certification program to ensure quality of services for end-customers– SLA from Aastra to correct bugs

– Skills &Training requirements for resellers

» Software subscription program to benefit from technological enhancements

» Recycling program for electronical wastes (WEEE compliance)

» Professional services to accompany customers/resellers

– Audit– Expertise– IT integration

A single common quality requirement and 4 levels in line with the strategy and

skills of our Partners.

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1 product range

Competence

requirements

2 products ranges

4 products ranges

3 products ranges

Close proximity (1)Geographical

coverage

Local or Regional

National and International

Regional or

National (1)

VAR TO > 50 K€

Commercial

commitments

VAD TO > 500 K€or loyalty > 30%

N/AVAR TO > 500 K€or loyalty > 70%

Services

to customers

1 Technician per 800 K€ of Turnover 1 Sales engineer per 1000 K€ of Turnover

Training


1 Pre-sales engineer per 1000 K€ of Turnover

Investigation means, levels 1 and 2, Hot line with call-back and/or restore-time commitment, On-site intervention with time commitments, spare parts

Performance indicators, dedicated support team, field test participation

24/24 Hot Line on request, escalation procedure, Customer Relation Management tools

Certification – Criteria

VAD TO > 150 K€

VAR TO > 150 K€or loyalty > 50%

VAD TO > 1000 K€ VAD TO > 5M€



1 Pre-sales engineer per 500 K€ of Turnover

VAD

VAR

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Certification – Levels and ranges of products

A single common quality requirement and 4 levels in line with the strategy and

skills of our Partners.

ENTERPRISE TELEPHONY NETWORKS

IP TELEPHONY

ENTERPRISE TELEPHONY

MULTIMEDIA APPLICATIONS

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Aastra Product Ranges

ENTERPRISE TELEPHONY NETWORKS

IP TELEPHONY

ENTERPRISE TELEPHONY

MULTIMEDIA APPLICATIONS

Contact Centre – NeXspan Communication Portal

TWP (toolkit, internet)

Multimedia portal

Communication Server,

IP multi-site networks - IP network (data),

Call server application - operating system (Windows) - security products & TWP

Large systems & multi-site networks - NeXspan 50, NeXspan 500

Mails on PC (UCP), management centre (M7430, M7450) & TWP

Single-site installations: NeXspan/ X series gateways S/L/D

Ascotel, Multi-site networks < 3 nodes & TWP

CTI, ATDC/PC, IP LAN, administration (M7420, M7425)

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(1) If correction required and customer identified.(2) On-site intervention, decided by both parties, is free of charge only if the fault is due to the

manufacturer, otherwise it is invoiced.

Software version invoiced

All on-site interventions invoiced

Corrective software version (1)

Response time

Fault resolution

time8d / 30d

Corrective software version

(1)

Response time

Fault resolution

time5d / 25 d

Correctivesoftwareversion (1)

Response time

Fault resolution

time4d / 20d

Study day

2/year

Lab training

Performancereport

11/year

Lab training

Showroomaccess

8H Hot line, technical Extranet and co-marketing access, on-site intervention (2), sales support, commercial

and pre-sales training, Mktg information, configuration and costing tools , demo pack at preferential price

8H Hot line, technical Extranet and co-marketing access, on-site intervention (2), sales support, commercial

and pre-sales training, Mktg information, configuration and costing tools , demo pack at preferential price

Fault resolution

time4d / 20d

Extranet Marketing access Extranet Marketing access

Hot Line access invoiced per call

Patch invoiced

Uncertified distributor

Showroomaccess

Showroomaccess

Performance report2/year

Technicalmonitoring committee

4/year


4/year

Performancereport4/year

Correctivesoftware version (1)

Response time

Technicalmonitoring committee11/year

Technicalmonitoring committee11/year

Study day5/year


2/year

Showroomaccess

Global monitoring and performance

committee

1/year

Certification – AASTRA Services Pack

All on-site interventions invoiced

software version invoiced

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Part of Services Pack AASTRA Call Centre commitments(1)

(1) : Commitments for a 3 years period from the date of products’ purchase (2) : working day at normal business hours. Maximum time(3) : The answer is the supply of a solution or an action plan and a time of resolution of the claim

Blocking claims

Time of taking into account 1 hour(2)

Response time(3)

< 8 days(2) < 5 days(2) < 4 days(2)

Majors claims

Time of taking into account 8 hours(2)

Response time(3)

< 30 days (2) < 25 days (2) < 20 days (2)

Minors claims

Time of taking into account 3 days

Response time(3)

50% of claims < 90 days (2) and 100 % of claims < 180 days (2)

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Certified PARTNER local support commitments

States : Known Solution &

No Fault-User error < 10% cases submitted

Expert Silver Expert Gold et Gold International

90% of claims whose state

OPEN- STANDBY < 5 days BLOCKINGclaims

90% of claims whose state OPEN - SOLUTION DELIVERED < 20 days

MAJOR claims

90% of claims whose state OPEN - SOLUTION DELIVERED < 90 days

MINOR claims

NA

90% of claims whose state OPEN- STANDBY < 8 days





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Partnerships

» A2P2 partnership program» Data infrastructure

– HP Procurve : Technical validation and resell of equipments

» WiFi infrastructure– Trapeze networks– HP, Meru, Aruba on-going

» FMC– Quescom

» IT infrastructure– Dell, Stratus servers

» Applications– Microsoft OCS, Exchange 2007

Unified Messaging– IBM SameTime on-going

» Carrier networks– Orange, Verizon IP trunking

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Documents

Aastra overview