Hosted Service Providers Win with Polycom

204/21/23

Agenda

What do hosted customers want and need?

Why are endpoints critical for success?

What makes a winning endpoint partner?

Why is Polycom the best endpoint partner?

Win with Polycom!

304/21/23

What Do Hosted Customers Want and Need?

Robust business communication capabilities

A SMB price tag with low upfront capital outlay

Trusted advice on selecting the right VoIP solution

Solutions that are easy to deploy, manage and support

Enhanced productivity and increased speed of business

404/21/23

Why Are Endpoints Critical For Success?

Primary customer interface Define the users capabilities and experience Influence perceived service value Drive customer satisfaction

Showcase service differentiation Highlight additional capabilities

(e.g. applications)

Determine configuration, service and support requirementsSignificantly influence total cost of ownershipProvide opportunities for future enhancement

504/21/23

What Makes A Winning Endpoint Partner?

Independent supplierRecognized for innovation, quality and reliabilityCustomer oriented product line Solutions for diverse communication environments and modes Advanced technologies for differentiated capabilities Seamless and deep integration with your call control platform Scalable for future capabilities Easy to configure, deploy, manage and upgrade

Strong technical and sales supportMultiple co-marketing opportunitiesWorks with service providers to define and build solutions that meet customer needs

604/21/23

Why is Polycom The Best Hosted Endpoint Partner?

Polycom does not compete with its partners

The Polycom brand adds tremendous value

Polycom products enable superior VoIP solutions

Polycom endpoints enable differentiated services

Polycom solutions are easy to manage, control costs and scale for the future

Polycom delivers strong support and marketing programs

704/21/23

Polycom Does Not Compete With Its Partners

An independent endpoint supplier

Doesn’t manufacture IP PBXs

Call control platform agnostic

Committed to open standards

Sells 100% indirect through channel

“Polycom is not an IP PBX manufacturer, thus doesn’t compete against my business model for my customers. I can completely trust Polycom to be my leading endpoint platform.”

Chris Jones, CEO, Intuitive Voice Technologies

804/21/23

The Polycom Brand Adds Value

Source: Profitability from Customer Affinity Survey, CMO Counsel, 2007

Polycom brand is highly regarded

Number one market leader

Award winning products

904/21/23

Products Enable Superior VoIP Solutions

Broad product portfolio for SBM needs Desktop, conference and wireless phones Applications

Industry leading innovations Polycom HD Voice Patented Acoustic Clarity Technology II

Rich choices and deep integration with certified call control platforms

1004/21/23

Products Enable Superior VoIP Solutions

Carpeted OfficeConference Room

IP Network

Local Mobility

<Insert Your SP’s Logo Here>

Open SIP

Applications

Remote Mobility

Service ProviderSoftswitch Partners One-Stop Shop

1104/21/23

Products Enable Superior VoIP Solutions

SoundPoint IP 430Value

• Cubicle

• Call center

SoundPoint IP 501Mainstream• Office

• Cubicle

• SOHO

Economy

• Common areas

• Warehouse

• Dorm room

SoundPoint IP 320/330

Attendant ConsolePerformance

• Executive office

• Telephone attendant's desk

• Verticals with custom applications (hospitality, healthcare, etc.)

Next-Gen Conference Phones for large , medium and small conference rooms

SoundStation IP 7000 & 6000

Mid-High

• Manager’s office

• Telecommuters

• Verticals with custom applications (hospitality, healthcare, etc.)

$100

$200

Executive• Executive office

• Professional’s office

• Telephone attendant's desk

Color Attendant Console

SoundPoint IP 650

Performance

$300

-400

$200

$400

$500

-600

Portfolio meets

diverse needs

of SMBs

Mid-Range• Office

• Cubicle

•SOHO

SoundPoint IP 450

SoundPoint IP 670

SoundPoint IP 550/560

1204/21/23

Endpoints Enable Differentiated Services

Best voice quality and clarity Polycom HD Voice

Hi-resolution displays for applications Color for added ease of navigation

Superior quality and reliability

Advanced communications capabilities Robust call handling

34 line registrations and 24 concurrent calls

Caller ID capabilities Shared call appearances

Increase ARPU with applications Polycom Productivity Suite Third party applications through Polycom API Create service stickiness and upsell opportunities

1304/21/23

Easy To Manage, Control Costs & Scale For Future

Polycom Solutions Help Control OPEX

Easy to integrate, deploy, manage, and support Minimum touch provisioning VLAN discovery Voice quality metrics monitoring Reliable and easy to use phones No integration issues with call control platforms

Minimize support calls

Lower total cost of ownership (TCO)

1404/21/23

Easy To Manage, Control Costs & Scale For Future

Polycom Solutions Scale For Future

Continuous innovations and improvements Two major software releases per year Future-proof features

GigE support HD Voice Applications-enabled display Electronic Headset (EHS) interface Video capability Applications

Enable service sustainability

Prevent early obsolescence

Avoid unnecessary CAPEX in the future

1504/21/23

Strong Support Infrastructure

Easy access to Polycom market experts Channel Sales Managers SEs Product Managers Product Marketing Managers Executive Sponsors

Robust training infrastructure and programs Live and on-demand webinars by Polycom University Knowledgeable distributors to support you

24 x 7 global technical support

1604/21/23

World-Class Marketing ProgramsHigh-Impact Marketing Campaigns

Global Partner Conferences

Polycom Partner Resource Center (PRC)

Channel Launch Toolkits

Polycom Advantage Program

MDF Program

DEMO Program

Polycom First Program

Polycom PAYS

Road Shows

Joint Press Releases

1704/21/23

Win with Polycom!

Sell without competitive concerns

Leverage the power of the Polycom brand

Create superior VoIP solutions

Deliver differentiated services

Increase ARPU, control OPEX and scale as your services grow

Succeed with an excellent support infrastructure and world-class marketing programs