Originally presented at the Wainhouse Research CSP Summit Berlin on 19 April 2010. In this session, we will describe the delivery models carrier/operators are using to deploy UC services. We will discuss IM-centric and IPT-centric solutions, reviewing both la carte and rigid service offerings. We will look at the typical offerings delivered by carrier/operators and discuss how service providers can participate in this emerging world of hosted UC, and if so, how. E. Brent Kelly PhD is a Wainhouse Research Partner, Co-Manager of the Unified Collaboration Practice. Brent is a recognized expert on Unified Communications.

1. The Emerging Market Opportunity for Hosted & Managed Unified Communications E. Brent Kelly, Ph.D. bkelly@wainhouse.com Wainhouse Research, LLC www.wainhouse.com 1 © 2010 Wainhouse Research LLC. – Analysis and Information on Unified Collaboration

2. Hosted Services Companies BuyOpportunity for Hosted Services 2 © 2010 Wainhouse Research LLC. – Analysis and Information on Unified Collaboration

3. There Appears to be a Growing Capabilities-Assimilation Gap 3 © 2010 Wainhouse Research LLC. – Analysis and Information on Unified Collaboration Technology Capability/Assimilation Gap Vendor technology capability Enterprise technology assimilation Time A hosted provider may be able to help close this gap.

4. UC Capabilities – Traditional CSP 4 © 2010 Wainhouse Research LLC. – Analysis and Information on Unified Collaboration Integrated Workflow Documents Applications & Files Team Workspaces Messaging (voice mail, email, fax, speech) Web/Data Presence Conferencing & Status Audio Instant Conferencing Messaging Land Mobile Radio Calendaring Video Voice Mobility Must Partner, Buy, or Develop for the Rest

5. Seven Driving Forces Toward Cloud-Based UC Services 5 © 2010 Wainhouse Research LLC. – Analysis and Information on Unified Collaboration

6. 6 © 2010 Wainhouse Research LLC. – Analysis and Information on Unified Collaboration Control! A service provider must gain the trust through experience that they can deliver a high quality, reliable, mission critical service.

7. On Ramps to UC Services 7 © 2010 Wainhouse Research LLC. – Analysis and Information on Unified Collaboration

8. Messaging 8 © 2010 Wainhouse Research LLC. – Analysis and Information on Unified Collaboration Messaging (IM/Email) Email Is Cool Again!

9. Messaging 9 © 2010 Wainhouse Research LLC. – Analysis and Information on Unified Collaboration Messaging (IM/Email) Email Is Cool Again! All of these vendors (plus many more) also offer UC capabilities!

10. Hosted VoIP Providers 10 © 2010 Wainhouse Research LLC. – Analysis and Information on Unified Collaboration

11. Telephony Providers 11 © 2010 Wainhouse Research LLC. – Analysis and Information on Unified Collaboration

12. Carriers/Service Providers 12 © 2010 Wainhouse Research LLC. – Analysis and Information on Unified Collaboration

13. Collaboration Clouds 13 © 2010 Wainhouse Research LLC. – Analysis and Information on Unified Collaboration Business Productivity Online Standard Cisco WebEx Connect

14. Comparing Offering Types 14 © 2010 Wainhouse Research LLC. – Analysis and Information on Unified Collaboration

15. Q&A E. Brent Kelly, Ph.D. bkelly@wainhouse.com Wainhouse Research, LLC www.wainhouse.com 15 © 2010 Wainhouse Research LLC. – Analysis and Information on Unified Collaboration