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UC Market Trends

UC Market Trends. Jeffrey Pearl VP Carrier Sales North America. Agenda. Unified Communications Market Overview Benefit/Pitch to the end user community “Death of the PSTN”. Unified Communications Market. Market Trends Accelerating Opportunities.

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UC Market Trends

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  1. UC Market Trends Jeffrey Pearl VP Carrier Sales North America

  2. Agenda • Unified Communications Market Overview • Benefit/Pitch to the end user community • “Death of the PSTN”

  3. Unified Communications Market

  4. Market Trends Accelerating Opportunities • Evolution of communications networks to IP and broadband rollout • Growing awareness, acceptance and adoption of cloud-based services by enterprises • Explosion of smart communication devices BroadSoft ®, Inc. 2013

  5. Work Forces are Becoming Increasing Remote/Mobile • Percentage of U.S. remote workers increased dramatically during the last decade • 4 in 10 U.S. employees spend time working remotely • 13.4 million employees work at home at least one day per week • 25% of all remote workers are in management, business or finance • Workers use over 3 devices to communicate with their colleagues (Gartner)

  6. Communications is Becoming Much More Powerful Office Mobile Home Office

  7. Unified Communications moves to the cloudBusinesses of all sizes take advantage of accelerating factors infonetics • The $8B/year PBX business moving to the cloud • Smart devices • Ubiquitous broadband

  8. Market Conditions - $11B Annual Hosted UC RevenueWhat portion will you get? • By 2017 there will be 90M Hosted Subscribers spending $11B Annually • Someone is going get this revenue – it should be you Infonetics ‘13

  9. Quantifying the Service Provider OpportunityUC Services make up greater percentage of ARPU Unified Communications Services 2014 Forecast Reaches $8.6B ARPU Growth From Unified Communication Services Not from IP Centrex/Pure VoIP Source: IDC

  10. Technology Centered “Interworked” Multiple Tool sets Reserved resources Specialized Equipment User Centered Integrated Ubiquitous tool set Always available BYOD and Web experience Enterprises evolution Moving from a ‘bag of parts’ to seamless service CC VoIP/Video

  11. Why are Companies Deploying UC? Source: Infonetics 2013

  12. BroadSoft Unified Communications Capabilities A Complete Set of UC Services for all business needs and sizes Applications Xtended: Open APIs & Integration Connectors Calling Messaging Collaboration Instant Messaging and Presence HD Audio Conferencing Hosted PBX Xcelerate: Formal Go-To-Market Program Business Trunking Text Messaging/ Fixed Line SMS Video Meet Me Front Office Unified Messaging Web Collaboration ACD/Call Center BroadTouch User Experience Phones, Tablets, Smartphones, Laptops

  13. How Can Hosted Services Benefit Your Business? What is the end-user pitch?

  14. Comparing Hosted PBX to Premise Based

  15. Focus on Your Core Business • To increase their level of competitiveness, businesses are focusing their resources on the core business • Hosted communications allows businesses to move the capital cost of a PBX off the balance sheet while providing significant added value to the business

  16. Lower Your Costs • With Hosted PBX you don’t need to buy servers or other expensive system hardware • Other than phones there is no capital to depreciate* • Typically the 3 year TCO of a Hosted PBX is 30% lower than a premise based solution * Phones can also be rented

  17. Work Anywhere and Boost Business Productivity • Hosted PBX users can access the same powerful set of features regardless of being in the office, at the airport or from home • Easier to control remote users communication costs using hosted services • Remote user productivity dramatically improves when accessing hosted PBX features

  18. No Costly IT to Worry About • The days of configuring the box in the equipment room are over • Hosted allows simple configuration of the service from user friendly portals • Users and features can simply be added or removed at the click of a mouse with minimal training

  19. Business Continuity Means Your Business is Never Down • What happens if a flood, fire or earthquake takes out your business premise? • With your phone service in the cloud you can start working from a different location easily • The cloud phone service is built on a highly resilient Telco architecture which will be unaffected by natural disasters

  20. Scale Up or Scale Down as Required • Businesses are constantly changing – adding new offices or growing out of old ones • Hosted provides the ultimate flexibility to change with the dynamics of your business • This flexibility lowers the cost of change for your telecoms systems and gets you up and running sooner

  21. Gain Productivity from Unified Communications • Hosted provides unified communications features that increases staff productivity • Examples include voicemail to email, clients that turn your PC or Mac into a phone, instant messaging and presence

  22. Alleviates IT Worries with Automatic Updates • With Hosted PBX your service provider takes care of updating the features so you don’t have to • There is no worry about technology obsolescence as you will always have access to the latest features from the cloud

  23. “Death of the PSTN…!”

  24. Taglines and Industry Quotes • The Technical Advisory Council (TAC) estimates that only 6% of Americans will use the PSTN by 2018. TAC projects the sunset of PSTN no later than 2018. • In late 2012, ATT sent a petition to the FCC to swiftly retire the PSTN and move to a nationwide IP infrastructure • In 2009 17% of respondents lived in mobile-only households. In 2012 the number grew to 39% • PSTN networks are outdated, too expensive to maintain and loaded with regulatory fees and surcharges.

  25. Taglines and Industry Quotes • POTS revenue is on a swift decline going from $15B in 2010 to $11B in 2012 to an estimated $6B in 2018 • Business adoption of VoIP has increased from 21% in 2009 to 35% in early 2012 • Charles Darwin made a noteworthy point….if we are interested in evolving and prospering into the next decade, it is important to recognize the inevitable change that is coming and prepare accordingly.

  26. Summary: UC-One Differentiators PSTN Alexander Graham Bell forms American Bell DNS (.com, .org, .edu) established You Are Here 2014 1875 2020 26

  27. Partnering for success Jim Ferguson VP Carrier Development BroadSoft Support Initiatives

  28. BroadSoft Support Initiatives • Marketing • Event sponsorships • Webinar series/Guest speakers • Participation at ILEC shows • Sales Support • RLEC road show identified for Q1/Q2 • Targeted sales calls • Participation in innovation council meetings • Engineering Support • Technical training as needed

  29. BroadSoft Support Initiatives • Training • Branding/Expansion of on-line training modules • Certification Programs for ILEC • Modular training program for small ILECs • Go to market program • “Perfect the top 10 keys to success” • Workshops to develop and compare metrics • Data derived from 500 other service providers • E.G. sales per rep, lead &demand gen, win % • Utilize and brand extensive on-line content • Resources available as needed

  30. BroadSoft Support Initiatives • Channel Program stimulation • Target top agents for some quick hits • Webinars/road shows/channel events • Co-op programs • Sales incentives/contests • Lead generation programs

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