Hosted Service Providers Win with Polycom

Hosted Service Providers

Win with Polycom

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!

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

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 requirements

Significantly influence total cost of ownership

Provide opportunities for future enhancement

What Makes A Winning Endpoint Partner?

Independent supplier

Recognized for innovation, quality and reliability

Customer 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 support Multiple co-marketing opportunities

Works with service providers to define and build solutions that meet customer needs

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

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.”

The Polycom Brand Adds Value

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

Polycom brand is highly regarded Number one market leader

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

Products Enable Superior VoIP Solutions

Products Enable Superior VoIP Solutions

• 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 $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

Endpoints Enable Differentiated Services

• 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

Easy To Manage, Control Costs & Scale For Future

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

Easy To Manage, Control Costs & 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

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

World-Class Marketing Programs

High-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

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