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Center Utilization February 2012Performance Against Objective

Corporate EBCs

Local EBCs

Site ’12 ’11Basking Ridge, NJ 34% 60%Guildford, England 66% 100%Santa Clara, CA 63% 30%Singapore 82% 88%

Site ’12 ’11

Beijing 12%No

tracking

Coppell, TX 30% 21%Denver, CO 30% 31%Fairfax, VA 38% 53%Lisle, IL 50% 31%Markham, Ontario 59% 69%Mexico City 123% 194%Mumbai, India 18% NewNew York, NY 82% 81%Paris, France 117% 163%Sao Paulo, Brazil 71% 63%Sydney 124% 188%Tokyo, Japan 112% 63%

• Corporate center utilization average 61%

• Utilization based on the number of sessions taking place in that room not the number of days

• Many local EBCs are also community conference rooms

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Basking Ridge Guildford Santa Clara Singapore

Performance against goal trailing 12 months

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Barriers to Briefings

Most common barriers n=84 67% rated their visit as “Awesome” or

“Good” and 11-13% had never been

42 cited cost

20 cited customer time out of office

7 cited Briefer Availability

2 cited dated technology in EBC (Lisle, Il prevalent in comments)

Key takeaway: there are over 100 customers cited that respondents state they would bring to an EBC if the barriers were removed!

Most common comments: Customers prefer briefing at their

location due to time out of office – Demo Avaya had 50k hits since 10.01.11

Demos are being done at customer locations

Limited Briefer and Exec availability

Competitor EBCs are flashier– The majority of these comments can be

traced back to local centers which, other than the platform technology, are funded by sales

Some customers cannot accept travel paid by vendor

In the last month38%

In the last quar-ter

10%

In the last fiscal year35%

Prior to October 20106%

Never11%

When was your last visit to an EBC

Awesome23%

Good45%

Fair13%

Poor8%

I've never been13%

Please rate your last visit to an EBC

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