Channel Opportunity 2009

Who’s who….

• Reality Telecom plc is the company

• Call Navigator™ is the product

Reality Telecom Background

• Founded in August 2001

• Licensed by Ofcom to operate telecommunications services throughout the EU

• One of the first companies successfully to combine telecoms and internet technology

• Networks housed in two separate state-of-the-art secure data centres, in London, ensuring total resilience

Reality Telecom Technology

• Specialise in advanced telecommunications services for small and medium-sized businesses

• Services are developed using the latest in web and telecoms technology

• Established telecom operator with thousands of satisfied customers

• Tried and tested technology & services

• Call Navigator™ is our flagship product range

• Call Navigator IP™, our Voice over IP service, is the latest addition to the range

Market Opportunity

• Large businesses have been using VoIP for years

• The technology has matured and become affordable

• Costs have reduced and new services are being introduced

• There are many products and suppliers already

• 3 million VoIP users by the end of the year (Ofcom)

• Economic downturn unlikely to hit telecoms

The Marketplace

Market Opportunity

• Addressable market is over 1 million new units per annum

• Ideal customer • 10 and 50 users

• More than one office or plans to open them

• Homeworkers

• Needs business quality telecoms

• 4% of qualifying customers are using VOIP today

• 14% are expecting to move to a hosted VOIP solution in the near term according to a 2008 Gartner survey

• Resellers with a strong solutions background have been more successful at selling converged solutions than pure telephony suppliers

Channel Partner Opportunity

• Differentiation from competitors• Increased customer contribution• Increased customer dependence• Recurring revenue• Low investment• Channel only• Early entry• Low risk

Strategic Fit

• Hold relevant third party vendor accreditations• Complete technical and sales training• Have at least one full time sales person or

equivalent• Focused on the SME market 5 – 300 users• Prepared to invest time in developing VOIP

business• Prepared to appoint a primary contact who will

act as a champion and represent CNIP to the organisation

What we can do for YOU

No risk• Investment in demonstration system and time/focus• No stock

Easy to sell• Full training & sales support• Structured sales process• Proposal writing support• Easy customer support tools

Commission on all of these:• Connection fees • Recurring fees• Call charges • Consultancy• Broadband • Handsets

Expectations

Partner Call Navigator

SalesProactive prospectingPrompt follow up of any leadsProfessional account managementMonthly sales forecasts

SalesFree sales trainingSales support and coachingSales presentation materialsForward selected sales leadsOnline resources

MarketingInclusion in general marketing initiativesPromotion to existing SME customersInclusion in web marketing

MarketingProvide web site materialCo branded web site optionAutomated proposal writerCo-op marketing fund

CommercialAchieve agreed sale target

CommercialProduct margin and service commissionProfessional account managementBilling administration

Support1st line professional technical support

SupportOn-line fault escalation & tracking24/7 Customer Services2nd & 3rd line technical support

Channel Partner Support

• Free technical and sales training• Subsidised demonstration system• Sales tools including media presentations,

proposal automation, and online resources• Content feeds for partner web site• Cobranded website option• Co-op marketing• Field sales support• After sales support• 24/7 Customer Services

Why Call Navigator IP™

• Established telecoms operator

• Thousands of satisfied customers

• Centrally hosted and managed service

• Carrier grade service, business quality calls

• Tried and trusted

Summary

• The market is huge• The opportunity is now• You have the right solution

Channel Opportunity 2009