BT One. Communications that unify

The BTCollaboration Story Bringing BTC & BTGS together

April 2014

2The BT Collaboration Story

What’s happening in our customer base and the wider market

Audio Market Value growing at 1/3 ofVolume Growth

Majority of Audio Traffic will move On-Netto VPN initially, then hybrid Internet/VPN networks

Saving money

Integrating disparate Audio/Video/Web systems

Cloud Video MeetMe service will prosper to make customers disparate Video End points (Immersive, Desktop, PC) work together

Sweating assets

One tool for collaboration

Lync Audio Integration offers simple & well understood user interface – favouredby MNC’s

Making things simple, consistent and easy to use

Cloud services minimize management overheads

“Adoption of cloud services is part of virtually every conversation we have with customers, and vendors report that on average one-third of all RFPs for new engagements contain some cloud elements.”Ovum– Jan 2014

Focusing on Core Business

3The BT Collaboration Story

Enabling improved collaboration internally and with customers

Extend

Step 3

Platform for true business agility

Converge

Step 2

Greater controls

Consolidate

Step 1

The Journey to Transforming Collaboration

Multiple SLAs and vendors

Disparate

UC Quick StartBuilding the business case

Hybrid Architecture Service Migrate the platform

UC Readiness Assessment Optimise the customer experience

Achieve better UC performance for end users and increase productivity

The BT Advise One Methodology

Proven BT Roadmap

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BT One. Communications that unify 4

A Multi-Path Approach with different Customer Scenarios ….

Not transforming estate but wants to save on PSTN & Audio Conferencing

• Customer has none or very limited UC deployment. Happy with existing Telephony & Conferencing. Wants to save money but with minimal change(Need to balance TCO benefit of Change with End User Experience)

Already using Lync but not Lync Telephony/Conferencing

• Customer has deployed Lync for IM & Presence but has either not implemented Lync Audio at all or in a very limited form e.g. pilots. (Cost of deployment vs realistic %age on-net traffic to deliver savings)

Already using WebEx but not WebEx Audio/Conferencing

• Customer has deployed WebEx but hasn’t linked Audio Conferencing, IP Audio or Video to WebEx. (CCA threat - consider quality, coverage & hidden costs. Often Hybrid solution needed to deliver optimum benefits)

Have implemented UC & Collaboration but is having difficulties

• Customer has deployed Lync or WebEx IP audio/video collaboration buthas encountered technical, operational, or commercial issues.(Identify under-investment area & help choose best UC migration path)

Products in scope

• One Voice• On-Net Audio Conf• SIP Trunking• One Voice Mobile

• BT One Cloud Lync• Global Inbound• Office 365/Meet me• Lync Server/Meet Me

• WebEx Hybrid Voice• WebEx Enabled TP• TMS Managed Service

• BT Advise Professional Services

What to sell in each customer scenario

Start

Global Telephony?

Route PSTN & IP Voice Traffic over MPLS

BTC Audio > 30%

Add On Net Audio

Conferencing

Replace PSTN Access with SIP

Trunking

PSTN Access

expensive?Roaming

> 30%BT One Voice Mobile Access

Stop

Yes Yes Yes Yes

1a/ PSTN or Audio Conferencing cost reduction opportunity

DP DHL• BT MeetMe & WebEx• On-net conferencing on One Voice, SIP Trunking, Dolby

• £11.7m over 2 years• 6% decline in £2.2m BTC Audio ALL NON BT VOIP

StartCommitted

DIY PBXMGT

BT One Cloud (Cisco) -

HUC’s/ HCS>1000 Seats

BT One On Premise

Stop

Yes

1b/ PBX cost saving, upgrade or management opportunity

Oxford County Council• 105 contact centre seats and 840 HCS seats• 3000 Jabber users• £3.4m over 5 years

BTC Audio > 30%

Add On Net Audio

Conferencing

Yes Yes

NoNo

What to sell in each customer scenario

2/ Already using Lync but not implemented Lync Audio/Conference

UNILEVER• Deployed One Cloud Lync• Enterprise Voice top

250 execs• Looking to rollout to23,000

users 3K with Voice• £5m over 4years balanced by

6% decline in £5.8m BTC Audio ALL NON BT VOIP

Start BT One Cloud Lync

Committed DIY or existing

SI?Stop

Lync Server

BTC Customer?

Use Global Inbound to

provide PSTN Access

No No

LyncOnline

Lync Server or Lync Online

Lync Server/ Meet Me

Integration

Office 365/ Meet Me ACP

Conferencing requirement

Yes Yes

Yes

No

What to sell in each customer scenario

4/ Have implemented either Lync or WebEx Audio but is having difficulties

WORLEY PARSONS Sept 2012 • BT Audio Bid $1m BTC not successful as customer migrating to Lync

Sept 13 • Customer comes back to BTC for $900k deal at 32%GM • Lync deployment more difficult than first thought

Engage BT Advise to analyse problem and recommend solution

3/ Already using WebEx but not implemented WebEx Audio/ conferencing

Stop

PFIZER • BT Audio, Video & WebEx. • Now extending with Hybrid Meet Me/WebEx Audio,

WET & Cisco TMS. • £34m over 2 years • 18% decline in £2.9m BTC Audio ALL NON BT VOIP

Yes

Yes

NoAdd WebEx enabled TP

(WET)

Add Cisco TMS managed

service

Hybrid DolbyAudio/

Meet Me

Dolbycustomer

WebEx integrated with

BT Meet Me

Cisco TP customer

Hybrid WebEx Audio/

Meet MeStart

BT One. Communications that unify 8

Call to Action – From Conversation to Collaboration

Remember

Sell a minimum of £200k net new business of conferencing services in H1 (audio, web, video

with managed services) and earn your 10% Critical Focus for H1

Net New – new opportunity not on Siebel as of 28 th April 2014£200k or exchange rate equivalent in local currency

Internal Use OnlyBT One. Communications that unify 9

Questions?

BT One. Communications that unify 10Building the next generation of BT Global Services

Notes for Today

• This morning:• Learning from a customer: how to build client relationships that last• Learning from our bid experts: how to create winning bids and identify opportunities• Learning from our marketing team: how to keep our brand top of mind in the Americas

•After lunch, breakout sessions until 4:00• Conferencing team – Trinity Ballroom• GS team – Park West Ballroom

• End of day, return to your ADP teams you began yesterday, and prep for your presentations tomorrow

• Tonight, another fun activity….more about that later