Managed Exchange Service Cherian Thomas General ManagerCorporate Channel

Managed Exchange Service Cherian Thomas General Manager-Corporate Channel VSNL Gaurav Agrawal Product Management VSNL

Agenda l Introduction: An Untapped Opportunity l VSNL Business Messaging offerings l What’s in store for you! l Conclusion: Microsoft-VSNL Partnership benefits

Power of both the worlds No more “Lost Opportunities” Software plus Service Key Features § Target Market – Large & Medium Enterprise § CAPEX Driven § Single package / licensing possible § Deployment time – 8 to 10 weeks § Complex setup – Multiple components such as OS, SAL, Hardware, Hosting, etc. • Target Market – Medium & Small Enterprise • Low CAPEX - pay per use • Flexible plans and packages • Provisioning to billing – 07 to 09 days • Few components – mailbox, usage space. Every thing else is bundled Benefits § Higher Business Volume – mostly one time § Customized to customer requirement § Location of deployment - in-house or outsourced § Typical sales engagement – 4 -6 weeks § High System Integration, Deployment effort required – thus additional revenue § Return business on upgrades, updates § Utility-based subscription model - recurring § Standard framework based - Rapid service turn up and implementation § Quick order closure cycle – 01 – 30 days § Fully outsourced – managed messaging § No licensing, hardware, component dependency. Scale as you grow Best of both the worlds

Today’s Messaging Challenges Communication Mobile Workers Collaboration Escalating End User Needs 80% of organizations believe email is more important than the phone + 41% of Internet users used a wireless laptop or email-enabled cell phone this month + An estimated 80% of an enterprise's information sits on individual’s computers Increasing IT Burden Spam and virus infected email account for over 70% of all email sent today + User tolerance for email downtime is less than 30 minutes + IT Pros spend 70% of their time maintaining existing systems Sources: Meta Group, Pew Research Center, Gartner, Computer Security Institute/FBI, Dynamic Markets LTD. , Accenture Security Service Levels Management and Costs

Software Plus Service SMB Challenges Software Plus Service Benefits High Costs of Disparate, Non-Optimized Messaging Environment Significant TCO Reduction 20 -30% average TCO reduction Difficult to Support SLAs Unable to support users and maintain service around the clock 24 x 7 x 365 99. 9% Availabilities l 24 X 7 support l High redundancy in architecture l Predictable service experience Rapid Technology Change Cannot keep pace with rapidly changing requirements Readily Available Best of Breed Technology l Continual evaluation and recommendation of new technology Ø Premium Hardware from HP, Cisco, EMC Ø Premium Software from Microsoft, Veritas, IBM Ø Keeping to the latest firmware, versions and patches l Technology customization with Dedicated Service Global Requirements Expanding globally; do not want to replicate environment in multiple locations Global Service Delivery l Choice of 4 facilities globally – India, US, UK and Singapore l Leverage VSNL’s strength in helping you design an optimized network topology Expense Management Cannot justify up-front costs, but can afford ongoing usage fees Predictable Costs l Flexible charging model -Predictable Monthly OPEX costs l No unexpected costs due to hardware failure, natural disasters Lack of Internal Resources Cannot justify acquiring or retaining the key skills needed Dedicated Skill Team l Use of specialized tools for management l Specialized team, certified engineers operating under leading industrial practices

VSNL Business Messaging Offering

Business Messaging Service Offerings Ready. Access Key Features § Multi-tenant platform § Cost effective- pay per use § Flexible plans and packages § Supported by stringent SLA Benefits Hybrid Key Features § Multi-tenant platform with customization § Utility based - pay per use § Advantage of scalability § No licensing required Benefits Adaptive Key Features § Dedicated customer-specific platform § Lower TCO through economies of scale from hosted infrastructure and management Benefits § Flexibility of using existing Microsoft License, Servers, etc. § No up-front capital investment § Best of both the breeds – Critical components are dedicated however non critical are on common infrastructure § 24 X 7 management and support § No licensing required. Scale as you grow § Operational excellence through ITIL framework § Ready-for-use, utility-based subscription model § Leverage VSNL Hosting and Management capabilities

VSNL Business Messaging l India’s 1 st Hosted Exchange based Messaging Solution l India’s 1 st Global Service Delivery Platform – India, Singapore, New York and London l India’s 1 st Enhanced Value Messaging Platform – Integrating Messaging, Mobile Mail, Instant Messaging, Share. Point, Archiving, Live Meeting in phased manner l India’s 1 st 99. 9% SLA driven Shared Messaging Service l Truly world class service delivery and assurance - backed by l Best of breed Messaging Technology backed by Microsoft TATA / VSNL

What's in Store for you … Benefits All new business opportunity Recurring Revenue Stream VSNL’s well established Channel Partner Structure Attractive commissions Unique offering Description • Complement service offerings with Microsoft Products and Services and VSNL Service offerings • End – to – End solution : Opportunity to extend Managed Hardware, Network, and Support services with Licenses • Increase revenue from existing accounts • Higher potential of earning through Annuity revenue on “Each sale of VSNL Services” • VSNL provides structured Business Partner Program • No upfront commitment – Zero initiation cost • Nationwide Channel Sales and support structure • Simple and attractive Commission process • Create differentiation in market place • Option to work as Channel partner or as White label partner

Commissions Redefined Note : Model above is for reference only. v Current Average Order Value 5. 0 L, Broad Range between 25 K to 50 L v Higher Commission for Add-on Components v Messaging is just the base for Adjacent service stack like Archival, Sharepoint, LCS, Unified Communications

Microsoft / VSNL Partnership Benefits VSNL Key Advantages Microsoft Key Advantages l Microsoft strategic relationship with the TATA Group Ø Globally recognized, best-of-breed technology l VSNL global infrastructure management coupled with outsourcing and system integration capabilities to deliver global managed solutions and outsourcing Ø Commitment to provide VSNL resources and support to address developed markets and, more importantly, new and emerging markets with investments in l Robust channel partner eco system Ø Rich direct and indirect SME channels for pan-India Ø Rolling out deep SME channels, both resale and white label, across Asia Ø MNO partners to develop enhanced email mobility solutions for their service and solution stack § Center of Excellence for new technologies § Global co-marketing and sales support through development of joint market outreach programs and customer support § Innovative messaging and collaboration platforms and capabilities

Success Stories for Ready. Access… India International Singapore / US / UK MNO Partners NPEC- Natural Products Export Corporation

In News – Across Media