The Shift in the Telecom Industry

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This is a new era

Note: only 2 CLECs on list now.

CONSOLIDATIONXO < VerizonEarthLink < WindstreamLevel3 < CenturyLinkELI, Allstream < ZayoTimeWarner < AT&TTWC, BH < Charter < VZ?Cablevision/Sudden < ALTICE

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Inteliquent < OnvoyPGI < PE firmC-Link Data Centers < PEfVZ Data Centers < EquinixPrimus < BirchSoftbank/Sprint + Tmo

Intelisys < ScanSourceX4 < SandlerPartners are aging!700 vendors, one-third partners

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COMMS ARE SHIFTINGUCaaS: CPaaS: twilio, nexmoWorkstream Comms & Collaboration (WCC): Messaging-based solutions such as: Slack, MS Teams, IBM Connections, Google G Suite, Workplace by FB, Atlassian HipChat+Trello, Cisco Spark, Zang Spaces

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• Social Networks for Business Communications: FB Messenger

• Communication-Enabled Business Apps: Uber

• Office Communications Suites

• Mobile

Software is eating the world: Marc A 8

Disruption

Mobile is eating the world: Ben EvansThere are "nearly 3.8 billion internet users worldwide, almost 2.8 billion are active on social media." 2.5 billion smartphones on the planet now.

Google, Apple, Facebook and Amazon are 3x the scale of WinTel. Not just giants in tech, but giants in the economy as well. More so than IBM or WinTel.

Verizon saw 45% growth in data per customer in 2016. 33% in 2017.

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Stop Talking Tech

WebRTCSIP / VoIPSD-WAN

Confidential

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TechnologynotProducts

Confidential

12Story

Product

Technology

the Problem for UCaaS 13

14SIP Trunks

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2003

SPIFF WAR = Buying Sales8x8 - Mid-Market and Enterprise Service Revenue Increases 36%, represents 55% of total service revenue.Channel accounted for 60% of total new 8x8 MRR!Vonage Biz - total biz rev up 56% YoY to $111M 4Q (nexmo)RC lost $30M on $379M in annual revenue, up 28+%Churn is 1.2%

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Managed vs. OTT

• ARPU is <$400 vs. $4K• Managed versus OTT• Dial-tone or UC• Functionality (API)

>50% include NO desk phone

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User Adoption (using all f(x)ality) 18

UCx a Trigger Event:

PBX dies

TotalCloud PBX, a Unified Communications and Collaboration as a Service (UCCaaS) platform (BIRCH)

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Positioning: Why YOU?

UCx Agent Program• You need to be a UCx user!• And Agents need to use it!• Focus on the agents eating:

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Be Specific About where you play.

Data Breaches Increased 40% in 2016 25

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Different types of data backup, but it can be insurance for Ransomware

But 1 of the CIO/CTO Issues• Growth in Data - to store, secure, search

• Growth in Bandwidth, WAN/LAN MGMT.

• Big Data / Analytics

• AI + Robotics

• BYOD

• BPaaS / Integration/ API

• SaaS, IaaS, PaaS

• Cyber-Security / Compliance

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Managed Services

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For VARs,MSPs and Customers

The Cloud WHY 30

Top 2 reasons for using cloud and hosting services are:• Frees our IT staff to focus on other projects (40%) • Most cost effective (39%). 451 Research” Respondents were asked what the most important attributes are when selecting a hosting/cloud provider: Value for Money/Cost (62%) Service Reliability (60%). Customer Support (29%) is a distant third.

How cloud attached are you?

Just throw more bandwidth at it!(until you can’t any more – also all bandwidth is not equal)SLA Killer; Cable Cop

• Lack of Bandwidth and slow time-to-market constraining the business– New store provisioning took time.– Current T1 services are limited in bandwidth– Current model will not scale for rapid delivery of new projects/initiatives

• Security Initiatives (Segmentation)– Evolving threat landscape driving rapid and flexible security model– Segmentation becoming hot topic to protect customer data– Encrypting all transports

• Easy Orchestration– Rapid provisioning of services due to automation – High number of touch points delay simple operational tasks (software

upgrades, ACL changes, adding VLANs, etc.)

Reduce Costs!!

Why SD-WAN at Gap Inc.?

Complex Deployments

AVANT’s SD-WAN portfolioAryaka

CenturyLink with Versa Networks

CIS with managed Talari and VeloCloud

CloudGenix

Expereo with managed Cisco IWAN, Citrix, and Viptela

Masergy with Silver

Netwolves with Cisco IWAN and Cisco Meraki

Talari

Verizon with Viptela, Cisco IWAN, and Versa Networks

Windstream/EarthLink with VeloCloud

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IDENTIFY THE

PROBLEM

TelePacific Confidential

One More Stat:

Consultative Selling + Solving Problems + Creative Thinking

Your Name here

TelePacific ConfidentialLizard Brain: Don’t Change! Do things as you have.

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