1. Welcome
“Hosting: The Future of Business Grade
Communications”
Grand Connaught Rooms, London
1st May 2012

2. Agenda
• 15.00: Event opening (Andy Hollingworth)
• 15.05: Introduction and welcome (Charles Bligh)
• 15.10:‘The Growing Hosted Marketplace’ (Andy Lockwood)
• 15:35: ‘The Move to Hosted’ (Graham Bevington, Mitel)
• 16.00: Coffee and networking break
See your
• 16.15: Breakout session 1 personalised
• 16.45: Breakout session 2 agendas
• 17.15: Breakout session 3
• 17.45: Introducing Shape the Future (Andy Hollingworth)
• 18.00: Champagne reception in the Hosted Marketplace

3. Welcome
Charles Bligh
Managing Director

4. The Growing Hosted Marketplace
Andy Lockwood
Product & Marketing Director

5. • Cloud or Hosted?
• What has TalkTalk been doing?
• Why is the cloud growing?
• How do you deal with it?
• Your 3-point plan

6. What do people mean by “Cloud”?

7. What do people mean by “Cloud”?

8. What do people mean by “Cloud”?

9. What SHOULD we mean by Cloud
Let’s stop talking Let’s start talking
about “cloud” About hosted solutions
Application / Service
Solution
Data Centre / Hosting
Network Connectivity

10. TTB Technology Strategy
– Roadmap to the Cloud
2009 2010 2011 2012 2013
Hosted Hosting,
Services Hosted Services
Next Gen VoIP, IP-PBX,
Voice SIP trunking
Data Broadband, Ethernet Security,
networking IPVPN & EFM Management

11. TTB Technology Strategy
– Roadmap to the Cloud
2009 2010 2011 2012 2013
Hosted TRANSFORM the business withHosting,
Services Hosted Services
intelligent, integrated applications
Next Gen CONVERGE voice & IP-PBX,
VoIP, data services
Voice SIP trunking
- reducing operational costs
Data Broadband,to the Ethernet
MIGRATE Next Generation Security,
Network
networking IPVPNreducing infrastructure Management
- & EFM costs

12. Market Size and Addressable Market
Addressable Market Customer Proposition
16M PBX end-points £30k/yr 100 UC users @ £25/m
9M B2B voice lines
• 4.6M digital 30 channels of
• 1.2M ISDN2 £8k/yr
ISDN30
• 3.4M ISDN30
2.2M business sites
• 1.2M B2B ADSL 100 employee site -
• 150k leased lines £2k/yr
EFM connectivity
• 100k ethernet
Customer
Value

13. Perfect Storm accelerating Cloud
Virtualisation
Rich-media apps
Mobile Devices Network Storage
Cap-Ex - PAYG Next-Gen connectivity
Need for leaner structures
Always online

14. Increasingly demanding environment
inflexible & siloed data centre
Source: Microsoft 2011

15. What Cloud means for partners
Pros Cons
• New solutions • Decline to today’s
(to an existing need) products
• More opportunity • More Competition
• More value / different • Different commercials
commercial model • Changes supply chain
• Supports customers’ • Needs new skills
business evolution • Needs investment /
(strategic relationship) change

16. Your 3-point-plan (Partners)
• How will cloud change your business?
Your competitors, customers,
Market
products, challenges & opps
Understand
Their competitors, customers,
Customers
structures, challenges & opps
Internal Skills, structures, investments
Evaluate Options, partners, solutions, business case
• Take the first step…
• Strategic commitment (board approval?)
Act
• Secure delivery partners
• Lock-in change / go-to-market-plans

17. Step 1 - UNDERSTAND

18. Thank you
Andy Lockwood
Product & Marketing Director