One Great George Street, Westminster, LONDON 22 nd January, 2015

Transcription

1 One Great George Street, Westminster, LONDON 22 nd January, 2015

2 Nick Goodenough PARTNER SERVICE MANAGER

3 Part 1: Connectivity & SIP Ethernet Broadband Converged circuits Resilient solutions New products Spitfire on-line Part 2: Voice & Applications On-Net Data Centres & WAN Making a success of the cloud Voice engineering & training SIP Trunks & Hosted solutions Industry update

4 Awards Most successful Spitfire partner in 2014: 1. Total new business 2. New Ethernet circuits 3. New SIP solutions 4. Partner furthest travelled 2pm upstairs!

5 Noises off! Please switch your mobiles to silent No fire alarm practice Fire Exits at front and rear Loos & cloakroom are upstairs

6 2014 in Review Winner of Best Hosted Platform Best ISP Highly Commended Turnover up nearly 10% New products DualStream SF & VPLS Ethernet sales success Advertising & Marketing Systems, staff & retention Customer portal & web-ordering launched

7 New team members in 2014 Will Tom Lydia Andy

8 Spitfire Support Transformed over the last 3 years Calls answered in average of 8 seconds KCI provides regular updates at least every 4 hours On-line ticket and customer portal lists detail Escalations are automatic & closely monitored 3 rd party surveys rate the service as improving & generally excellent. Fix Ethernet faults faster than BT Wholesale average 96% of faults responded within SLA

9 Support Technicians All graduate recruitment 22 course training scheme Single Support Technician responsible for fault resolution All are studying for their CCENT & ongoing qualifications Promotion to IP & voice engineering& project management There is more to do, but help us help the customer: If uptime critical, get highest service level available and resilience Escalate to the Support Desk Manager or your Account Manager if SLA

10 Tim Hillier PARTNER TEAM LEADER

11 Ethernet & Super Connected Cities Scheme (SCCS)

12 Key Points Scheme Summary Ethernet Types, related to SCCS Spitfire Bundles Shared Internet Access Future: 5 Mile Increase March million investment

13 The Scheme Grant Eligibility: Postcode 22 Cities Mb, expandable to 30Mb SME Use: Connection Charges Excess Construction Fees Hardware Monthly Rental (36m) Expanded in 2015: 5 Mile Increase March million further investment

14 Super Connected Cities Currently Eligible Current Cities Live: Aberdeen Belfast Birmingham Brighton & Hove Bristol Cambridge Cardiff Coventry Derby Derry/Londonderry Edinburgh London Manchester Newcastle Newport Oxford Perth Portsmouth Salford All of West Yorkshire York

15 Super Connected Cities Coming Soon- April 2015 Extension to New Cities from April 2015 likely to include: Bournemouth Chelmsford Dundee Exeter Glasgow Gloucester Hull Inverness Ipswich Leicester Liverpool Middlesbrough Milton Keynes Norwich Nottingham Peterborough Plymouth Preston Reading Sheffield Southampton Southend on Sea Stirling Stoke on Trent Sunderland Swansea Swindon Wolverhampton

16 Fibre Ethernet 10Mb 1Gb Uncontended, 100% throughput SLA s - Converged solution SCCS Catalyst for 83% increase in revenue SCCS Ideal situation to upgrade FOC Connection & Discounted Rental Auto failover & QoS 100/20Mb minimum 100/20Mb From pm Excess Fees Covered

17 Copper Ethernet (EFM) 2Mb 35Mb Uncontended, 100% throughput SLA s - Converged solution Up to 8 Copper Pairs 10Mb From pm SCCS FOC Connection & Hardware Auto failover & QoS 20Mb min, expandable to 30Mb

18 GEA Ethernet Up to 20Mb Fully Symmetrical, Uncontended SLA s - Converged solution Uses FTTC Bridges Gap Between Fibre, EFM & Broadband FTTC Required SCCS FOC Connection & Hardware Auto failover & QoS up to 20Mb pm

19 Pre-Approved Bundles SFO1: Fibre Ethernet & Cisco Router Connection Router Package: Rental: pm (36m) SFO7: GEA & Cisco Router Connection: Analogue Line: Router Package: SFO8: VDSL & Cisco Router Connection: Analogue Line: Router Package:

20 Spitfire Success BT Wholesale Partner Circa 60 circuits per month Top 3 suppliers Pricing deals & Intervention SCCS Supplier 3 rd Biggest in London Top 10 in UK SIP Enabled & Resilient

21 Shared Ethernet Multiple Applications Serviced Office or Industrial Park Multiple Applications from Tenants Cover Connection, Hardware, Rental, Excess Construction costs & Cabling Case by Case scenario

22 Conclusion Increase Sales! Infrastructure Upgrade Hosted / Cloud Services Increase in connectivity Speeds Converged Solution Business Continuity Perfect Timing contribution Migration to the Cloud

23 Peter Oosthuizen PARTNER TEAM LEADER

24 Converged Broadband

25 Taking Broadband To The Next Level Types of broadband products: ADSL Max / ADSL 2+ / SDSL / VDSL Facts about DSL Contended circuits Max Bandwidth between 2Mb and 80Mb download and 0.5Mb and 20Mb upload Provisioned on a single copper pair Standard fault repair times - 40 working hours Simultaneous Provision available on some but not all DSL products Problems with DSL Reliability SLAs on faults 40 working hours is a very long time! Broadband cannot support converged voice and data Cannot Sim Provide VDSL (long lead times) Spitfire have addressed these issues and this Spring are launching the following products VDSL wires only VDSL (QoS) Dualstream 2

26 VDSL Wires Only VDSL without the Openreach supplied modem. No engineer visit required therefore it is not necessary customer to wait on site. If an analogue install is required, VDSL can be provisioned to go live on the same day as the analogue line (SIM Provide). Same bandwidth availability as standard VDSL. Up to 80Mb download and 20Mb upload. Uses the same BT backhaul as standard VDSL. Please note When upgrading existing DSL circuits, if downtime is not acceptable, we need to install this service on a new line (Downtime normally minutes, but can be longer, as can a fault at any time!).

27 Standard VDSL Diagram

28 VDSL Wires Only Diagram

29 Benefits of VDSL Wires Only Quicker lead times. Site visit is not required. Less hardware on site... Less to go wrong. Reduced energy usage - No modem on site. Lower Cost - Connection cost only (Free on 24 month contract). Included within SCC Approved package. SLAs are the same as standard VDSL This is still broadband technology. Strongly recommend a backup circuit. Free backup on 24 month contract with Premium VDSL services.

30 VDSL Wires Only Pricing 12 month Contract Connection: Speedtouch 799 Router: Monthly Rental: month Contract Connection: 0.00 Speedtouch 799 Router: 0.00 Monthly Rental: SF06: VDSL with Cisco Router Package VDSL Connection Analogue line Connection Cisco 891 & configuration TOTAL CONNECTION PACKAGE: Monthly Rental: Minimum Contract: 24 months SIP READY PACKAGE!! Free backup circuit with VDSL Premium service!!

31 VDSL QoS One circuit carrying both voice and data. Available on VDSL Standard and Premium circuits. Up to 4 concurrent calls with guaranteed call quality. Solution is designed for those whose budget will not stretch to DualStream products. Designed for SOHO Larger businesses should not put all their eggs in one basket. Included within SCC Pre-Approved Package.

32 VDSL QoS Diagram

33 Benefits of VDSL QoS Lower Cost Only one circuit and one analogue line. Ideal for SOHO s. Reduced lead times. Wires only VDSL will support QoS. Cost benefits of moving to SIP for small customers (no need for two circuits for voice and data). Still strongly recommend a backup circuit (Free on Premium VDSL with 24 month contract).

34 VDSL QoS Pricing 12 Month Contract Connection: Speedtouch 799 Router: Monthly Rental: QoS Rental: Month Contract Connection: 0.00 Speedtouch 799 Router: 0.00 Monthly Rental: QoS Rental: 6.00 SF07: VDSL QoS with Cisco Router Package VDSL Connection Analogue line Connection Cisco 891 & configuration TOTAL CONNECTION PACKAGE: Monthly Rental: Minimum Contract: 24 months

35 DualStream 2 - Building on the success of Dualstream SF & SF Lite, launched 2014 Reminder of Dualstream SF & SF Lite: VDSL for data and SDSL/ADSL for voice. Auto-failover between the two circuits with built in auto restore. Circuits route down different IP streams (BTW & TTB) Just to per month Similar to DualStream SF but offering a wider range of internet connections Auto-failover and failback for voice and for data SCC package for this product

36 DualStream 2 Diagram

37 Benefits of DualStream 2 More DSL options means more availability across the UK. Guaranteed call quality with Auto-failover backup at DSL pricing!! Segregated voice and data (Voice not impacted by heavy bandwidth utilisation). Auto-failover improving business continuity. Auto restore (failover will transfer all router config to new circuit) Less work for IT Support!! Pre approved for SCC Minimal costs

38 DualStream 2 Monthy Pricing Dualstream Voice Circuits Price (pm) Circuit Type No of SIP Trunks SDSLM 4 to Dualstream Data Circuits Price From(pm) Circuit Type Max Bandwidth BTW ADSL Max 8Mb BTW ADSL 2+ 24Mb BTW AnnexM 16Mb BTW VDSL 80Mb TTB ADSL2+ 24Mb TTB AnnexM 16Mb TTB SDSLM 2Mb Support Pricing (pm) Dualstream Support 2.00 Router Support 3.00

39 Summary Spitfire IP Engineered products. Focus is on call quality and resiliency. Improved lead times and easier for customer. All these products are available on SCC so very reasonable pricing. SCC allows customers to invest in SIP hardware now to ensure minimal costs when moving onto SIP in the future. Any opportunities, speak to your account manager

40 Peter Goddard MIDLANDS PARTNER MANAGER

41 SDSL M Voice, Back-Up s, IP s

42 SDSL M Voice SDSL M is a far superior product to Voice Approved ADSL Provides the following number of trunks: 0.5Mb 1.0Mb 1.5Mb 2.0Mb 4 SIP Trunks 8 SIP Trunks 12 SIP Trunks 16 SIP Trunks 2 variants 1. SDSL M Dualstream 2. SDSL M Voice Only

43 SDSL M DualStream As part of a DualStream solution or Where the customer has a Spitfire backup Circuit Connection Router Monthly Rental 24.00

44 SDSL M Voice only Stand alone voice only Circuit Includes Enhanced Care (@ 3.50) for faster fault repair To be used instead of Voice Approved ADSL Connection Router Monthly Rental 27.50

45 Back-Up s WHY? Partner Newsletter July 2014 London Partner Seminar 2014

46 Why? The Standard SLA fix time of BT DSL Broadband Circuits can be up to 40 hours Can your customers do without connectivity for days on end? A back-up connection is often overlooked and only taken into consideration in the event of an outage!

47 Back-Up s Costs Primary ADSL2+ and VDSL on 12 month contract: 7.00 per month for ADSL2+ Standard Back-Up connection router Primary ADSL2+ Premium, Annex M Premium & VDSL Premium circuits with maximum usage allowances on 24 month contract: Free Monthly rental for ADSL2+ Standard Back-Up Free Router Free connection

48 IP Addressing London Partner Seminar 2014 Partner Newsletter February 2014

49 History IPv4 are in very short supply No more IPv4 s being allocated IPv6 Enhancements We must reduce our IPv4 usage and make people aware that they are as rare as Rocking Horses!

50 Spitfire We have always tried to reduce the allocation of IPv4 by asking for the justification of the number of IPV4 that are being asked for. This has not always been successful, and IPv4 addresses are diminishing fast, so:

51 IPv4Charging Single Static IPv4 address will continue to be FREE The majority of Spitfire s Circuits are provided with this NAT configuration Where customers require a No-NAT configuration we will charge 1.00 per public IPv4 address per month in order to encourage more efficient usage. No charge for IPv6 which are currently available on all Spitfire Ethernet Circuits and Newly Provisioned Spitfire BTW ADSL Connections

52 IPv4 Charging. /31 Single IPv4 address for router FOC /30 Block of 4 x IPv4 (2 usable) 4.00 /29 Block of 8 x IPv4 s (6 usable) 8.00 /28 Block of 16 x IPv4 (14 usable) 16.00

53 IPv4 cont. Spitfire can offer advice on designing a network using the minimum number of IP s should you want help. Please contact your Account Manager

54 Josh Davis PARTNER ACCOUNT MANAGER

55 Spitfire Customer Portal & Web Ordering

56 Agenda Benefits of the Customer Portal Placing a Web Order The Development of Spitfire Online

57 Benefits of the Customer Portal Services: View all Sites Check site availability View all Live services View all ceased services View circuits being provisioned Provisioning: 5 Mile Increase Support: Keep Track of open cases. Complete History of past cases.

58

59

60

61

62

63

64

65

66

67

68

69

70

71

72 Customer Portal: Ongoing Development of portal Roll out to a Partner Portal Web Ordering: Available on more products Ability to raise orders for customers New Website: Due to be unveiled towards end of 1 st quarter 2015

73 Tom Fellowes SALES DIRECTOR

74 Web, Domain and Hosting

75 Web, Domain and Hosting Spitfire is about to release a new Web Hosting service. The functionality, package features and pricing have been significantly improved. This is complimentary to our existing Domain services.

76 Hosting Products The new product consists of 3 components: Website hosting Domain Management provision It is all delivered on a new platform, with a new control panel (cpanel) and a new cost model. Pricing has been market benchmarked

77 cpanel Platform cpanel is an industry standard administration control panel cpanel is feature rich and allows even non-technical users to fully create and manage their website, and domains cpanel does NOT provide account administration or online ordering functionality cpanel comes with a selection of themes to allow a custom view of the cpanel interface

78 cpanel Interface

79 cpanel Features and Benefits Each client can create one or more websites within their account (depending on their package). Various free tools are provided to assist including: Joomla website templates WordPress content management Magento ecommerce All are fully compatible with the new platform They can be found in the Apps Installer section of cpanel

80 Softculous Apps Installer

81 Features & Benefits Web sites The web server platform is based on the Linux Operating System and supports: PHP, Python, Perl, CGI-Bin, MySQL It does not support Java, Active Server Pages (ASP),.NET Badly written Microsoft based websites! (these are not case-sensitive, Linux is). All clients should look at the technical specifications in detail before migrating a website into the platform.

82 Features & Benefits -

83 Features & Benefits - Domains Each client must have at least one domain registered through Spitfire (they can have more) The client can easily manage their own domain and how it interacts with the website and Additional domain names cannot be purchased through cpanel. (Manual sales process)

84 Features & Benefits - Domains Once a domain is registered with Spitfire it can be managed through cpanel

85 Draft Packages and Pricing The platform is designed to be fully self-service Only technical support for the platform is offered (no support for websites themselves) This is reflected in the price

86 Packages and Pricing Additional ISP Services Domain Management Connection Rental Notes Domain Name - Hosting of Domain/DNS Domain Name - Fully Managed Transfer Domain Name - Registration of new.co.uk domain Domain Name - Managed.co.uk Domain Domain name - registration of.com or.eu domain for 2 years Spitfire must host the domain/dns in order to provide . Customer Managed DNS Service. Transfer of existing domain/dns to Spitfire, project managed by Spitfire. Initial one off charge for new Domain Name Managed Domain Service - Spitfire manage renewal as required..com domain: Customer will receive a renewal notice from Network Solutions after initial 2 year period. The customer will need to pay Network Solutions to renew the domain. Shared WebHosting Service BRONZE SILVER GOLD Connection Charge Monthly Rental Partner Commission (per month) Disk Space 10GB 40GB 75GB Data Transfer 50GB 150GB 250GB Number of Websites Supported 2 Websites 3 Websites 5 Websites Number of Databases Number of FTP Accounts Number of Accounts Total available storage covering website, s, databases etc. Total amount of data transfer for all purposes. Number of websites live on the system. Additional websites can be supported at an additional cost Addresses must be on Spitfire Hosted Domain Names or on spitfireuk.net Domain.

87 Spitfire New Website Spitfire are in the process of launching a new website. This will be clearer, easier to navigate and will also offer more support to Partners in time. Key points being developed are: - Access to customer portal. - Webordering. - Partner access to customers.

88 Spitfire New Website New Website

89 Network Changes

90 Network Investment and Changes We are in the process of making some significant changes to our network during The aim of these changes are: - Improve recovery times after a Major Service Outage. - Increase resilience. - Additional products.

91 Spitfire Networks Spitfire run a simple, business grade network. Our policy has always been to build resilience where operationally desirable and otherwise run a straight forward network with the best available equipment. We have a policy of using the best equipment available and taking all reasonable measures to provide resilience within our network.

92 Network Resilience Running a straightforward network means the likelihood of faults is reduced and when they do occur they can be quickly diagnosed and fixed. We have spent a considerable amount of money on additional redundant hardware over the past few months. We have also improved how we diagnose, manage and resolve failures. Nothing is more important than reducing the number and length of outages to the minimum.

93 Q & A Questions

94 Session am

95 Tom Fellowes SALES DIRECTOR

96 On-Net Data Centres MPLS, Hosted Firewall & Monitoring

97 On-Net Data Centres Spring/Summer 2015 Launch Spitfire are not a Data Centre Provider we focus on our core strengths of voice, connectivity and providing IP Engineering. Our Partners and Customers want to move data to the Cloud Datacentres. Spitfire want to facilitate connectivity to data centres to make it easy for partners to sell our core services. We are in discussions with a number of independent data centres to put them On-Net with Spitfire.

98 On-Net Data Centres Our aim is to provide a range of options where our partners can have a direct relationship with a datacentre and provide their customers with a data centre service that connects easily, efficiently and cheaply into the Spitfire network. On-Net Data Centres will be linked into an MPLS network via a pre-existing Spitfire link into our core network, with network equipment in the datacentre. Other benefits to partners include lower than standard datacentre costs any commission/margin is directed to supporting Partners and not paid to Spitfire.

99 On-Net Data Centres Rather than installing a dedicated circuit or using a VPN to access a data centre a simple low cost MPLS connection to the data centre. The cost of this link as part of an MPLS network is likely to be < per month. Providing you with low cost uncontended connectivity and access to our entire product range into a data centre environment. A full range of datacentre services will be available for you to discuss directly with the datacentre.

100 MPLS Networks Many of you use our MPLS services offering excellent value multi-site connectivity. The core product remains the same, with the upcoming addition of on-net datacentres these will be able to be added into an MPLS network as an additional site. Your on-net data centre will be able to run both voice and data into our core network with QoS enabled on the circuit.

101 MPLS Networks - Options Our core MPLS Networking solution allows for any Spitfire circuit to be included within a Spitfire MPLS network. In addition to the standard circuit cost you pay a small MPLS monthly charge, 5.00 per month for DSL circuits to per month per Etherflow. Options are available for Remote IP Sec VPNs, Internet Breakout, Hosting of phone systems and firewalls and IP Transit. Customer IP engineering and QoS configuration.

102 MPLS Monitoring Available now New monitoring facility now included if requested. Customer accessible web GUI allows you to view: Status and performance of circuits. Custom Notifications. Usage details. Reporting. Only Cisco routers support full monitoring.

103 Hosted Firewalls Currently we can provide Cisco firewall equipment. Partners can also host their own firewall on our network. Launching a Spitfire supplied Fortigate Firewall option. Benefits: Spitfire installed, supported and managed.

104 Conclusion Ongoing development of MPLS products and services winning networks from all our major competitors. Launch in the spring-summer of On-Net Data Centres will deliver increased options for our partners to drive revenue and customer retention.

105 Andy Duncan IT INTERFACE MANAGER

106 Making a success of the Cloud

107 The Threat of The Cloud to IT Service Providers Reduced onsite support requirements Reduced revenue opportunity: Hardware, software resell Installation and upgrade project Client retention challenges

108 The Opportunities for IT Service Providers SPs can offer a wider portfolio without in-depth skill requirements Revenue Opportunities from: Service referral, resale Implementation projects Value-added service wrapper with a personal touch Operating on a Level playing field

109 Microsoft Online Services Office 365 and Azure Reseller margins of 16-20% available recurring Microsoft does not offer services or end-user support directly SP provides a value-added service wrapper (good revenue, low effort, good GP) Well marketed, market leading, sticky platform Plenty of upsell/cross-sell opportunities Reliance on quality bandwidth drives connectivity upgrades

110 Hosted Desktop In-house or white labelled provision SP retains desktop/end-user support service and revenue with lower onsite support requirement Requires quality connectivity so can be the driver for an SME to upgrade connectivity (i.e. DSL to Ethernet) Deliver as part of a total service offering by the SP Sticky technology improves client retention

111 Hosted Telephony Reduce client costs and more revenue to the SP Revenue opportunity from: Implementation project On-going support Service & Connectivity resell/referral Converged solution from a single SP improves client retention Revenue is recurring with minimal SP effort Sticky technology improves client retention

112 Summary Think of yourselves as Service Integrators rather than resellers Personal touch, single point of contact, value-added services are powerful messages that only SPs can offer Revenues are recurring and services sticky Broad service portfolio can be offered and supported The Cloud requires and drives higher quality Connectivity Solutions Spitfire partners are well placed to offer a comprehensive package of Cloud ready services.

113 Nick Goodenough PARTNER SERVICE MANAGER

114 Voice & SIP Introduction Market opportunity SIP Trunks Hosted telephony

115 The Market Opportunity Millions of ISDN channels in the UK SIP market to triple over next 3 years IT Companies are in a strong position Capitalise on this or watch your competitors do so!

116 SIP Trunks IP telephone lines ISDN replacement Lower costs Highly scalable Better business continuity options Number flexibility Spitfire provides as end to end solution interop tested, circuits, trunks, numbers & calls

117 SIP Trunk Objections Objection New technology Numbers can t be ported Phone system is not SIP enabled IP circuit unreliable Poor call quality No suitable IP circuit Overruled! Spitfire SIP launched in 2007 Spitfire can now port any number Spitfire can connect to any PBX Ethernet & back-up Guaranteed call quality Occasionally true!

118 There s more to SIP Most SIP Trunks are sold in very basic format mirroring ISDN and with local numbers. Can achieve far more: 1. Billing breakdown by individual number (CLI) 2. Numbers from other exchange areas 3. SIP Forking calls can ring in multiple locations 4. Automatic diverts on a DDI by DDI basis

119 There s more to SIP 5. Resilient SIP Trunks : Active Active Active Standby 6. Combine with inbound cloud based services: - Fax to - Call reporting - Call queuing - Call routing

120 Hosted Telephony Spitfire offers wide variety of hosted system with the IP PBX in the cloud : SIP Communicator Hosted dedicated Avaya & 3CX Hosted virtualised and cloud 3CX Rent, buy or lease

121 SIP Communicator Spitfire s own hosted telephone system Launched in 2008 & sold by 204 partners Suitable for smaller business s generally up to 40 Highly suitable for multi-site businesses/remote workers Uses voice specific DSL, Converged DSL or Ethernet 6 10 per user per month Handsets can be bought or rented Wide range of features including remote working, softphones and conference bridge

122 SIP Communicator Deployment Easy to deploy & support: Project Co-ordinator Handsets pre-programmed and labelled Online interface Designed to be supported by partner but Spitfire can if required Handset software automatically upgraded Partner training in London & Midlands Online videos on how to install and use

123 Hosted dedicated PBX Launched in 2014 Customer owned PBX is hosted in a Spitfire network node Directly connected to SIP trunks and to site/s using Spitfire MPLS Ethernet & Voice Broadband Suitable for larger customers spread across multiple sites Available for Avaya IP500 & 3CX

124 3CX Windows phone system launched in 2005 Sold by 52 Spitfire partners Very well featured. v12.5 includes: WebRTC gateway; Webmeeting; Videoconferencing; Click to call; Exchange presence integration Spitfire is: 1. 3CX Supported SIP Trunk provider 2. 3CX Premium Partner 3. 3CX Distributor

125 3CX VM Edition Dedicated Virtual Machine Available for all 3CX licensing models Purchase or lease Low setup cost, fully upgradeable VMware Windows Server 3CX Pro 128 Windows Server 3CX Pro 64 Windows Server 3CX Standard 16

126 3CX Cloud Edition Multi-tenanted 3CX Pro platform 4,8,16 or 32 concurrent calls per client Monthly rental model Low setup cost Windows Server CX Cloud Server 3CX Pro 3CX Pro 3CX Pro 3CX Pro 3CX Pro 3CX Pro 3CX Pro 3CX Pro

127 3CX Edition Comparison Feature Dedicated Hosted VM Edition Cloud Edition Concurrent Calls 4 to to to 32 Type Standard & Pro Standard & Pro Pro only Access Circuits MPLS MPLS Voice Approved DSL & Ethernet Server required Yes No No License required Yes Yes No Purchase/Rental Purchase Purchase Rental Launch Available now Spring 15 Spring 15 Cost

128 SIP Enabling legacy systems Any existing ISDN phone system can connect to Spitfire s SIP trunks using a gateway Spitfire rents a SIP gateway from per month Customers with old legacy systems can save 000s with little capital investment

129 Russ Tuppen VAG GENERAL MANAGER

130 Voice Application Group (VAG)

131 VAG Full, through life support to hosted and CPE solutions Pre-Sales technical advice help design architecture Project Manage and Project Co-ordinate site based and hosted telephone systems Install and maintains site-based and hosted telephone systems Including system design & programming Maintenance Training

132 VAG Joint MD GM VAG CPE Maintenance CPE PM and PC SIP Communicator and SIP Trunk Maintenance VAG Co-ordinator Field Engineers SIP Project Co-ordination Average of 18 years telecomm s experience per engineer 20 years for field based Project Managers

133 Preferred Phone Systems? SIP Communicator Hosted Phone System 2 40 staff across multiple sites including home workers low capital outlay, with an excellent value month charge per extension. 3CX A windows based software only VoIP PBX designed for simultaneous calls. Ideal for companies with in-house Windows skills. AVAYA IP 500 One of the worlds leading PBX manufacturers Ideal for 20+ extensions up to 2000 extensions across up to 32 sites fantastic range of applications, call centre software, CTI, mobile convergence etc. Excellent value for money.

134 How can VAG help you?

135 We do support PBX installations but now when clients want telephony services we involve Spitfire and advise the client on the solution proposed. Supplying and maintaining telephony systems requires specialist engineering skills and we re now happy to leave that to Spitfire, as it s not core to our business. With new voice technologies such as SIP trunks now an option for clients we needed that voice connectivity expertise. (Existing Spitfire Partner)

136 We do support PBX installations but now when clients want telephony services we involve Spitfire and advise the client on the solution proposed. Supplying and maintaining telephony systems requires specialist engineering skills and we re now happy to leave that to Spitfire, as it s not core to our business. With new voice technologies such as SIP trunks now an option for clients we needed that voice connectivity expertise. (Existing Spitfire Partner)

137 How can VAG help you? Technical experience with pre-sales Programming Spreadsheet key to success Installations inside M25 Training SIP Communicator Partner Installation and Administration Fraud Enabler for 3CX Advice SIP Trunk and Interoperability Hosted PBX and CPE PBX (IP Office and 3CX) Chargeable Onsite help Additional bespoke training

138 Justin Orde JOINT MANAGING DIRECTOR

139 Q & A Questions

140 Actions & this afternoon View 3CX and SIP Communicator and sign up for training Sign up for Avoiding Fraud training if you sell SIP Meet your Account Managers and the team Please fill out feedback form and hand in Eat lunch, network and enjoy 2pm prizes