Managed Office Positioned for the Enterprise

© 2013 CenturyLink, Inc. All Rights Reserved. Internal Use Only.

Managed Office Positioned for the Enterprise


What is Managed Office?

A simple, fully managed, bundled solution that integrates all elements of their communication network.

• Data backup, voice, email and other services are cloud based, providing the benefits of a virtualized environment

• All hardware is leased and maintained, including refresh, so customers don’t need to own equipment or make costly capital investments

• Software upgrades are kept current, reducing incidents, outages & costs

• Layered security and patch management protect the integrity of the customer’s environment

• A single, converged network is proactively managed, carrying all customer voice and data, scaling to customer needs

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Managed Office Components

Managed Data• Speeds of DS1 to Ethernet

100Mbps with additional speeds planned

• Internet, Private or Enhanced Port (based on the number of locations)

• ADTRAN wireless access point• ADTRAN routers and switches

Managed Voice • Hosted VoIP via the

BroadSoft platform• Polycom phones

Managed Applications• Messaging capabilities and

collaboration tools (e.g., file sharing)

• The latest security

• Online Backup

Managed Office provides a predictable cost structure that moves SMB’s from a capital expense (CapEx) purchasing and premises equipment model to an operational expense

model (OpEx) where SMB’s pay for usage, not ownership.

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Two Managed Office Options

Managed Data

Managed Voice

Managed Applications

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+

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Managed Office

Managed Data

Managed Voice

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Managed OfficeEssentials

…and no Wireless Access Point

© 2013 CenturyLink, Inc. All Rights Reserved. Internal Use Only.5

Why Develop Managed Office?

CenturyLink needs to expand SMB market penetration to grow revenue• Monthly wireline telecom opportunity in CTL footprint is nearly $5B annual opportunity;

with addressable IT services another nearly $5B annual opportunity• Today, CenturyLink penetration of SMB segment is approx. 28%, with continued

pressures from Cable MSOs and other competitors• Managed Office allows for both a capability/solution differentiator as well as a package to

address both telecom and IT spend addressable markets

Managed Services is the largest growth engine for business customers• $27B U.S. market opportunity (all segments)• ~15% Compound Annual Growth Rate (CAGR)• Strong demand across all business segments for a proven model, with ~3x upside in

customer spend

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Source: Various third-party research studies


SMBs are migrating to Managed Services because they provide cost-effective advanced technological solutions that help them stay

competitive and grow their businesses.

Growing Managed Services is Highly Strategic

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What We’re Doing Why It Matters to CustomersDeveloping a suite of services across

customer segments that simplifies business life

Customers are facing resource challenges and need to focus on

growing their businessesSMB Market

• Low-cost distribution channels, simple offerings, and automated process support

Mid-Market & Local GES• Direct and Indirect distribution channels,

complete solutions, and integrated support

Large Enterprise & GES• Dedicated account teams, broad feature

sets, system integrations, and customized support

• Increased pressure to reduce budgets and capital spending

• Lack of resources within current IT organizations to keep up with tech trends, compliances, and regulations

• Significant market opportunity to deepen traditional telecom relationships towards a fully Managed Service paradigm


Managed Office Architecture

• Scalable Seat-Based Pricing • End-to-End Management

SMB MarketSimple offering & automated

support process

Off-the-shelf,pre-packaged

solution

Three Managed Stacks

LAN Stack

• Managed Voice

Solution• Equipment

WAN Stack

• Managed Data

Network• Equipment

Apps Stack*

• Email/ Collaboration

• Security • Online

Backup

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*See slide 11 for the complete list of available Apps


Managed Office – LAN Stack

LANVoice Solution& Equipment

Hosted VoIP • Premium seats for each employee with advanced IP phone features

• Direct inward dialing (DID)• Advanced feature package with personal

mobility package• CTL-supported certified soft client • Unified messaging feature package• Domestic calling

IP Phones• Selection of phones with the

option to add a soft client

Other LAN Equipment• Switches• Wireless Access Point• Optional Failover Switch (included in WAN stack)• Optional Uninterruptable power supply (UPS)

Polycom VVX300

Polycom VVX400

Polycom SoundPoint IP650

Polycom SoundStation IP 7000 Conference Phone

Tripp Lite NetVanta 1234

NetVanta 160

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Managed Office – WAN Stack

WANNetwork

ConnectivityEquipment

Network Connectivity • Single Site • Multi-Site • Multi-Tenant Unit (MTU)

• Premier Ethernet Local Access • DS1 to 100 Mbps Ethernet• Quality of Service (QoS)

WAN Equipment• Routers (Internal

switch/firewall)• Routers determined by

needed bandwidth • Optional Failover Router

(Internal switch/firewall)

NetVanta 1335P NetVanta 4430P

NetVanta NV6355

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Managed Office – Application Stack

ApplicationsEmail/Collaboration

Security Virtual Server

Email & Collaboration • Hosted Exchange• SharePoint • Email Archiving

Security • McAfee Endpoint

Protection• McAfee Email

Protection

Virtual Server• On-line Backup

• Cloud-based exchange with installation of client on endpoint (25Gb per user)

• Email, calendar, address book contacts and tasks

• 1-year retention on email archiving• Cloud access to individual email box

• Choice of SharePoint templates for collaboration (100Gb unlimited users)

• Multi-varied defense providing desktop firewall capable of stopping desktop intrusion• Rapid endpoint updates• Proactive attack detection (SPAM/Virus/ Phishing/Worm Protection)

• Cloud-based enterprise platform for backup of data from PC/laptops • Encrypted and compressed on a redundant platform • FIPS140-2 certified • Supports Windows, Mac, and Linux

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Platform/Equipment Partners

• Rock-solid platform that features Geo/High availability, redundancy, and is the industry standard for Hosted VoIP

• Supports a wide variety of cloud-based features, including mobility and unified communications, which align to CenturyLink’s roadmap strategy

• Longevity in telecom, with an extensive, diversified portfolio

• Long-term relationship with CenturyLink (included in our first bundle offered )

• Standing SE certification support on new offers/sales

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Key Partners During Initial Product Launch

CenturyLink plans to add more partners as we deploy additional feature/functionality in future product releases.

• Rich history in voice-driven hardware with brand recognition

• Current vision and strategy aligns well with the CenturyLink HVoIP and Managed Office roadmaps


White Glove Customer ExperienceProject Manager assigned to every customer

• Introduced at contracting stage; collects information and establishes relationship • Gathers technical and site contacts and user information needed to set up access to applications; provides outline of

what to expect via a detailed project plan • Sets up and conducts progress calls with the customer at least once per week• Coordinates service turn up of Managed Office

On-site installation and training • Technician introduced to the customer by the project manager• Technician provides LAN/WAN equipment set up and user voice portal set up• Technician trains the customer via web-conference to fit customers’ schedule

Remote installation and training• 3rd party installing the customer applications (Mural) introduced by the project manager • Cloud activation occurs before contacting the customer to install the client on user PCs• On-site training of admin and users tailored to fit customer preferences and schedule

First bill review and moves/adds/changes (MAC support)• Project manager schedules first bill review between customer and account consultant• Account consultant assigned to support multiple customer accounts

• Provides first bill review to ensure billing accuracy and corrects any errors• Assists customers with user Moves, Adds, and Changes for both voice and Apps

Day 2 Support (Trouble Handling)• Technical Assistance Center (TAC) staffed to support and own end-to-end accountability specific to Managed Office • Ownership and accountability for all stacks in the Managed Office solution (LAN/WAN/Apps) • Designated Managed Office toll-free number to report troubles should they occur

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Managed Office Worry-Free Value Proposition

CenturyLink Managed Office

ensures your business is

always ready to perform

A company you can trust with your network

A financially stable Fortune 200 company and 3rd largest integrated service provider

in the nation – we will be here for you.

Get the maximum return on

your investment.One single price per seat provides a predictable, “all in” cost for managing your entire communication network with a more scalable cost model.

Easily adapt to changing business needs as they

occur.Our scalable management model is

adaptable and efficient and truly allows IT to change as business

needs dictate.

Know your network will always be up-to-date.From technology refresh and hardware maintenance to security patches &

software upgrades, we know how to keep your systems running.

A customized solution that incorporates best practices from highly skilled experts.

Our core competency in networking with certified, experienced staff working a

detailed, methodical process delivers a better user experience than customers

can build on their own.

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Managed Office Customer Benefits

Careful attention to support

Swap CapEx for OpEx

One partner accountability

Save IT dept time, money

• Future proof--no big technology bets, sunk costs, obsolescence risk.• CenturyLink Managed Office plans are flexible for SMBs both to grow and

shrink –- reflecting business realities.

• Roll up separate service contracts/bills into one partner.• One support number covers all services. No more running in circles

between fingerpointing providers.• Stability of CenturyLink, etc.

• Frees up IT staff time for computer support, software development.• No more bills from outside VARs or consultants to install, manage,

update, troubleshoot phone, LAN/networking gear.

• CenturyLink dedicates customer reps specifically to Managed Office.• Dedicated Project Manager, scheduled touchpoints mean expert advice

to avoid pitfalls, deal with service issues during transition.

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We converge and simplify your infrastructure..... ...and deliver services from the cloud.

Managed Office Transforms Legacy Networks

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Driving Business

Results withIT

Managing IT Components &

Services

Driving Business

Results with IT

Managing IT Components &

Services

Without Managed OfficeIn many organizations, over 70% of IT

resources are devoted to managing basic infrastructure elements

Managed Office Transforms Role of IT

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Managed Office virtually expands a customer’s IT staff via a CenturyLink

Network Operational Center fully supported by local and centralized staff.

With Managed OfficeCenturyLink manages day-to-day IT

tasks, frees customer IT to deploy critical new applications to drive business


Superior Total Cost of Ownership (TCO)

A predictable cost structure that moves SMB’s from a capital expense (CapEx) purchasing and premises equipment model to an operational expense model (OpEx) where SMB’s pay for usage, not ownership.

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• All components outlined in the LAN, WAN, and application stack are included in a price per seat model.

• The price per seat varies based upon the number of seats and term length.

• The price structure provides the customer with more predictability and cost management associated with IT expenses.

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How is Managed Office Priced?

Available Speeds Bundled (all in) Port Included in Seat + Loop

Port and Loop + Seat Price

DS-1 – 4xDS-1 Managed Voice & Apps Needed

When Additional Data is Needed

Ethernet 10 Mbps (In Territory)

Managed Voice & Apps Needed


Ethernet 100 Mbps (In Territory)

Managed Voice & Apps Needed


Tiered Ethernet Managed Voice & Apps Needed


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• Seat based pricing determined by number of seats and term commitment • Seats include all equipment and applications with Managed Office• Seats include all equipment less the WAP with Managed Office Essentials• (1) TN/voice mail included in each seat – Long Distance minutes included per location • Hunt groups, soft client, extra TNs are available as an ala carte option

• Port included when no additional bandwidth is required for data • Access rules apply:

• Bundled in 10/100 Mbps when in territory – adder applied when out of territory • Priced ala carte in all other options


Aggressive Pricing

Seats Minutes of LD Use 2-Year Term 3-Year Term 5-Year Term

10-20 3,000 $115 $109 $105

21-35 5,000 $105 $99 $95

36-50 7,000 $95 $89 $85

51+ 10,000 $85 $79 $75

Note 1: The following are not included in the price per seat. They may be purchased separately:

• Softphone• Auto Attendant• Additional Hunt Groups• Extra Telephone Numbers

Note 2: For Managed Office, the price on a minimum term is $115, but can go as low as $75 per seat. For Managed Office Essentials. the seat price can go as low as $55 per seat.

Note 3: Lowered seat price available when access and/or port is unbundled from the seat. This option allows for layering management on top of existing services.

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Rate Card Prices (per seat)


How applicable is Managed Office in the Enterprise?

• Solution for remote, satellite and branch office locations

where no local IT support is present• SIP at Headquarter locations

• PCR approval may be required to accommodate custom dial plans between SIP and Broadsoft platform

• Target state SIP (via Broadsoft) creates seamless solution for HQ and branch locations

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Special Pricing

• Managed Office Business Pricing Tool (BPT) used for standard pricing up to 100 seats• Engagement of SE for equipment configurations that go beyond 100 seats at a particular location • Submitting of NSP request w/Statement of Work

• Adtran Equipment is a requirement

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Additional Resources

• Training• Managed Office Product Fundamentals• Selling the solution• Pricing and Qualification

• Managed Office CHATTER GROUP • Total Cost of Ownership Tool TCO TOOL • Business Marketing Intranet (BMI) PRODUCT PAGE

• Job Aids • Sell sheets created for Enterprise Opportunities• Proposal templates• Customer Presentations

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https://ctl.my.salesforce.com/_ui/core/chatter/groups/GroupProfilePage?g=0F9F00000004Pjk

http://bmi.corp.intranet/bmgq/news/managed-office-and-hosted-voip-tco-tool-now-available

http://bmi.corp.intranet/bmgqstaging/products/managed-office


Q&A and Survey

Q&ASurvey

https://www.surveymonkey.com/s/JVYPW9B (please click url to launch survey. You may need to enable pop ups)

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https://www.surveymonkey.com/s/JVYPW9B

Managed Office Positioned for the Enterprise

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