Www.xo.com1 © Copyright 2010. XO Communications, LLC. All rights reserved. XO, the XO design logo, and all related marks are registered trademarks of XO.

www.xo.com 1© Copyright 2010. XO Communications, LLC. All rights reserved. XO, the XO design logo, and all related marks are registered trademarks of XO Communications, LLC.www.xo.com 1© Copyright 2010. XO Communications, LLC. All rights reserved. XO, the XO design logo, and all related marks are registered trademarks of XO Communications, LLC.

& XO Cloud Technologies

Jose DeHoyos, Sr. SE managerBusiness Partner ChannelSeptember 14, 2011

www.xo.com 2© Copyright 2010. XO Communications, LLC. All rights reserved. XO, the XO design logo, and all related marks are registered trademarks of XO Communications, LLC.

Agenda

• Market Opportunity – Cloud Voice Services• Enterprise Cloud Communications

– Product Description– High-level Architecture– Pricing Model and Pricing– Feature Summary

• The XO Differentiators– VoIP, IP Leadership– Managed Services Experience– VoIP Best Practices

• Qualifying Questions• Where to Find More Information• Appendix


The opportunity for Enterprise Cloud Communications• Mobility trend driving 90% of Unified Communications (UC) growth over next 3

years**

• Estimates between 7.5 and 8 million lines installed on hosted IP telephony by 2015; market expected to reach $3.8B*

• Key Verticals: financial services, real estate, law firms, professional services and retail*

• By 2015, 60% of enterprises will provide 30% of their users with cloud voice services**

• Access methods will include traditional desk phone/IP Phones, soft phones, mobile phones, voice over Wi-Fi, Voice over 3G and Internet phones **

• Weak economy has forced many network managers to prolong the life of legacy TDM PBXs, handsets, key systems (some PBXs 15 years old)

Market Opportunity

Sources: * Frost & Sullivan ** Gartner Group


Enterprise Cloud Communications

Why are enterprises shifting to a cloud-based delivery model for voice IP communications? • Lower Total Cost of Ownership is key driver

The certainty of being able to project monthly expenses for company-wide Voice IP communications— through an affordable monthly charge per employee that includes phones & calling features

The ability to make the most use of bandwidth for both voice and data

To maintain control of standardized calling policies—but outsource the operation and expense of communications services to a trusted service provider


Product Description

XO® Enterprise Cloud Communications includes:• XO’s nationwide Tier 1 network

– Leverages the XO eSIP/MPLS Network Cloud and Broadsoft Cloud and Partners for geo-redundancy

• IP phonesets from Polycom; Cisco later • On-premise QoS monitoring, usage, and support• High Definition (HD) Voice and Video (video can be

ordered in May)• XO-branded Web-based portal• Carrier-grade SLAs, with onsite QoS monitoring and

PacketSmart software; 99.9% uptime SLA


High-level Architecture

• Customers will be provisioned like eSIP customers

• Each customer site is Enterprise Branch Location on XO’s eSIP Cloud, connected to Broadsoft Cloud as the Enterprise Service Location (ESL)– Customer site connectivity MUST

be XO Network or EVC

XO Network

MPLSVPN

“PBX”Service

Enterprise Branch Location

Fax

Analog

VideoIP Deskset

BroadSoft Cloud

XO demarcation

point

QoS Device


Product Summary


Pricing Model

• Monthly Recurring Fee Structure1. Phone Set + Feature price *2. XO Network costs (MPLS IP VPN)

• Must include additional bandwidth required for ECC traffic

3. Long Distance Usage Package• Corporate LD Packages

• Non-Recurring Fee Structure *1. One time install/project management fee

• Ranges from $1K-$5K per site dependent on number of seats per location

2. Phones and headsets can be purchased (optional)

* ECC-specific charges, separate invoice line items


Pricing Table – Phoneset + Seat

– Targeting 3 or 5 year terms

– Phones available with AC power or PoE

– XO does not sell, install or manage PoE switches or customer LAN

1 YR MRC 2 YR MRC 3 YR MRC 5 YR MRC

Standard Phoneset & Seat

Soundpoint IP 335

(2-line)$29.99 $26.99 $24.99 $22.99

Executive Phoneset & Seat

Soundpoint IP 450

(3-line)$33.99 $30.99 $28.99 $25.99

Executive+Video Phoneset & Seat

VVX 1500 (6-line)

$59.99 $54.99 $49.99 $44.99

Conference Room phone

Soundstation IP 6000

$44.99 $42.99 $39.99 $35.99

Executive ReceptionistSoundpoint IP

650 (6-line)

$44.99 (phone

only)

$42.99 (phone

only)

$39.99 (phone

only)$35.99

Executive Receptionist + Sidecars

Exp Modules (14 line

appearances, up to 3 per set)

$11.99 $9.99 $7.99 $5.99

POLYCOM


Pricing Table – Seat Only, Accessories

1 YR MRC 2 YR MRC 3 YR MRC 5 YR MRC

Analog Seat $24.99 $21.99 $19.99 $19.99

Standard Seat $24.99 $21.99 $19.99 $19.99

Executive Seat $27.99 $24.99 $22.99 $22.99

Executive+Video Seat $47.99 $44.99 $39.99 $39.99

Conference Room Seat $37.99 $31.99 $31.99 $31.99

Executive Receptionist Seat

$37.99 $31.99 $31.99 $31.99

Part # Description Unit List PricePLN-7995601 SAVI Office Convertible Headset WO100 379.95$ PLN-8179401 SAVI Office, Monaural Dect 6.0 WO300 379.95$ PLN-8180201 SAVI Office, Binaural, Dect 6.0 WO350 399.95$ PLN-3843901 SAVI Accessories: App-50, EHS, Polycom 79.95$ PLN-6433831 HW251N SupraPlus with NC Headset 102.00$ PLA-2719001 10' Coiled Cord for Polaris 45.00$ PLN-4359640 M22 Vista Amplifier with Clearline Technology 120.00$

– Polycom phone set and extended maintenance pricing TBD, ICB for now

– Customers with existing Polycom models can use for ECC (Flash load through Portal)


Standard Office Seat

Executive Office Seat

Video Exec. Seat ConferenceRoomSeat NameSeat Name

PhonesetPhoneset

Executive Receptionist Seat

Alternate Numbers Y Y

Anonymous Call Rejection Y Y YAutomatic Call Back Y Y Y

XO Anywhere Plus (FREE) Y Y Y

Busy Lamp Field Y YCall Forwarding Always, Busy, No Answer, Not Reachable, Selectable Y Y Y Y

Call Return, Transfer, Waiting Y Y Y Y

Calling Line ID Delivery Blocking Y Y Y YDo Not Disturb Y Y Y

4 Digit Extension Dialing Y Y Y YLast Number Redial Y Y Y Y

Multiple Call Arrangement Y Y

N-Way Call Y YPrivacy Y Y Y Y

Push-to-Talk Y YSelective Call Accept & Rejection Y Y

Shared Call Appearance Y Y

Three-Way Call Y Y Y YVoice Messaging-User Y Y Y

Group Features: Authentication, Auto Attendant, Enhanced Outgoing Calling Plan, External Calling Line ID Delivery, Hunt Group, Instant Group Call, Voice Messaging Group

Feature Set by Seat Type


XO Differentiators

• XO leadership with over 1M end-users deployed• XO has over 10 years of managed services experience• High Definition (HD) voice, video calls• Benefitting from over a decade of Broadsoft VoIP best practices

and its partners – get it right the first time– Customer questionnaire, Examinet VoIP readiness script– LAN survey and PacketSmart LAN/WAN readiness– Onsite QoS monitoring for proactive detection of potential problems,

detailed metrics for troubleshooting, root cause analysis

• Combined with XO MPLS network - enables XO to deliver QoS, offer 99.9% service uptime SLA


Examinet VoIP Readiness Test

Key points • Passive, non-invasive application that ECC prospect runs one time, once per

ECC site• XO One will provide instructions to run test• Recommend that customer run test prior to signing SOA; non-passing results

provide early indication of lack of VoIP readiness (higher install costs likely)


Built in QoS Monitoring & Troubleshooting

• PacketSmart Field Services Kits used for Site Survey.

– Establish baseline of customer network capacity.

• PacketSmart monitoring deployed on each site.

– Verify and certify deployment of all components

– Monitor relevant network flows to determine QoS

• Leverage central experts to remotely diagnose complex problems

– PacketSmart platform in the BroadSoft Cloud

BroadSoft ®, Inc. Proprietary and Confidential, do not copy, duplicate or distribute.14

Corporate Corporate LANLAN

XONetwork

XONetwork

MPLSPBX Service

QoS Assessments and Monitoring

ECC Clou

d


Web Portal for Administrators, Users

• View/assign device assignments and configurations remotely• Automated system notices sent to users for self administering features


Qualifying questions

QUESTION ANSWERS TO FLAG

How many locations does your company have? Multiple locations in XO on-net or EVC locations

How many employees or voice lines do you require (per location, in total)? Guideline is min. 20 seats/site, targeting total 50-1,000+seats

Describe what your company uses for phone (local, LD) services Older, on-premise PBXs, Centrex lines, contracts expiring soon

If you’re leasing your PBX and phonesets, does the same company provide CPE and manage your LAN for data uses also?

If yes, disqualifies lead in near term; Product Mgt is exploring options

What are your enterprise’s communication challenges? (Or, what are your pain points?)

Legacy equipment, grown by acquisition, mix of PBXs & handsets, difficult to manage, outages or expensive repairs

Do you have Call Center agents for whom you require Reporting and Supervision? ECC has Auto Attendant, Hunt Groups, but CCOD may be better solution

Do you have the need for fax to email or do you have an existing fax server? ECC Phase 1 does not support these; under consideration for later phase

(If education vertical) Does your organization qualify for e-Rate funding? Yes. The seat-only ECC options is eligible for Priority one funding.

• Questions to ask after general opening questions on company size, type of business, # employees, competition, annual technology services budget


For More ECC Product Information

• Contact your XO Channel Manager• Channelink Library > A. Product & Pricing

Information > Cloud Technology

www.xo.com 18© Copyright 2010. XO Communications, LLC. All rights reserved. XO, the XO design logo, and all related marks are registered trademarks of XO Communications, LLC.www.xo.com 18© Copyright 2010. XO Communications, LLC. All rights reserved. XO, the XO design logo, and all related marks are registered trademarks of XO Communications, LLC.

Any Questions?


APPENDIX


Examinet VoIP Readiness Test

• What it is – On-site snapshot test on customer LAN, low-level tests on DHCP, DNS, Firewall, routing, bandwidth, QoS.

• XO One will trigger system-generated automated email to customer administrator

• Customer downloads, runs application once per site (requires Java Run Time Environment v. 1.6.x)

• No executable installed on user’s PC; data sent to secure server• Recommend that customer run test prior to signing SOA; non-

passing results provide early indication of lack of VoIP readiness and potential additional non-recurring charges to upgrade LAN to meet minimum VoIP thresholds


Comparison: ECC and XO One iPBX

ECC XO One iPBX PBX/Softswitch Location Broadsoft Cloud Customer Premise

PBX/Softswitch Vendor Broadsoft Avaya

Handsets SIP Polycom (at launch)

Cisco (date TBD)

Analog, Digital, IPAvaya

BillingContract terms

Phoneset+seat MRC; LD, network billed separately

1, 2, 3, 5 yrs (min 3 yr recommended)

One MRC, all servicesMinimum 3, 4, 5 yrs

MACs Customer self service Web Portals for configuration,

moves, changes; new phones require Customer request

XO One performs at Customer request

User Controls Web Portal (Dashboard) included

Phone Manager Lite (free), PRO PC Apps; One-X Portal

Customization Features vary by seat type; no custom “build” per customer

Custom solution per customer


Calling Features – Descriptions & Benefits

Calling Features BenefitsAlternate Numbers Allows users to be reached through up to 10 secondary phone numbers or

extensions in addition to user’s primary phone number

Anonymous Call Rejection Enables users to reject calls before they ring through from anonymous parties who have explicitly restricted their caller IDs from view; the calling party hears that the user is not accepting calls at that time

Automatic Call Back Allows users to monitor a busy party and automatically establish a call when the busy party becomes idle

XO Anywhere Plus Allows users to define one or more network locations that can be used as extensions to their individual profiles so that employees can work from anywhere, anytime while maintaining a professional image

Busy Lamp Field Provides support for a SIP phone-based, attendant console so that attendants can monitor employee users phone status—whether on the in-office phone or working remotely

Call Forwarding (Busy, Always, No Answer, Not Reachable)

Allows users to redirect incoming calls to another destination when the line is busy

Call Forwarding Selective Enables users to define criteria that causes certain incoming calls to be redirected to another destination



Calling Features BenefitsCall Return Enables users to call back the last party that called them by entering an

access code on their touch-tone keypad

Call Transfer with Third-Party Consultation

Enables users to make three-way calls so that they can speak to a third-party before transferring the call

Call Transfer with a Three-Way Consultation

Enables users to make three-way calls and speak to both the caller and the third-party at the same time before transferring the caller

Calling Line ID Delivery Blocking Blocks delivery of a user’s phone number and identity to the party he/she calls – so that the phone number will not display on a phone’s caller ID digital screen

Call Waiting Enables users to answer calls while already engaged with other calls

Do Not Disturb Allows users to set their stations as unavailable so that the stations appear busy when called

Extension Dialing Allows users to enter extension phone numbers to call other employees within their group without having to enter full 7 or 10 digit numbers

Last Number Redial Allows users to repeat the last call that they made by entering *66 on their touch-tone keypad



Calling Features BenefitsMusic On Hold Enables group administrators to upload an audio file that plays music or

audio announcements onto the network that broadcasts to incoming callers on hold

Privacy Allows users to exclude themselves from the group and enterprise directory lists that are visible from the online web portal

Push to Talk Allows users to call another station, and the phone system automatically requests that the destination station answer, providing intercom-like functionality; users may screen incoming Push to Talk sessions using pre-specified lists that show which users are allowed or not allowed to call specific stations

Selective Call Acceptance Allows users to only accept calls that meet user-configurable criteria such as within normal business hours, on holidays, or whether the calling line ID is private or unavailable

Selective Call Rejection Blocks calls that don’t meet specific criteria defined by users such as within normal business hours, on holidays, when the calling line ID is private or unavailable, for forwarded calls

Shared Call Appearance Shows other users within the same group visibility of the status of up to 11 phone numbers within the enterprise in addition to their own; All users within the group may answer and initiate calls on the same shared lines



Calling Features BenefitsThree-Way Calling Enables users to make three-way calls with two parties, in which all parties

communicate with each other; this feature uses a different way of enabling the three way call than Call Transfer with Three Way Calling

Voice Mail and Unified Messaging Enables users to record messages for incoming calls that are not answered within a specified number of rings, are busy or transfer directly to voice mail, with the ability to play back and change the message before sending; feature is accessible from the user’s desktop phone or by calling into the voice portal from any phone. This feature also allows users to set up preferences for delivering incoming calls to an Email account, to their cell phones as a text file, to the voice messaging system for later retrieval, or to allow incoming callers to press 0 to reach a live attendant.

Voice Portal System Allows users to call a central number where they can access, use and configure Voice Messaging and Call Forwarding Remote Access, record a personalized name, and set up auto attendant greetings either in-office or remotely.


Group Calling Features – Descriptions & Benefits

Calling Features BenefitsAuto Attendant Serves as an automated receptionist that answers the phone and provides

a personalized message to callers with options for connecting to the operator, dialing by name or extension, or connecting to up to 9 configurable extensions, or break out to any number including hunt groups or departments. Group administrators can use Auto Attendant to configure hours of operation, record greetings, and a group can have multiple Auto Attendants configured either individually or integrated into a multi-level Auto Attendant

External Calling Line ID Delivery Enables delivery of caller’s identity (phone number and name) to the individual’s phone

Hunt Groups Hunt Groups automatically process incoming calls received by a single phone number by distributing them among a group of users or agents; hunt groups use call routing to an idle number within the group using pre-selected patterns (first available, sequentially, with simultaneous rings, etc)

Instant Group Call Allows users to call a group and the system alerts members of the group automatically; as members answer, the system joins them into a multi-way audio conference


Thank you

• Thank you for your participation!

Www.xo.com1 © Copyright 2010. XO Communications, LLC. All rights reserved. XO, the XO design logo, and all related marks are registered trademarks of XO.

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