Polycom Converged Management Application™ CMA 4000/5000

1. Polycom Converged Management Application™ CMA 4000/5000 Sales Training

2. Course Objectives • Upon completion of this course the student will be able to: • Relate the Value Proposition for CMA/CMA Desktop • Call out key benefits to the prospective customer • Understand where the solution fits within the market needs • Explain to the customer the key features • Competitive differentiators • Be able to demonstrate the CMA 4000/5000 and CMA Desktop to C-Level and IT Management personnel • Know service and support contacts and offerings • Know Tips and Tricks for the CMA Desktop • Understand who to contact within Marketing, Service, and Sales for further support

3. Polycom Converged Management Application™ CMA For distributed enterprises seeking to communicate over video from anywhere, the Polycom CMA distributed video solution provides highly scalable deployment, powerful management, and a software-based video-client as simple to use as instant messaging. SIMPLE – Streamline workflows from centralized management of video conferencing endpoints SECURE – Safe and secure conferencing thru encrypted Media Signaling SCALEABLE – Thousands of endpoints easily deployed and provisioned

4. Key Benefits • Enable your entire organization with visual communication • Centrally provision and manage up to thousands of endpoints • Easily schedule multipoint calls through web, Outlook, or Lotus Notes • Utilize the feature rich internal gatekeeper for bandwidth control • Provide a simple “pick-a-name” and call user model through Active Directory listings • Easily share Content to other desktops or telepresence systems

5. Market Trends and Position • Increased speed of operations • Improved productivity & efficiency • Sustainable competitive advantage IT Workflow • Enhanced communication • Improved life/work balance • Increased employee satisfaction • Reduced turnover End users • Increased ability to reach business metrics • Compliance with green initiatives • Increased shareholder value • Maximized revenue/profitability Financial

6. Application/Vertical Alignment • Healthcare Administration • Executive meetings between hospital campus and affiliate locations • Human Resources – Daily communications • Positive impact on organizational culture • Medical Education/Services • Professional development – Doctors, Nurse Practitioners, Physician Assistants • Teaching Hospitals and Medical Schools • Distance education • Every student can be video enabled • Centers of Excellence service to rural facilities • Financial • Real-time collaboration between branch offices and HQ locations • High Net Worth Customers • Hoot-n-Holler (Morning Call) Real-time collaboration between branch offices and HQ locations • Financial market information and content broadcast over voice, video or wireless

7. Application/Vertical Alignment • Enterprise/Technology • Executive and team meetings between campuses • Remote work forces visual communications into corporate teams • Collaborative Product Development • Shortening product development is key business metric • Collaboration links cross-functional groups independent of location • Higher Education • Admin Meetings (School Board, Regents) • Intercampus Connectivity • Continuing Education • Every student can have access to video • Project Coordination • Enhanced Research Projects • Global Studies – call over video from a remote location

8. Application/Vertical Alignment • Government • Staff & Regional Meetings • Tele/Remote Work Force Integration • Training & Education • Mission Critical Communications • Operation Centers • Command and Control • Fast, efficient and effective connectivity and information exchange between geographically distributed agencies

9. Product Feature Awareness • Centrally manage video endpoints using a simple web interface accessible from any locally networked PC • Schedule multipoint calls for all managed or non-managed H.323-based video conferencing systems • Monitor bandwidth usage and network health • Freely deploy CMA Desktop clients from a simple MSI install or application download • Enable users to call other CMA Desktop clients through telepresence systems – CMA Desktop receives 720p resolution video • Share standards-based high-quality Content across-the-board • Provision endpoint functionality – call speed, directory services, setup

10. CMA Professional and Support Services Support Contracts are the MOST cost-efficient way a customer can achieve return on investment Professional Services offer consulting in a number of key areas, such as network consulting, assessment, project management and implementation Premier Plus Software Upgrades and Updates Advance Hardware Replacement Unlimited Technical Phone Support Onsite field Support eSupport and online tools Premier – no onsite field support

11. CMA Support Services – Elite Service Provides Elevated Focus on the Customer Dedicated organization with the sole charter of serving customers that require mission critical support of Polycom conferencing solutions Employs Expanded Resources Account-specific service manager and engineer Account-specific tech support phone access line to a support team that knows the account details. Assigned management structure to ensure performance and responsiveness Reserved product for replacement needs Delivers Increased Accountability End-to-End case ownership by your assigned Elite Service Engineer Internal advocacy of customer issues by conferencing experts

12. Competitive DifferentiatorsReverse positioning for Systems Engineers – C-Level RESPONSE Why are you not supporting Microsoft OCS? Why would I chose CMA/CMA Desktop over TAA? How can you assure me the CMA is a scalable and reliable solution? The OCS client is SIP-based and will integrate in a future release. The HDX Series of endpoints will register as an OCS client in the second half of 2008 The CMA/CMA Desktop uses IT industry standards in place and proven in TODAY’S networks. And the Polycom solution is architected to grow with you when your needs for the “next-big- thing” are requested. The CMA/CMA Desktop is built on a robust and redundant server that has world wide acceptance and reliability. Also, the industry standards embraced such as enterprise directory services facilitate contains robust gatekeeping OBJECTIONS DEFENSIVE

13. Competitive DifferentiatorsReverse positioning for Systems Engineers – IT-Level RESPONSE Why are you not supporting SIP? Why have you changed your management platform? Why does the CMA Desktop “receive-only” for HD? What can I do with my new SE200 v. 3.x? Why can’t I share my software client access with several users? I do not need to deploy thousands of desktop clients – what can Polycom offer? H.323 will maximize your investment in today’s video conferencing networks. For early deployments we will provide a H.323/SIP Gateway. The CMA has repurposed the key components of the SE200, moved them to a more powerful hardware appliance and added new capabilities The OCS client is SIP-based and will integrate in a future release. The HDX Series of endpoints will register as an OCS client in the second half of 2008 Most customers are not bandwidth-ready to enable HD desktop to thousands of PC users Polycom is committed to it’s customers – the SE200 has a generous migration path to the new HW. The current deployment model supports secure single user management and constant presence capability. Polycom PVX is an excellent solution for smaller deployments not requiring centralized management OBJECTIONS DEFENSIVE Key Competitive Weaknesses • TANDBERG • TMS • Does not scale • No internal Gatekeeper • Less robust HW solution than CMA 4000/5000 • No redundant “hot swappable” HW for fail-over • Less core languages supported (3 vs. 5) • Chinese • Japanese • English • Movi • Active X application • Ad Hoc usage only • No Directory support • RADVISION • Scopia Desktop • Ad Hoc web-based video conferencing client – no standards based continuous • presence

14. Demonstrating to LOB Executives • Line of Business Demonstration • CMA Desktop Client • Begin by showing the CMA Desktop application • Focus on ease of use, client presence, directory access, dialing and content sharing • CMA 4000/5000 • Focus on showing the centralized interface to managing ALL video endpoints • Show dashboard view of today's conferences, connected MCU’s, licenses, and services • Explain how the IT Admin will easily manage thousands of endpoints from the web interface *Note – Full script in speaker notes

15. Demonstrating to IT Department • IT Department Demonstration • CMA 4000/5000 • Focus on showing the centralized interface to managing ALL video endpoints • Show dashboard view of today's conferences, connected MCU’s, licenses, and services • Show: • Scheduling • LDAP Connectivity • Device management page • Provisioning • Presence • CMA Desktop Client • Explain how the CMA Desktop application central management will not require a high-level of IT support because of ease of use and provisioning • Focus on ease of use, client presence, directory access, dialing and content sharing *Note – Full script in speaker notes

16. Tips and Tricks • CMA Desktop • Set Presence availability • Set preferences as needed • Access directory services • Notice online/offline/busy status with icons • Highlight a name and either Call or Call • Right-click and modify users “friendly” name • Call “Non-Managed” H.323 systems or “Meet-Me” bridge rooms by entering IP or E.164 addresses

17. VSG BU ContactsSales, Marketing, Service by Theatre • Marketing • North America and CALA – Lana King • EMEA – Chantal Smith • APAC – Takeshi Ishimaru • Service • Tom Lau

18. Thank you