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Information Technology at Plantronics. Tom Gill, VP and CIO. May 13, 2010. Agenda. Company Overview Unified Communications Opportunity and Solutions Bluetooth Headsets Financials IT Makes it Happen. Plantronics is the Headset Market Leader . Brand Promise: Sound, Style, Simplicity

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Tom Gill, VP and CIO

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Company Overview

Unified Communications Opportunity and Solutions

Bluetooth Headsets


IT Makes it Happen

plantronics is the headset market leader
Plantronics is the Headset Market Leader
  • Brand Promise: Sound, Style, Simplicity
  • Product quality and breadth
  • Track record of growth and profitability
  • Leader in Office, Contact Center, Bluetooth
  • No debt, approximately $7.67cash per share
  • Cash flow positive for over 14 years

Broad Blue-Chip Customer Base

100% of Fortune 100 companies use Plantronics

business highlights december quarter
Business Highlights (December Quarter)


Revenue, operating income and EPS above guidance

Long-term target gross & operating margins achieved

Demand improved in all geographies

Strong rebound in EMEA: +34% from Q2FY10

Sale of Altec Lansing (AEG) effective December 1, 2009

Office & Contact Center: long-term prospects remain strong

Office & Contact Center (OCC) demand improved

Unified Communications (UC) opportunity continues to be validated


Profitable: improved cost structure, seasonal strength & mix

Improving demand (hands-free laws)

Market share gains: Voyager Pro & Discovery 975

plt has adapted well to market shifts for decades
PLT Has Adapted Well to Market Shifts for Decades

Every Market Shift Increased Our Addressable Market

(March Fiscal)



Corporate Revenue, Continuing Operations















Contact Center

Office Corded


Incremental Market Opportunities


Office & Contact Center Revenue






14.5% CAGR

-11.3% CAGR

17% CAGR

10% CAGR

7.4% CAGR


Unified Communications (UC)

    • $350M in incremental revenue expected by FY15
    • Doubles addressable office headset opportunity
voice video im presence is key to all unified communications solutions
Voice, Video, IM & Presence is Key to all Unified Communications Solutions

UC is About a Different Way of Working

PC and Telephony Presence

cost savings is the biggest driver for uc adoption
Cost Savings is the Biggest Driver for UC Adoption
  • UC solutions integrate multiple enterprise communication methods onto one platform
  • UC adds functionality to existing communication technology investments

Source: Plantronics UC Study Nov/Dec 2009

uc roi payback is validated
UC ROI & Payback is Validated
  • 80% of Companies Expect Payback of Less than 1 Year*


Key Savings**

  • 20% reduction in conference calling costs
  • Reduced travel costs
  • Long-distance savings of $33K annually
  • $9.6M annual savings:
  • Carrier, Travel, PBX
  • IRR: 90%, 10 Mo. Payback
  • Travel costs reduced 20%
  • Enhanced learning

*Aberdeen Group 2009, **MSFT UC Case Studies


Plantronics UC Solutions

    • All Devices: Wireless, Corded, Telephones, Speakerphones
    • Strong Pipeline
uc portfolio spring 2010
UC Portfolio Spring 2010

Voyager PRO UC

Blackwire 600

Calisto 200

Blackwire 400

Calisto 400

Savi Office WO

Blackwire 200

Calisto 500


Savi 400


compatibility with major vendors
Compatibility with Major Vendors

Softphone Integration and Support

Call Control with UC products and leading softphones

Plug in provides call control with UC products and Sametime

Optimized UC products provide plug and play call control with OCS


PLT is the Preferred Choice of Leading IT Departments

PLT Mission: Make the Headset an Indispensable Business Tool

  • Compatible with all UC voice platforms and PBX’s
  • All solutions: headsets (DECT, Bluetooth, Corded), handsets, USB speakerphones
  • Help desk support
  • Global distribution
  • Intelligent software interface
  • Portfolio strategy
  • Plantronics legacy
higher investment strong uc product pipeline
Higher Investment = Strong UC Product Pipeline


Ease of Use



User State Information

Cross-System Integration

Unified Call Management

Audio Clarity & Reliability

uc voice seats are driving headsets sales
UC Voice Seats Are Driving Headsets Sales

MSFT Expects 50% Headset Attach Rate for Voice Seats


UC Voice Seats Deployed


Source: Frost & Sullivan November, 2008

plt est 350m incremental revenue by fy15
PLT Est. $350M Incremental Revenue by FY15

Unified Communications Doubles PLT Addressable Office Market

WW Office Headset Market

WW Office Headset & UC Device Market


UC Device

19% CAGR

15% CAGR


Growth rates vary with economy, consumer adoption rates, competition and resulting price levels, and other factors

Sources: Frost & Sullivan, Nemertes, Gartner, IDC, IDG, Strategy Analytics, NPD Intellect, GFK, Carnegie Research, Company estimates


Bluetooth Headsets

    • Market leading position
    • Profitable
highest rated bluetooth headsets
Highest Rated Bluetooth Headsets
  • Dual Microphones, AudioIQ2 & Windsmart Technology

Discovery 975

Voyager Pro

bluetooth retail 1 in revenue
Bluetooth Retail: #1 in Revenue

% of Retail $ Share (US)

Note: The NPD Group revised historical data in their Sept. 2008 report to account for adding and/or removing channel partners or updates to their methodology, resulting in new historical rankings.

Source: The NPD Group/Retail Tracking Service



    • Achieved long-term margin target model
q3 fy10 financial highlights
Revenue: $165.9M, +9% YOY, exceeded guidance of $155M - $160M

Gross Margin: 48.9% vs. 40.1% in prior year

Operating Expenses: $49.2M vs. $52.2M in prior year: -6%

Operating Income: $31.8M vs. $9.0M in prior year

Operating Margin 19.2% vs. 5.9% in prior year

Earnings per share: $0.50 vs. $0.14 in prior year

Cash Flow from Operations $36.3M vs. $5.4M in prior year

Cash, Equivalents & ST Investments: $316.5M or ~$6.40 per share

Q3 FY10 Financial Highlights
  • (Non-GAAP, Continuing Operations)
gross margin
Gross Margin

Non-GAAP, Continuing Operations



Target Range: 45% - 48%

operating margin
Operating Margin

Non-GAAP, Continuing Operations



Target Range: 18% - 20%

key focus areas
Key Focus Areas

UC Market Position

UC Product Pipeline

Bluetooth Profitability

Maintaining Strong Margins

it overview
IT Overview

90+ Employees in six locations

Key Locations

Santa Cruz Corporate Headquarters

Tijuana factory, Design Center and Contact Center

Suzhou China APAC Hub

Swindon UK EMEA Hub

managing plantronics global technology investment
Managing Plantronics Global Technology Investment
  • Networks and connectivity
  • Voice communication
  • Email and messaging
  • Servers and storage
  • Desktop, notebooks, mobile devices
  • Business systems and process optimization
  • Service desks and support
key it roles
Key IT Roles
  • Business Analysts
  • Application Developers
  • Database Administrators
  • Project Managers
  • System and Storage Administrators
  • Network Engineers
  • UC Administrators
  • Service Desk Specialists
key competencies
Key Competencies

Project management

Security and compliance

Network architecture


SaaS application management / vendor management

Unified Communications

Business process optimization

critical applications
Critical Applications
  • Oracle E-Business Suite – Financials, Manufacturing, Supply Chain, HR
  • – Sales and Customer Support
  • Microsoft Stack – XP/Win7, Office, Sharepoint, Exchange, Project Server, Office Communicator, SQLServer and more
  • Business Intelligence – Oracle BI, Hyperion and canned analytics
  • + 100 other important apps
key infrastructure technologies
Key Infrastructure Technologies
  • LAN / WAN
    • Masergy MPLS Network
    • Cisco routers, switches and WiFi
  • Servers – Windows, Linux and Sun Solaris
  • VMWare virtualization platform
  • EMC Storage Area Networks
  • Mobility devices keep us connnected 24x7
    • Blackberry
    • iPhone
    • Windows Mobile
    • iPad?
  • Enable reliability, scalability and security
  • Network and server monitoring
  • Asset management
  • Host and client imaging
  • Intrusion detection
  • Digital loss prevention
cloud computing has arrived
Cloud Computing Has Arrived
  • Internal clouds
    • Application development and test environments
    • UC labs running multiple versions of leading apps from IBM, Cisco, Avaya, Microsoft and more
  • External Clouds
    • 20+ SaaS applications and services
    • Taleo applicant tracking
    • for marketing, sales and support
    • for comp planning and reviews
    • Right Now Technology customer support knowledge base
    • Iron Mountain Connected backs up client system files
    • Dell Message One high availability Exchange system for email business continuity
it challenges
IT Challenges
  • Recent carve out and sale of Altec Lansing
  • Consumerization of IT
  • Change Management
  • IT Service Delivery Processes