Digital Signage Partner Summit Bob O’Malley InFocus CEO Chairman CompTIA

1. Digital Signage Partner Summit Bob O’Malley InFocus CEO Chairman CompTIA

2. My 45 Minutes of Fame • What’s happening across the audio, visual and data industries that makes me believe that convergence is upon us? • How do vendors/manufacturersbuild capability for the future of converged applications? • What should yoube doing to prepare your customers, your staff and your business model for the next wave of opportunity?

3. Digital Content Drivers* – 2010 & Beyond • IP is the universal information conductor • CEsets the price points, China is the manufacturer • Every display device is connected, is smart and is managed remotely • Visual Collaboration Systems and Solution Elements need to be componentized to match their life cycle • Delivery to mobile devices requires standardized Any2Any • Content becomes more valuable, needs to be re-purposed, communicated and shared across the enterprise • The IT/AV channels accelerate migration to services * Drawn from CompTIA/InfoComm Summit, July 2010

4. MSP Solution Offerings Remote Management & Hosting MSP Demand Generation MSP Financing Managed Services Cornerstones* *Bob O’Malley at Tech Data MSP Summit, August 2007

5. MSP Solution Offerings Remote Management & Hosting MSP Demand Generation MSP Financing Managed Services Cornerstones* The Universal Utility Computing and Communications Model *Bob O’Malley at Tech Data MSP Summit, August 2007

6. Dimensions of Convergence? Cost Professional Consumer Infrastructure Open Closed Cloud Private Public Connected IP Network Special purpose GUI Complex Simple Customer IT AV

7. Dimensions – What Wins? Cost Professional Consumer Infrastructure Open Closed Cloud Private Public IP Network Connected Special purpose Simple Complex GUI Customer IT&AV

8. InFocus: 24 Years of Display Innovation 1987 1988 1989 1991 1992 1993 1994 VGA Compatible LCD Panel Mac Compatible LCD Panel Color LCD Panel Data Projector High-Resolution LCD Panel Notebook LCD Panel Multimedia LCD Projector High-Resolution Active Matrix Panel 1995 1996 1997 1998 1999 2000 Polysilicon Multimedia Projector Portable High-Resolution Projector 1st DLP based projector Sub 7lb. Projector SXGA Reflective Projector Fixed Install Hi-bright projector Sub 5lb. Projector 2.9 1100 LXGA DLP 7lb 2000L XGA DLP 2001 2002 2003 2004 2007 2008 LS110 Home Theatre Projector SP7200 HD2 Projector X1 Cross-over Projector InFocus Light Engine LP120 Sub 2 lbMobileProjector Sub 3 lb MobileProjector 1500 lumens Sub 2.5 lb MobileProjector 1800 lumens Video over USB Projectors, more… Numerous innovative industry firsts Continued R&D investment in areas of projection and illumination Full range of complementary display products, software Leveraging ODM partners for mainstream platform development Public to Private company in May, 2009 InFocus Confidential

9. We InFocus: 24 Years of Display Innovation 1987 1988 1989 1991 1992 1993 1994 VGA Compatible LCD Panel Mac Compatible LCD Panel Color LCD Panel Data Projector High-Resolution LCD Panel Notebook LCD Panel Multimedia LCD Projector High-Resolution Active Matrix Panel 1995 1996 1997 1998 1999 2000 Polysilicon Multimedia Projector Portable High-Resolution Projector 1st DLP based projector Sub 7lb. Projector SXGA Reflective Projector Fixed Install Hi-bright projector Sub 5lb. Projector 2.9 1100 LXGA DLP 7lb 2000L XGA DLP 2001 2002 2003 2004 2007 2008 LS110 Home Theatre Projector SP7200 HD2 Projector X1 Cross-over Projector InFocus Light Engine LP120 Sub 2 lbMobileProjector Sub 3 lb MobileProjector 1500 lumens Sub 2.5 lb MobileProjector 1800 lumens Video over USB Projectors, more… Numerous innovative industry firsts Continued R&D investment in areas of projection and illumination Full range of complementary display products, software Leveraging ODM partners for mainstream platform development Public to Private company in May, 2009 We Made Products InFocus Confidential

10. Worldwide Projector Sales & Forecast(Revenues, Millions USD, all projectors, Pacific Media Associates 3/10) “Second Growth Wave” New era projectors Trough of commoditization & maturation “First Growth Wave” notebooks, PowerPoint and projector innovation

11. Worldwide Projector Sales & Forecast(Revenues, Millions USD, all projectors, InFocus, 5/10) The Likely Reality Slow growth – 3% per year “First Growth Wave” notebooks, PowerPoint and projector innovation

12. Vendors/Manufacturers have a choice: For Example: InFocus 1. Develop Solution Offerings for the channel to sell, or 2. Sell products direct. Leading Visual Collaboration Solutions Company Leading Projector Company

13. Visual Collaboration Landscape Data Network Connectivity and Manageability Room to Room Virtual Collaboration Video Conferencing Video Broadcast Services Webinars Digital Signage Static Standalone Power Points Video White boarding AV Centric Applications

14. Visual Collaboration Landscape UC Data Network Connectivity and Manageability Room to Room Virtual Collaboration Video Conferencing Video Broadcast Services Webinars Digital Signage Static Standalone Power Points Video White boarding AV Centric Applications

15. Classroom & Conf Room Applications in 2011 • Fixed Functions • Stand Alone • Separate Channels • Proprietary Software HD Video Conferencing Digital Signage (Panels 50+”) Digital Presentations Digital White Boards Systems sold in 2010 Average price 6,850,000 $900 893,000 $2,000 300,000 $10,000 244,000 $7,500 Converged Room Solutions • Technology: Virtualized Connectivity • Visual Applications and Shared Content • Channel Provided Services Source: Various 3rd Party Research Reports

16. Who Will Win In The UC Battle? Who? Strength ? • The Network • The Workstation • The Personal User • The Cloud

17. Who Will Win In The UC Battle? Cisco, Microsoft, Apple, Google… orYOU?

18. Who Will Win In The UC Battle? • YOU, because: • You are the last mile • You know your customers’ business • Your customers trust you as a solution provider and want a local throat to choke • UC comes together at the customer. It is Customer in, not supplier out. • If you want to, if you prepare for it, if you start now, and if you are willing to take some risk.

19. In my humble opinion, what you need to do is: • Know Your Customers and their needs, much better and broader. It is more important than knowing the latest technology. • Verticalize on your Customers, and horizontalize on technologies. • Embrace Customers with leading technology appetites. They are the initiators of change. • Acquire or partner for the skills you need, but do not have.