Best Practices

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KeaneTel Presentation PRESENTED BY Darren
Suders Channel Manager
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At a Glance -

• Large global presence
• Sales and operations facilities in EMEA, Asia
  Pacific, Canada, Latin America and U.S.
• More than 272,000 ports and over 140,000 IP ports
  deployed worldwide

Market leader Conferencing Company of the Year
Frost and Sullivan 2007
Commitment to personal attention More than 600
meeting consultants and account managers, over
1500 operators worldwide

• Strong customer list
• Serve 80 of the Fortune 1000, 84 of the Fortune
  500 and 91 of the Fortune 100 companies
• Support more than 70,000 organizations and over
  1.2 Million unique conference leaders

Financially healthy Executed over 9 Billion
minutes in 2007 with 729,923,803 revenue
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West Corporation

• Founded 1986 and comprised of three business
  segments
• Communication Services, Receivables Management,
  Conferencing
• 2.1 billion in revenue (2007)
• Over 42,000 employees in North America, Europe
  and Asia

• 49 contact center locations
• 29,000 workstations (all three business units),
  including 3,300 international workstations
• 350,000 IVR ports

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Word on the Street
Company
West Corporation was named to the Forbes Platinum
400 List in the category of Business Services
Supplies in 2006.
Revenue
InterCall ranked as the top conferencing service
Provider in the world based on revenue according
to Wainhouse Research's Collaboration Service
Market report.
Service
InterCall received Frost Sullivans 2005 Audio
Conferencing Service Provider of the Year Award
for our numerous achievements, including
continued growth in market share, revenues and
profitability, as well as innovation in the
market.
InterCall received Frost Sullivans 2007 North
American Conferencing Company of the Year Award
for our numerous achievements, including customer
service, innovation, continued growth in market
share, revenues and profitability.
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InterCall Timeline

• 2002
• Purchased Mshow web conferencing, a high-end
  event services web conferencing solution.
• Purchased eConference.com.
• 2003
• Acquired ConferenceCall.com, increasing share in
  the e-business and SMB space.
• 2004
• Entered strategic partnership with Microsoft.
  Business collaboration tools integrated with
  audio, web and video conferencing. Deep
  integration into desktop applications.
• Acquired ECI Conference Call Services. Furthering
  InterCalls audio/event capabilities and
  increasing market share.
• 2005
• Acquired Sprints conferencing assets. InterCall
  and Sprint have entered into a strategic alliance
  to jointly market and sell conferencing services
  and partner on product development.
• 2006
• West Corporation purchases Raindance
  Communications.
• Wainhouse Research ranks InterCall as the top
  conferencing service provider in North America
  based on revenue in their North American
  Collaboration Service Market 2005 report.
• 2007
• InterCall offers Microsoft Unified Communication
  and Exchange Server.

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Global Market Leader
A Powerful Combination
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Why Sell Conferencing?

• WORK IS CHANGING
• By 2010, more than 70 of work will take place at
  a different time/different place or same
  time/different place
• The workplace is often someplace else 82 of
  workers collaborate with people in other
  locations
• An estimated 37 of companies with 100 or more
  employees currently have access to web
  conferencing services

• There is a need for your customer to communicate
  in better ways, now more than ever.

Source Gartner 2006, Frost Sullivan 2006,
Wainhouse 2005, U.S. Census Bureau
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Conferencing Industry Overview

• The conferencing and collaboration industry has
  seen explosive growth for the past several years,
  with no signs of abating.
• Introduction of new technologies, such as web
  conferencing have been well-received, and are
  growing in adoption at a fast rate.

Data source Wainhouse Research Q2 2007
Conferencing Service Provider Spotcheck,
September 2007
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Commitment to Green

• For companies to get business done, they have to
  meet with employees, customers, vendors and
  partners who could be across town or on the other
  side of the globe. Traditionally, that means
  traveling by train, plane or automobile. With the
  growing concern of pollution and global warming,
  there is pressure to be environmentally conscious
  and curb the impact of our everyday activities on
  the world.
• CONSIDER THESE FACTS
• Increasingly, companies are spending more time on
  the road, which creates more pollution and
  changes the landscape of our planet. Commuting
  distances are increasing as employees move
  farther from the workplace. The U.S. Census
  Bureau reported the following states with the
  longest commutes.
• Rank State Avg. Travel Time to Work
• 1 New York 30.8 6 California 26.6
• 2 Maryland 30.0 7 Georgia 26.5
• 3 District of Columbia 29 8 West Virginia 25.9
• 4 New Jersey 28.3 9 Massachusetts 25.8
• 5 Illinois 26.7 10 Virginia 25.7

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Dedicated Site GreenConferencing.com

• Environmental community and blog addressing
  global business issues carbon footprints,
  legislation, etc.

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Commission Potential

• What can you expect to earn over the course of a
  year?
• InterCalls Agents average a recurring revenue of
  1,000 per customer
• 1 account 3,000 annual net
• 5 accounts 15,000 annual net
• 10 accounts 30,000 annual net
• 25 accounts 75,000 annual net
• price point and service dependent, commissions
  are estimated

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Why Sell InterCall?

• You make Significant Money FAST
• You choose the rate, you control the sale
• Sell, order and implement conferencing services
  easily
• Dedicated support team
• Mature program with back office to support Agent
  program
• Generate revenue quickly
• Create a recurring revenue stream
• Conferencing is an exploding market

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InterCall Way of Working

• THE INTERCALL WAY OF WORKING
• InterCall has become the largest service
  provider in the world specializing in conference
  communications by delivering reliable,
  easy-to-use conferencing services for over 15
  years. Each day thousands of business
  professionals rely on InterCall to communicate
  effectively, while reducing the time and expense
  associated with business travel. From small,
  impromptu meetings to large scale events,
  InterCalls complete conferencing services are
  perfectly tailored to meet your business
  communication needs.
• No two conferences are exactly alike. Some are
  formal and require careful preparation and
  follow-up. Others are simple get-togethers
  conducted on the spur of the moment. Thats why
  InterCall offers a variety of conferencing
  solutions
• AUDIO CONFERENCING SOLUTIONS
• Whether you conduct basic team meetings or highly
  orchestrated conferences, InterCall has you
  covered. Try Reservationless-Plus for instant
  access to a meeting. Or take advantage of dozens
  of Surround-the-Call Features with Operator
  Assisted audio conferencing.
• EVENT CONFERENCING SOLUTIONS
• An Event Call is any conference call that needs
  extra care because of its importance. Whether
  your event is for five or 5,000 people,
  InterCall delivers expert service and unmatched
  attention to detail. Your Event Calls are always
  in the expert care of our Event Services
  Division, staffed by conferencing professionals
  trained to ensure quality, consistency and your
  complete satisfaction.
• WEB CONFERENCING SOLUTIONS
• Our web solutions are powerful tools to
  communicate with anyone who should see as well as
  hear your message. InterCalls web conferencing
  services let you present a slideshow, tour the
  web or share applications and documents. Your
  audience follows along on their PCs in real-time
  as you control the presentation from your
  computer. Our Streaming service sends your
  message to the masses via the Internet, expanding
  your reach to the broadest possible audience.
• VIDEO CONFERENCING SOLUTIONS
• Video conferencing is the ideal solution for
  professionals who value face-to-face meetings but
  want to avoid the cost and hassles of travel.
  InView, InterCalls video conferencing service,
  makes it easy to meet your business objectives
  without losing the element of in person
  communications.

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Conferencing Applications

• crisis solutions

true video
There is a need for your customer to purchase
multiple types of services that are reliable,
globally scalable, and available from a single
provider.
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Intercall Conferencing Solutions
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Reservationless-Plus

• No Reservation Needed
• Perfect for day-to-day conferencing
• Department meetings
• Updates
• Last minute meetings
• 24/7 conferencing
• No reservations needed
• No Operator necessary
• No time limits
• Leader controls conference via phone or through
  web
• Up to 125 participants per conference
• Permanent toll free dial-in numbers
• Permanent conference codes

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Reservationless-Plus Features

• www.reservationless-plus.com
• www.eintercall.com
• www.theteleconferencingcenter.com
• At reservationless-plus.com you can
• Manage your account
• Change conference options
• Edit leaders profile
• View monthly usage
• View International Toll Free Numbers
• Web Moderator
• Schedule a conference
• Join a meeting
• Access archives/ recordings
• Access Customer Support

• Key Pad Commands
• 0- live operator- conference
• 00- operator assistance- leader only
• 1- dial out to a participant
• 2- start/ stop conference record
• Transcription service available
• 3- change entry/ exit method
• 4- private roll call
• 5 / 5- group mute/unmute
• 6 / 6- mute/unmute
• 7 / 7- lock/unlock conference
• 8- allow/disallow conference continuation
• - participant count
• -list available keypad commands

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Web Moderator

• Web Moderator Screen Shot

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InterCall MobileMeet Tools
Mobile Assistant Click-to-Call Mobile device
client gives customers a tool to initiate, join
and manage conference calls from multiple mobile
devices.

• Applications allow users to configure buttons
  to automatically dial into audio conferences with
  a single click or tap.
• Pre-load your most frequently used conference
  info and just tap to enter the call.

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Outlook Plug-In
With a single click, your conferencing details
are automatically inserted into an email, making
scheduling your meetings a snap. By using a
plug-in, you can quickly and easily create, edit
and schedule meetings with pre-defined
conferencing information right from your Outlook
toolbar.
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International Access

• Toll Dial in
• Participant is provided a local, US based, dial
  in number and incurs all long distance charges
• International Toll Free Numbers (ITFS)
• InterCall can provide a list of International
  countries in which we provide callers a toll free
  number
• List and service can be provided upon request
  Operator Dial out
• Operator dials out to any international
  participant
• All charges are incurred by the call leader
• International Local Access (ITL)
• Allows participants from various international
  cities to dial into their conference using a
  local number. Participants will each pay their
  own applicable local connection fees on their
  regular phone bill

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Operator Assisted Event Conferencing

• Operator Assisted
• Reservation-based service that offers customers
  audio conferencing service 24 hours a day, 7 days
  a week, with the personal assistance of an
  operator and support personnel who manage
  high-touch features
• Combines feature-rich conferencing with the
  professionalism offered of an InterCall Operator
  and perfect for larger or more formal
  conferences.
• There are over 40 ways to customize your call.
• Schedule your reservation over the phone or via
  our real-time Online Reservation system with as
  little as 15 minutes advance notice.
• Guests dial in to your permanent number and are
  greeted by an InterCall Operator who places them
  into the conference.
• InterCall does not limit the amount of
• participants on a call!! (advance notice reqd)

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Operator Assisted Event Conferencing

• Premium Event Calls
• An operator assisted call with 25 participants
  with one of the following features Q A,
  Polling, or Communication Lines 
• Event Plus
• Event Plus provides streamlined conference entry
• Participant entry by conference access number or
  secure passcode.
• Direct Event
• Direct Event provides streamlined conference
  entry
• Automated participant entry.
• Operator to Attendee Ratio
• InterCall115
• Industry 125
• InterCalls Event Services team has added 235
  members over the past five years.

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Surround the Call Features

• Before the Conference
• Event Registration
• Call notification
• Conference Passcode
• Branded Annunciator
• Dial In/ Dial Out
• Direct/ Music Entry
• Leader First/ Last
• Online Reservations
• PAC
• Promotional Tape
• Name Announce

• During the Conference
• Operator Assistance
• Leader-View
• Polling
• QA
• Roll Call
• Sub Conference
• Language Services
• Web Conferencing
• Streaming
• Private Roll Call
• Self/ Group Mute Unmute
• Communication Line
• Conference Lock

• After the Conference
• Conference Summary
• Attendee Reports
• Email/ Fax Confirmation
• Taping/ CD
• Transcription
• Encore Replay
• Archived Streaming
• Playback report
• Toll Free reservations
• On Line Account Management

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Why Web Conferencing

• Situation Today Business Challenges
• Connecting the disconnected
• Distributed workers Over two thirds of
  information workers collaborate with parties in
  different regions
• High cost of travel and meetings Travel costs
  average 1,000 per day per worker
• Simplifying online communication tools
• Web Conferencing has not crossed the chasm Less
  than 15 of Information Workers use Web
  Conferencing today
• Online training and events are even more
  underutilized Worker globalization and need to
  reach a broader customer base drive need for
  online learning and events
• Situation Today IT Challenges
• Meeting the needs of the changing IT charter
• Managing scarce resources
• Reducing implementation and operational risk
• Serving the global, remote and extended workforces

Sources Frost Sullivan, Gartner
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Web Solutions

• InterCall offers a range of web conferencing
  solutions designed for use with different types
  of meetings from less formal on-the-fly
  get-togethers to carefully structured
  company-wide conferences or training sessions.
• InterCall Web Meeting Bringing people together
  with web conferencing saves you time and money
  while making you more productive. Whether you
  need to host a small group meeting to collaborate
  real-time or conduct a seminar for hundreds of
  people, IWM gives you two solutions to meet your
  needs.
• Live Meeting powered by Microsoft, offers a
  flexible meeting environment that spans
  applications from larger, event-like
  presentations to smaller, more interactive
  sessions. Leaders have full control of the
  presentation including slides, web tours and
  other enhanced features like self-serve recording
  and audio controls.
• Mshow allows leaders to show multimedia
  presentations via the Internet. Leaders have full
  control of the multimedia presentation including
  slides, web tours and enhanced features such as
  Flash animation and integrated audio and video
  streaming. Custom content creation services are
  also available.

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Web Solutions cont

• MeetingCenter delivers web conferencing
  capabilities in a highly collaborative
  environment. Leaders have full control of the
  presentation including slides, web tours,
  application sharing and other enhanced features
  tailored for interactive, small group meetings
  such as file transfer and multipoint webcam
  video.
• TrainingCenter allows trainers to deliver live,
  interactive training to geographically dispersed
  employees, partners or customers via web
  conferencing. Share and annotate presentations,
  documents, whiteboards, applications, desktops,
  or Web browsers. Poll and test attendees, just as
  you can in a traditional training environment.
• SupportCenter provides all the tools to make your
  Technical Support Representatives (TSRs) as
  efficient and effective when working remotely as
  they would be on-site. With Suppor tCenter, TSRs
  can view, diagnose and solve customer problems
  online.
• EventCenter provides everything needed to deliver
  cost-effective and successful online events
  from event planning and promotion, to delivery
  and post event follow up and campaign reporting.

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InterCall Web Meeting Pricing

• Ideal Customer
• Flexibility with use of large platform and small
  collaborative meetings
• Multiple webcam functionality
• Pricing
• Flexibility of product purchases
• Per Minute
• Seat
• Named Host
• Named Host Flex

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MShow Pricing

• Ideal Customer
• Needs large platform - up to 10,000 participants
• Needs real-time video streaming (TV quality)
• Streaming video hosting availability
• Pricing
• Flexibility of product purchases
• Per Minute
• Seat
• Event packages

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Live Meeting Pricing

• Ideal Customer
• Needs large platform - up to 1,250 participants
  for professional license (15 participants for
  standard license).
• Microsoft based office
• New to web conferencing
• Pricing
• Flexibility of product purchases
• Per Minute
• Named User

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WebEx Pricing

• Ideal Customer
• Needs multiple applications
• Familiarity with WebEx
• Pricing
• Flexibility of product purchases
• Per Minute
• Seat
• Committed Minutes
• Bundled/Campaign Pricing
• Named Host
• Enterprise Named Hosts (includes all Meeting,
  Training, Event and Support Centers)

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Video Equipment

• CERTIFIED POLYCOM, TANDBERG, and LIFESIZE
  RESELLER
• The opportunity to sell equipment directly from
  Polycom, Tandberg, and LifeSize to your video
  conferencing customers
• When you uncover an opportunity to sell video
  conferencing equipment to a current or potential
  customer, you will follow the standard process of
  engaging your video overlay representative.
• Once all of the equipment specifications have
  been determined, the respective Polycom,
  Tandberg, LifeSize sales representatives and
  engineers will be brought in to assist in
  finalizing the sale.

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InView Video Conferencing

• INTERCALLS VIDEO MANAGED SERVICES
• Bridge management (on customers premise or on
  InterCalls premise)
• Remote endpoint management
• Web-based scheduling and conference room resource
  management
• Dedicated personnel to support video conferencing
  usage, call monitoring and equipment maintenance
• PUBLIC ROOM RENTALS
• InterCalls public room rental program enables
  organizations to conduct meetings over video with
  other companies who have not yet purchased video
  conference equipment, or who are located in
  remote areas without adequate access to the
  equipment or network requirements.
• Reserving a public room for yourself or for
  another party is easy. All the information you
  need to get started is outlined below.
• Over 8,000 locations available globally at
  250-400/per hour rental
• SCHEDULING IS EASY!
• www.inview.net

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Video Pricing

• Ideal Customer
• Needs to get to a rental within 48 hours.
• Needs to acquire equipment
• Needs to add multi-point bridging (off of
  internal network)
• Wants to have hosted service off internal network
• Pricing
• Public Room Rentals 250-400, depending on
  location
• Bridging Per minute .20 10/min, depending
  on location(s)/connection(s)
• Personal Video Equipment starts at 4,000
• Small Video Conference Room starts at 5,000
• Medium Video Conference Room starts at 9,000
• Large Video Conference Room 15,000
• InterCall Wholesale recently sold an equipment
  deal
• worth over 300,000!
• Do the MATH!!!

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New Products and Services

• Consecutive Simultaneous Interpretation
• Consecutive During your conference the
  interpreter(s) and all participants are in the
  same conference and everyone hears all the
  languages that are spoken..
• Simultaneous With simultaneous interpretation,
  separate conferences are held for each language
  that is spoken. The speaker hosts the main call
  in English as interpreters simultaneously render
  what is spoken in separate conferences. This
  allows for an uninterrupted conference free of
  pauses.
• Relay Conference Captioning
• Relay Conference Captioning is a unique service
  that provides live, real-time text streamed
  captions from your conference to deaf or hard-of
  hearing participants through the web and provides
  a captioner to be the voice for them.
• Outlook Plug-In
• Create one-click access to conferencing
  information using buttons in your emails toolbar
  and the Outlook meeting invitation window.
• Easily add audio or web conferencing information,
  including conference dial-in numbers, passcodes
  and web conference URLs, to your Outlook emails
  and meeting invitations.
• Send meeting requests via your Outlook iCalendar
  allowing attendees to accept, decline or
  tentatively accept the meeting invitation.

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The IntelliCast Solution

• Personalized interactive messages for effective
  and efficient communication
• High-Scale Delivery Capacity
• 4,700 production ports deliver 500,000 voice
  messages per hour
• System can also deliver 1.3MM email/SMS and 3,000
  fax pages per hour
• Geographically disperse and fully redundant data
  centers
• 98 answering machine detecti
• Multi-Media Delivery Options
• Traditional Voice (Landline and Wireless)
• PDAs (Voice, SMS and Email)
• Pagers (One and Two-Way)
• Email (Text and HTML)
• Fax

Note West has provided notifications since 1994
and currently supports 175 client campaigns that
will delivered 50 million notifications in 2006
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InterCall Online

• Single sign-on access to all services
• Online reservations, reports and account
  information
• Multiple versions for brand specific and region
  support

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Sales Success Tools

• Partner Extranet
• Product information, sales tools and marketing
  collateral
• https//partnercenter.intercall.com

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Training Program

• Selling Power

• 60-minute sessions focused on the selling process
  and how you can leverage InterCall's full suite
  of conferencing services to maximize sales
  opportunities

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Communications

• Partner Communications
• Monthly newsletters
• Weekly Selling Power invitations
• Send e-mail to aguenther_at_intercall.com

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InterCall Support Team

• WHOLESALE MARKETING SUPPORT 
• Anne Guenther
• Senior Marketing Manager
• 303-928-2835
• aguenther_at_intercall.com
• Taryn Stinson
• Associate Marketing Manager
• 773-867-7051
• tstinson_at_intercall.com  
• BUSINESS PARTNER TEAM MANAGEMENT
• Andy Goethals
• Channel Sales Manager
• 703-339-4454
• agoethal_at_intercall.com
• WHOLESALE LEADERSHIP 
• Tom Sullivan

• MAIN SALES SUPPORT
• Darren Suders
• Channel Manager
• 303-928-2452
• drsuders_at_intercall.com
• DEDICATED WHOLESALE ACCOUNT SUPPORT MANAGERS
• Angela Lehman
• 773-867-7048
• alehman_at_intercall.com
• Rebecca Bohadlo
• 815-230-5674
• robhadlo_at_intercall.com
• BUSINESS PARTNER WEB AND VIDEO SUPPORT
• Sean McDonald
• Channel Manager - Web and Video Conferencing
• 773-867-7012

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Questions?