BT Business Cloud ComputingChris Lindsay General Manager, Business Applications

The UK is in recession

Getting credit is more difficult

Customers are selective in where

they spend

Managing cash flow is important

New technologies can help

Give a competitive advantage

They are available for companies of all sizes

Can benefit business now and in the future

Getting through troubled times needs

focus

Keeping customers

Cutting costs

Maximising productivity and efficiency

Closing next deal

The world is changing

Key business challenges

Improving marketing and sales effectiveness

Maximising business opportunities

Reducing costs

Extending customer reach

Accelerating deal closure

Using resources efficiently

Improving customer service

What is BT Cloud Computing?

Applications maintained by expert partner, so always up to date

No specialist IT support required

50% reduction in total ownership costs

No installation of hardware or software at your premises

No capital expenditure

– pay on a subscription basis

What is BT Cloud Computing?

A set of applications managed and hosted

externally by a specialist partner

Delivered over a secure high quality

network

Operational in weeks not months

Available anywhere with an internet

connection, even when on the move

Wha

t ar

e th

e be

nefit

s?

The BT difference

Clear visionSkills, network and

investment capability to integrate applications

with communications to benefit businesses

A trusted partnerComprehensive range

of high-quality applications with a full

commercial and service package from a single

partner

Minimised risk Applications always available and data securely protected

Business SolutionsDelivering cutting edge

services to benefit businesses now and into

the future

The business solutions we offer

Salesforce.com NetSuite SugarCRM

BT Smart Marketing (Genius)

Ribbit for Salesforce

Access applications wherever you are

BT eSignature (Echosign)

Xero NEW TO PORTFOLIO

BT has the credentials

Helps improve businesses with:

• Flexible, rapid, cost effective access to leading technology

• Easy to use solutions• No capital expenditure • No need for specialist resource

Looks to the future:

• Vision, skills and financial strength to integrate applications and communications to benefit business

• We understand and are committed to Cloud Computing

• Our vision - making businesses more effective and productive with Cloud Computing

Minimises business risk with:

• A range of market leading applications • Security expertise to protect data • Resilience – applications are always available

• Expert professional help

Can be a one-stop shop:

• Provide everything needed for a full solution

• Simpler partner relationship saving customers frustration and costs

• No tie to any one vendor, so businesses get 'best of breed’

• High quality of service with a single point of contact

BT Business UpdateRobin Mackenzie Marketing Director, BT Business

BT Business today

• A £2.8bn business • Over a million customers• Growing by moving into adjacent markets - where we have a low

share • Unique channel and partner strengths• A business with momentum

Recap of our Strategy

Grow BT Business by moving into adjacent

markets, where we have a low share

The economic climate has changed…• Are we at the bottom yet?• Customers are deferring spend unless convinced of hard benefits• Competitors are fighting harder for every £

The Vision

BT helps customers focus on

doing what they do best

Communications & Infrastructure

Hardware & IT Services

Applications & Content

The Opportunity The PrizeUnchange

dUnch

anged

Unchange

d

19% customers28% revenue

0.2% customers27% revenue

1% customers19% revenue

78% customers26% revenue

Channel strength is a long term differentiator

270 Desk Agents

50 ‘local’ business units560 field and desk agents

450 telemarketing agents

Resources

Small1-9 employees

Medium10-49 employees

Large50 +

employees

Online

sales

Specialist Sales focus

Over 1m Customers

Indire

ct chann

el partne

rs

450 Field/Specialist

We have a full set of capabilities

Single Service Organisation (Single SLA) and improvements in Customer Service

Communications/ Infrastructure - Maintain and enhance• Broadband and Value Added Services

• Mobile

• Conferencing

• One Plan

Applications/Software - Expand with partners• BT Cloud Computing

Hardware/ IT Services/ Devices - Build capability• BT Engage IT

• BT iNet

• dabs.com/ BT Business Direct

Communication

& Infrastructure

Hardware

IT Services

Devices

Applications

& Content

Service Wrap

Financing

We have already delivered growth

Communications/ Infrastructure - Maintain and enhance

9% growth

Applications/Software - Expand with partners

>100% growth

Hardware/ IT Services/ Devices - Build capability

19% growth

Communication

& Infrastructure

Hardware

IT Services

Devices

Applications

& Content

Service Wrap

Financing

Digital marketing services for SMEs Mick HegartyStrategy & Commercial Director, BT Business

Ivan CroxfordHead of Business Development, BT Business

The digital marketing challenge

Helping customers

• 25% - £78 billion of UK spend projected to come from online sales

• 80% of UK Internet users have a social networking profile (Comscore)

• 62% of shoppers consult a community site before making a purchase

• 30M people watched online video in Jan 2009 (Comscore)

• 70% of local searches done on search engines (Neilsen)

• 78% of Internet users research online when making an offline purchase (Web Visible)

BT Business analysis of 70,000 small business websites revealed:

• A significant number of business websites had no e-commerce facility to sell to customers

• Websites are poorly maintained – nine out of ten are not regularly updating website on their site to secure a good search listing

• Search engine optimisation techniques such as the use of key words is largely absent - Less than one in 3,000

• Nearly half of websites have bad pages containing broken or invalid links

• Value for money

• Skills

• Effectiveness

Our own customer insight

Today’s market context

BT Business is harnessing the four forces of the Web to help SMEs grow

Integrate with Business

Applications…

…and CRM

Digital

Marketing

Challenge

SocialBT Tradespace

CommerceBT eShop

ContentUser generated

SearchSEO, PPC

&

Web Analytics

BT Business IT ServicesJohn Dovey Director ICT solutions

About BT Engage IT

Our history

•Basilica Computing and Lynx Technology acquired by BT Group in late 2007

•Businesses merged into single organisation in May 2008 to create one of the most comprehensive IT Solutions portfolio in the UK

•1st April 2009 – rebranded as BT Engage IT

Our joint capability

•A leading provider of IT solutions and services

•Over 2900 customers nationwide

•Employs over 900 staff across 6 locations in the UK

with a skill profile of:

–Over 70 accredited MS Engineers

–Over 70 Professional Services Consultants

–Over 300 Field/Client Engineers

•Certified by the British Standards Institution (BSi) as operating in line with the international standard BS ISO IEC 20000 (Information Technology Service Management)

Our Vision

“To develop long-term partnerships with clients and

act as a trusted advisor to enable them to fully exploit

the potential of IT to generate business value and increase

operational efficiency.”

IT Solutions for business

Professional Services:Working to align customer business and IT strategy, and deliver practical roadmaps to deliver tangible ROI

IT Supply:Providing world class hardware and software supply, customised to suit specific client requirements

Infrastructure:Designing and implementing flexible dynamic platforms to deliver efficiency and growth

Business Productivity:Delivering value and improving efficiency through the successful deployment of resilient people, process and technology

Managed Services:Delivering robust and scalable support services to meet growing business demands

Business Partners

Our IT solutions portfolio enables us to work with clients to deliver an end-to-end capability to meet their business needs

Our strategic partners:We maintain a position of independent consultant and advisor to

our clients, whilst holding strategic alliances and partnerships with key technology companies in the marketplace.

About BT iNet

• ‘…is the Cisco 'Centre of Excellence‘ for business and organisational solutions specialising in Infrastructure, Security, Unified Communications & Mobility requirements that underpin BT's ICT Transformation vision’

• Our history• BT iNet is a wholly owned subsidiary of BT Group formed in 2006• Delivering £100m+ of Cisco based solutions every year.• Profitable & Financially Stable• BT’s ‘Centre of Excellence’ for Cisco Solutions• Cisco Gold Partner• Cisco’s Largest UK Partner

• Our core capabilities• Infrastructure - Routing, Switching, Data Centre & Wireless• Security - Policy, Perimeter & Prevention• UC - Collaboration, Voice/Video & Messaging• Mobility - Applications, Access & Freedom

• Underpinning skill sets

• Consultancy - Project Management - Technical Resources

About BT Business Direct/ dabs.com

• One-stop-shop:BT Business Direct/ dabs.com is a ‘one-stop-shop’ for all computing, networking & IT support needs – we’re specialists in working with small-to-medium sized businesses.

• Buy online or on the phone:Our dedicated business-to-business only website offers a range of e-Procurement options. Alternatively, we have a team of vendor-trained sales advisors.

• Huge range:Up to 20,000 different hardware and software products available at any time from all the world's leading I.T. vendors.

• Complete end-to-end solutions:Unlike many resellers, being part of BT allows us to extend our product portfolio way beyond merely hardware to include a wide range of both Voice & Data solutions.

• Tailored payment options & volume discounts:We offer a variety of ways to pay including credit accounts and business leasing plus discounts may be available for volume purchases.

Call: 0870 429 3010www.dabs.com

orwww.bt.com/

btbusinessdirect

More information

For more information, please visit

www.btbusinessexperience.com

Or contact Ian Walker

ian.j.walker@bt.com

+44 (0)20 7356 8043/ (0)7918035786