Via IP Annuity Booklet

Via IP’s wholesale division

is introducing:

A new program designed to protect and
augment your business revenue while increasing

longer-term customer retention



Via IP - who we are 04

Who we are, Our Products and Services Network,
Our Core Infrastructure, Our Nationwide Network

Market Analysis 09

Before, Current, Future

Annuity Program 11

Goal, What this means to me?

Our Investment 13

Financial, Value Breakdown, Annuity Program Cost

Next Steps 18

On-Boarding, Sales Phase 1, Sales Phase 2

wVhioawIPe are

Welcome to Via IP

We are a telecommunication company founded in Sydney in 1998. Since we opened our doors, our mission has
been to understand the market and our customer needs in order to provide the most valued of IT services and
infrastructure.
Throughout the last 16 years, we have built our own nationwide MPLS network, Hosted Voice, Network Com-
pute, and Managed Services infrastructures, strengthened by exceptional wholesale relationships with the Aus-
tralia’s biggest carriers such as Telstra, AAPT, Vocus and more.
We learnt through experience that to be successful in this industry and to be able to design productive solutions,
providers must be knowledgeable on the latest innovations this market has to offer and more importantly, know
our customers inside out. That is exactly what our team of 20+ do: we design innovative solutions tailored for
each and every customer we look after.
A company’s productivity heavily relies on their Communication Infrastructure, the IT systems that support it
and its inherent security. Our mission is to run our customers’ vital IT processes seamlessly increasing their pro-
ductivity, reliability, and profitability while building a trusted relationship they can rely on for the years to come.
Our expertise comes from developing successful solutions for companies in the government sector, non-for
profit and enterprise industries. Today, our strategy has evolved once more to offer a program that binds together
our expertise, services and core values of integrity and transparency.

Via IP’s new strategy was designed to aggregate trustable wholesale services
at wholesale prices. We are transferring the benefits and know-how gained over the

16 years onto our wholesale members through our Annuity program.

Heath Donald. Page 4
Managing Director – Founder.

Call us on 1300 274 000 or email [email protected]

Via IP who we are

Our Products and Services Network

As an aggregator of telecommunication services, Via IP has the ability to
provide whole-of business services to our members, including but not limited to:

voice, video, data, and managed services.
Ask for our Product and Service Matrix 2014 for more in-depth

information of our current offering.

Call us on 1300 274 000 or email [email protected] Page 5

Via IP who we are

Our Core Infrastructure

The core of our Cisco based network is fully owned and operated by Via IP.
It has been built on a multi-gig fibre diverse path backbone, fully
redundant, and with a guaranteed core uptime of 99.999%

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Via IP who we are

Our Nationwide Network

Via IP’s national MPLS core network infrastructure strengthens our capability to deliver reliable, cost effective
and tailored network services in order to meet our partners communications requirements.

• Private MPLS Network available throughout all of Australia,
New Zealand, Singapore, and Hong Kong.

• 14 Points of Interconnect (POIs) Australasia wide
• Interconnected through multiple Tier 3+ Data Centres in Sydney,

Melbourne, Brisbane, Canberra and Perth.
• 24*7 Network Operation Centre manned with level 2 & 3 certified

Network, Voice, and Cloud engineers
• Supported by HALO-powered proactive monitoring and reporting

Data Centres Page 7
Peering Points
International Private Lines

Call us on 1300 274 000 or email [email protected]

Via IP who we are

Providing services to the industry for many years has enabled us to built strong relationships that assure you,
once more, that we have the best wholesale services backed with the best quality products and support offered
by our suppliers and partners.

Our objective with the Annuity Program is to pass onto
our clients Via IP¹s competitive advantage composed by our expertise,

service quality relationships and credentials they can trust.

Our Partners Our Suppliers Our Accreditation

Industry
Affiliations

Call us on 1300 274 000 or email [email protected] None are exclusive, many have contract flexibility * Q3/2014 ^Q4/2014

Page 8

Manaarlkyesits

There have been some significant changes over the last 18 months in the
Australian Telecommunication / ICT Solution Provider space.
As an aggregator of telecommunication services, Via IP has identified - what it
believes - a unique window of opportunity to grow your business offerings.

Before

Telco vs Systems Integrators
ICT Solutions Provider

Large infrastructure investment INFRASTRUCTURE Low infrastructure investment
Cable, Core, Billing, NOC, etc.

Relative long contracts CONTRACTS Shorter term projects
Typically 12 months - 6 Years Typically 1 Day - 6 Months

Set and growing recurring REVENUE Ad-hoc project based revenue
monthly revenue for contract duration

Low customer interaction CUSTOMER High customer interaction
1 per Quarter - 1 per Year INTERACTION Daily - Monthly

Call us on 1300 274 000 or email [email protected] Page 9

Market analysis

Current

Market Shift

Telco InStyesgtreamtosrs What does this
mean to you?

• • E•- xMw•- p RH•ahaa LenoroqnekdHldruedievuziiiegectoconsrkhfaingantbctnatggasuoqebelesuuowlcriiccisnpovsuhsheemiicartsiranriepasloeecgsltnionscimnnfstoafgeeecunnwruncditnsotargltersmooysvtnmaesgnneeeraurrvgeibtceesaemrtssmreeeanlfoomtcr(ksH-TinAM) • Multiple services with overlapping contracts

• Lock-in customers into longer
term contracts

• Know business well and make it easy
to buy from

• Competitors offering your services and
other services

• HTAM - building relationship and many
opportunities to up-sell

Future Telco Systems
Integrators
18 months - 3 years
?HW
Predicting ICT / Telco market long term is daunting
Rapid development of ICT products and services • Telstra now Australia’s
Market Shifts are Increasing with the growing largest IT solutions provider
emergence of disruptive technologies
Existing telco partnerships in fragile state - CNR Channelwire. Feb 27, 2014
in light of current market changes
• Dataflex hits the wall

- CNR Channelwire. Feb 27, 2014

• Melbourne MSP in administration

- CNR Channelwire. Feb 20, 2014

Call us on 1300 274 000 or email [email protected] Page 10

Aprnonguraitmy

Goal: How: By leveraging Via IP’s core infrastructure
and Telco experience with your customer
Help create a relationships and services.
contracted recurring
Why: To protect your market share and adapt
revenue stream to market changes - New competitors,
new customer demands, etc.

When: Today!

At what At a fraction of price
Price?
compared to total
investment required...

Earn-out Plan

with 0% Finance

• White labelled billing engine - Single bill for all services
• White labelled marketing and legal documents - Faster time to market
• Infrastructure training
• Sales and pre-sales support - Fast growth and experience
• Technical support

Call us on 1300 274 000 or email [email protected] Page 11

Annuity program

Provide new complimentary
services and revenue streams
Lock-in customers on contracts

from 12 months to 5 years
Block competitors from gaining a foot in the door

and over-growing YOUR customer relationship
Overlapping contracts

Single billing relationship
for all services

What does this
mean to me?

With current telecommunication providers as partners (if any) the fact that they know
your customers and have a relationship with them, represent a business risk.

Telecommunication providers strategies can be unpredictable, meaning they can approach
your customer in order to offer them a complete solution any time

Call us on 1300 274 000 or email [email protected] Page 12

OcoustranIdnvvaelusetment

The Annuity program has been designed to give you an affordable solution in becoming your own service
provider. With this program you will not have to afford or being responsible for costs such as infrastructure,
billing, legal or marketing material.
Even more exciting, our very best pre-sales support team and solution architects will give you all the support
you need to succeed.

We have everything covered for you.
Therefore, you can concentrate in creating stable revenues that can

be counted on in the future building a stronger company.

Call us on 1300 274 000 or email [email protected] Page 13

Our Investment program and cost

Value Breakdown: Done in-house

$1.2 Million NETWORK
2 years Infrastructure

$1Million OPERATIONAL
1 years Expenses

$750,000 CLOUD TOTAL
6 months Infrastructure
$3.65 Million
$200,000 VOICE (minimum)
6 months Infrastructure for 36 months

$200,000 Billing Engine

6 months Deployment and Training

$200,000 24 X 7
1 year Operations Centre

$100,000 White -labelled documents
Legal and Marketing
3 months

for 36 months 2 FTEs for Design,
Deployment, and Training

Value Breakdown: With a partner (TBS / AAPT) Lower revenue
and higher risk
No Upfront
No Single Billing Relationship
No Client Ownership
Multiple Brands
Lower Margins / Sale Control

Call us on 1300 274 000 or email [email protected] Page 14

Our Investment program and cost

Annuity cost

Single billing engine under your brand
White labelled marketing and legal documents
Training and Sales Support
Solution Architects and L2 / L3 Technical Support
Client Ownership

Setup Fees: $10,000

Sales Commitment: $120,000

Ready in 6 months

Total sales of with 0% Finance
products and services
no repayments for
over 12 months 12 months

Call us on 1300 274 000 or email [email protected] Page 15

Our Investment program and cost Competitive Matrix Via IP Annuity!
Voice, Internet, Network, Co
Products on offer
YOU
Client ongoing ownership
Yes
Client deal protection
- Sales
Staff required - Level 1 Support
(option to outsource available
Est. annual cost of headcount $250k
Min cap-ex cost for infrastructure $0
Virtual BDM/SA ride along service in your brand YES
Legal support included including client contracts Yes
Marketing white label material included Yes
Lead Gen included Yes - Minimum 3 months
Monthly onsite training included Yes
Process and system development costs $0
Time to be ready 1-2 months
Estimated cost before first deal $12k
Ease of quoting from multiple suppliers
- 16 providers to choose from EASY!
Price guarantee
YES
Certifications you can use for your clients - Cisco Powered Cloud Prov
reference out of the box - refer to page 8 - Government Approved Clo
- Over 8 major Vendor Certifi
- PCI, ITIL and ISO 9000 TBC

In house TBS/AAPT/OPTUS Reseller Page 16

ompute Voice, Network, Internet, Compute Voice, Network, Internet, Compute

e) YOU The partner, loss of client
Yes engagement, partner will sell their
vider products over yours in due time
oud Provider
fications No, their retail can sell direct to
C your client whenever they want.

- Sales Sales
- Level 1, 2, 3 Support
- Marketing and Legal

$800k $200k Call us on 1300 274 000 or email [email protected]
$500k+ $0
No No
No No
No No
No Partial
No No
$100k None
15-24 months 3 months
$1M N/A

Difficult Impossible, against contract

NO NO

None None you can call your own

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Annuity program

• Build a contracted recurring revenue stream
• Lock-in customers with longer term overlapping contracts
• Single white labelled bill for all services
• Mix long term contracts with short term ad-hoc projects
• White labelled documents, training, sales and technical support
• Non-compete and confidentiality clause
• Deal registration
• Limited Partners per state

Call us on 1300 274 000 or email [email protected] Page 17

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On-Boarding

1 STEP ONE • CSoenletcratcstesrvigicneesdto be included
•
FCWionhnainftiegciulaarlbasetilolendodfosceurvmiceensts provided
•
•
•
• Training

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Next steps

2 STEP TWO On Sales Phase 12-3 Months
3
STEP THREEGa••on• • • da• lm:TRGQOapoBeBorurnrvugeuei-tic-ieeiJolslkidtwdmaolmyclrbcepecuebsofotusee,urnrrtadtritrfolieiaeiedndnmnsnngeicicttnegsnoleycgnrcnisunqge-fsuiurtsdatoneaaoenwadllmnedimefcsirreece,esryxqav, o-pbuerteiuueeanofnrsrsuenidteecerieoecno.-rnnrcmoiyscetnoe,pesqurasiiurtnaeacyploinfrmiocapavmtiadienoeynd,name
•

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•

Contact us... Page 19

and find out more today

Call us on 1300 274 000 or email [email protected]

Call us on 1300 274 000 or email [email protected]

Call us on 1300 274 000 or email [email protected] Page 20