Positioning Devana to Generate Incremental Revenue

Devana enable you to provide your existing and prospective clients with innovative, flexible and affordable business telephony solutions. Bringing portability to business telephony, solutions easily and cost-effectively extend all the features and applications of your customer's existing business voice system (i.e., PBX and KTS) - including your internal dialing plan, call conference, hold and transfer capabilities, and access to corporate directories, automatic call distribution and voicemail - to their increasingly distributed workforce and operations. Devana Communications delivers the rich feature set of business telephony found in corporate offices to branch offices, teleworkers, home-based call center agents, and employees "on the go" over traditional and next-generation networks.

This document will provide you with an understanding of Devana's basic value propositions, typical applications, target industries and an overview of comparative competitive information you can use to create your proposals, close sales and generate incremental revenue.

Devana solutions deliver real value to your customer's business by providing the same telephony experience to all employees organization-wide regardless of location; operational efficiencies with existing network equipment; and significant cost savings over other solutions by enabling your customer to leverage their existing voice system and data network investments. By offering Devana solutions, you enable your customers to take advantage of innovative technology that delivers value in a number of business areas, positively impacting employee productivity, technology investment and ongoing communications costs within the organization.

Devana Values

Value	How?	Results
Extend business reach	Delivers full set of PBX/KTS features and functionality to all employees anytime, anywhere, over any network	Business is conducted closer to customers, partners and suppliers
Protect existing investment while embracing new technology	Works with existing PBX/KTS No "In-PBX" technology	Leverages current PBX/KTS investment and existing phones Eliminates the need for multiple PBXs/KTSs Works with broadest range of PBX/KTS protocols, networks and devices Does not depend on TDM technology
Reduce communications costs	Uses existing data network (e.g. IP, ISDN, Frame Relay, Analog, ATM, T1/E1, DSL)	Savings in the following areas: Network, Administration, Maintenance and Training Greatly simplifies administrative and maintenance headaches for telecom manager
Offer flexible migration options to next-generation technology	Flash upgrades No need to upgrade PBX/KTS in most cases	Platform can easily adapt to new network protocols and standards Can evolve to "next generation" environments with software upgrades Allows for migration at your "own" pace
Improve professional image through commonality	Appearance of one All employees have same telephony services and applications regardless of location	Employees are available when the customer needs them Customers need only have one number to call Calls can be routed seamlessly across geographies and time zones Improved customer service and satisfaction
Meet requirements of increasingly distributed workforce and operations	Empowers individuals with portable business telephony Individuals have full functionality of business voice system anytime, anywhere	Always connected to colleagues and customer Common interface: one system to learn and operate Choice of access network Feeling of belonging Improved quality of life
Scalability and Growth	Stackable modules Scalable to any size	Allows for cost-effective expansion of system to customer's desired size
IP Telephony	Allows packetised voice to be transmitted over the data network	Converged voice/data network solution Reduces telecom costs and eases system management

Multiple-User Solutions

Organizations looking to meet the needs of employees at branch or satellite offices are taking advantage of Devana's multi-user solutions to provide an "appearance of one"- same telephony services and applications - to all locations. Using the Devana Extender for Branch Offices, companies are able to bring their business closer to their customers, improve employee productivity and retention, and better utilize their existing network without increasing bandwidth requirements or having to purchase another PBX or KTS system. And, in most cases, Devana requires no upgrading of the current PBX to get the solution running.

Remote Branch Office

Organizations use Devana solutions to provide their branch office employees access to all of the features and applications of the corporate PBX/KTS.

Remote Call Center

Organizations also rely on Devana Extender technology to distribute their corporate voice telephony to call center employees in remote locations, providing complete PBX features including critical applications such as Automatic Call Distribution (ACD).

Devana Single-User Solutions

Organizations use Devana's single-user solutions to support both full-time and casual teleworkers. In many areas of the country, finding employees with the right skill set from a local talent pool can often be a challenge due to low unemployment rates and stiff competition. Often times, this means costly recruiting out-of-area to fill vacancies. Using Devana's single user solutions, companies are able to attract new and highly skilled talent and improve employee retention and productivity. In addition, the organization enjoys a cost-effective solution that leverages their existing PBX/KTS and ACD investments avoiding expensive voice network additions. What's more, Devana solutions operate across any network, providing choice for the teleworkers.

Devana's offering of single-user clients, like the Devana Extender for IP, allows workers in a home office to access the full set of features provided by the corporate PBX just as if they were the office. Plus they have access to data connectivity through the same device. Devana’s Remote application provides a low cost teleworkers solution for users who do not require a digital set. Remote application works with broadband connectivity or any 3G mobile phone.

Mobile Solutions

The Mobile clientis designed specifically for companies with mobile employees. Organizations can now enable ordinary cellular phones to operate like fully functional digital sets from which four-digit dialing, call hold, transfer, conferencing, corporate directories, auto attendant and the convenience of one voice mailbox are all easily available. The Mobile client application enables cellular phone users to handle calls while "on the go" exactly as though they were sitting at their desk in the office.

In-Building Wireless System

Using the Mobile Client, any building can be turned into a wireless campus using the public wireless network and standard cellular phones.

Vertical Industry Targets

Devana solutions are being deployed by organizations in all industries, including retail, finance, travel, government and education providing them the competitive advantage of improved call coverage, centralized management, application sharing and employee availability. And while this is certainly positive for any organization, certain industries have more to gain than others. Competitive industries with frequent and intensive customer interaction are ideal candidates for Devana solutions. These are industries where customer service is a key differentiator.

Retail

Retail companies are relying on Devana to provide a single, unified communications system across multiple outlets in a city or state. By deploying Devana solutions, individual stores are readily accessible to one another. Customers calling one location with a question have access to employees in all locations. And inventory checks are no longer a nightmare. Centralized management allows store owners and managers to focus on what they do best…selling. In a retail environment, this translates into increased sales and improved customer satisfaction and loyalty.

Financial Services

Insurance companies, banks and credit institutions all are characterized by a need to operate "up close and personal" with their customers. Devana's distributed voice solutions enable these organizations to "conduct business" closer to customers, partners and suppliers. The people who serve customers locally can live within the communities they serve, interact with their customers face-to-face on a daily basis and still enjoy the many important features and functionality of the main office's corporate PBX or KTS. A customer calling an insurance agent who is extended via the Devana Mobile Client has a much better chance of having his needs addressed promptly than if calling an insurance agent who is not extended via the Devana Mobile Client and out of the office. In the first instance, the customer is likely to reach the agent directly whereas in the second instance, the customer is likely to play phone tag.

Having access to call transfer, hold and conference capabilities while "on the go" enables the agent to operate with the full support of his corporate office and associated resources.

Travel/Hospitality

Having an agent at the ready when a customer calls is essential for profitability in the travel industry. In fact, it's a recipe for long-term success. Airlines and travel companies rely on Devana to provide the power behind the "anywhere, anytime" call center. With Devana solutions, agents are able to work from whatever location they choose (home/satellite office) yet remain fully integrated with the corporate ACD queue, answering customer questions and booking travel arrangements in real time. During "after hours", agents in different time zones can pick up the load and service customers. Devana solutions offer the maximum in flexibility, an important and critical differentiator for this industry.

Devana's single-user teleworking solutions also offer tremendous opportunities with respect to recruiting and retention of skilled employees in this industry. With Devana solutions, companies can tap into a non-traditional talent pool who because of geography and lifestyle choices - prefer not to work in traditional office locations during traditional work hours.

Government

Government agencies are large proponents of Devana for a number of reasons. First, government agencies are typically structured with employees distributed across multiple satellite offices in order to provide "local" service to their constituents. At the same time, these employees maintain a high degree of interaction with peers in other offices, sharing information and answering questions. The efficiencies afforded through universal access to a common voice messaging system as well as the full complement of PBX features and functionality enabling four-digit dialing, call hold, transfer, conference and more are significant.

Additionally, many state and local government entities have telecommuting mandates that require a certain percentage of employees to work from home. Devana's array of teleworking solutions provide affordable easy-to-install applications which enable compliance and provide full functionality to individual home offices over any network (analog, ISDN, xDSL) chosen.

Education

School systems, in particular, like the fact that Devana products provide a common telephony experience across a campus environment. Many school systems, colleges and universities nationwide are discovering the numerous benefits of deploying Devana solutions. Devana clearly provides attractive alternatives to purchasing separate PBXs or KTSs for every location.

Qualifying Prospective Clients

When qualifying existing and prospective clients as potential candidates for Devana business telephony solutions, keep the following questions in mind.

Qualifying Questions

1. Does your customer have a PBX/KTS?

- If so, what kind of PBX/KTS does your customer have?

2. Does your customer operate out of multiple locations?

- Would they like to tie those locations together to achieve "appearance of one" and reap all the benefits that go along with that?

3. What kind of network does your customer have?

4. Does your customer operate in an industry that is highly competitive and relies on customer service as its primary differentiator?

5. Does your customer have highly volatile call volumes?

- Would they benefit from call flow management?

6. Does your customer offer its employees the opportunity to telecommute?

- If not at the present, would they like to?

7. Does your customer have a mobile workforce?

- Employees who are "on the go?"

8. Does your customer have a variety of work arrangements in place today?

- Would they like to develop alternatives?

9. Would your customer like to centralize the administration and maintenance of the corporate voice system?

10. Does your customer incur hefty long distance expenses?

- Are they looking for a way to reduce these costs?

Compelling Advantages

Devana solutions offer compelling advantages when compared to "competitively" positioned products. Although we believe Devana solutions are in a class of their own, there are other products available today that claim to deliver similar capabilities. In addition, several products in the marketplace position themselves as alternatives to the placement of additional PBX or KTS systems. A list of potential alternatives you may encounter in your customer conversations are included below along with their limitations:

	Example	Potential Limitations	Devana Addresses
IP PBX	3Com NBX	Commitment to unproven protocols/technology Replaces proven PBX blue chip technology	Devana is compatible with leading PBX/KTS and their supported phones Minimal bandwidth requirements No upgrading of PBX software (in most cases)
IP Phones	Pingtel, Siemens	Voice quality concerns Training users to learn new technology	Devana solutions are optimized to carry packetised voice traffic No training necessary: employees use familiar digital phone
Voice and Data Routers	Cisco AVVID	Does not work with existing PBX Voice quality over the LAN/WAN a concern	Devana solutions leverage the infrastructure in place
Centrex	Central office services	Not available in all locations Relatively expensive on a per user basis Recurring monthly charges	Devana solutions work anywhere and over any network

Alternative solutions suffer from indecision surrounding standardized protocols, unproven technology, limited feature availability and a reliance on a company to shed the perceived blue chip reliability of the PBX/KTS.

Although there are many factors differentiating Devana solutions from other alternatives in the marketplace, two are MAJOR and merit repeating.

- Devana solutions work with leading PBX and KTS systems deployed worldwide

- Devana solutions support ANY network

Devana works with the following PBX/KTS Protocols and Networks

PBX/KTS Protocols

- Alcatel: 4200 and 4400

- Avaya: DEFINITY® ECS MERLIN MAGIXTM

- Ericsson: MD110 and BP250

- Iwatsu: ADIX APS

- NEC: NEAX2000™ NEAX2400™ NEAX2400 IMX

- Nortel: Meridian® 1 and Norstar®

- Panasonic: DBS 576 and 576HD

- Toshiba: Strata DK

Networks

- IP

- ISDN

- Frame Relay

- Analog

- ATM

- T1/E1

- xDSL

Your Partner to Success

Station Network is committed to providing unique business telephony solutions that allow you and your customers to achieve success. The benefits of distributing PBX/KTS features and applications to off-site employees enables significant productivity increases, preserves and leverages existing PBX investments and generates incremental revenue for you. When you deliver Devana solutions to your existing and prospective clients with branch offices, remote call centers, mobile employees and telecommuters, they will realize material value in the seamless connection achieved between their corporate offices and remote offices and home office workers.

The innovative array of Devana products provides flexible solutions designed to suit any situation. Today, Devana’s solutions have met with resounding success in the retail, financial services, travel/ hospitality, government and education verticals for the reasons articulated earlier. Devana offers an affordable solution for every one of your customer's employees whether they are at a branch office, a remote call center, "on the road" or working at home.

Devana's solutions work with the broadest range of PBX/KTS protocols over any network the customer chooses. Devana solutions are flexible, easy-to-install and cost effective.

Contact your Devana representative for more information email at info@station.net.my

Station Network