Cloud & MHS Sales Accelerator Kit

IZO™ CLOUD & MHS SALES ACCELERATOR KIT

CLOUD & MHS SALES Customer challenges and requirements ACCELERATOR KIT Enterprises around the world are embarking on the path to ‘Digital Transformation’ to deliver cutting-edge services to CUSTOMER their customers. The need of the hour is to disrupt the market, innovate with new and optimised business models, and CHALLENGES AND stay ahead of the competition. A major part of this is enabled by moving to the ‘Cloud’. A well-crafted cloud model REQUIREMENTS backed by integrated Managed Services is the key to success. MARKET TRENDS CHOICE IN MARKET The key challenges that enterprises face today are: INTRODUCTION TO TATA COMMUNICATIONS’ IZOTM Improve the user experience by Integrating disparate IT systems into a CLOUD & MHS OFFERING reducing downtime, adding new single window for better management VALUE PROPOSITION functionalities etc. and monitoring. PRODUCT AND USE CASE VIDEOS Managing business risks as they do not Lack of knowledge in managing the IT AWARDS, CUSTOMER have a proper DR strategy in place. infrastructure, which is hosted in Cloud REFERENCES AND CASE STUDY Modernising the application landscape Storing the enormous amount of CONVERSATION (legacy applications, COTS products) data generating from CDRs, CCTVs, STARTERS AND to a cloud-native application suite. Security appliances for the compliance QUALIFIERS Lack of vision towards cloud adoption purpose. Storing them in traditional ELEVATOR PITCH (security & compliance issues, data tape/disk device is a great challenge, SOCIAL POSTS AND sovereignty issues etc.). also the traditional storage devices CUSTOMER-READY Transforming IT infrastructure from needs upgrade. EMAILERS a traditional on-premise setup to an Lack of understanding and visibility CUSTOMER agile cost-effective, and easy to use in Hybrid-Multi Cloud adoption. READY ASSETS Cloud infrastructure (the DX journey). Managing different workloads running in different infrastructure is a great challenge for CTOs. PREVIOUS 2 NEXT

CLOUD & MHS SALES Industry trends for cloud adoption ACCELERATOR KIT Each customer is at a different point on the journey to adopting cloud CUSTOMER CHALLENGES AND BUSINESS INNOVATION REQUIREMENTS CREATE NEW BUSINESS MODELS MARKET TRENDS CHOICE IN MARKET IT OPTIMISATION INTRODUCTION TO TATA MIGRATE APPLICATIONS COMMUNICATIONS’ IZOTM CLOUD & MHS OFFERING ADOPT CLOUD VALUE PROPOSITION PLATFORM PRODUCT AND Business agility USE CASE VIDEOS NEW BUSINESS SOLUTIONS AWARDS, CUSTOMER DEFINE CLOUD • Virtualisation • Application portfolio 60% • Setup business clouds REFERENCES AND STRATEGY • Enterprise private clouds rationalisation • Create new services CASE STUDY • Create hybrid clouds CONVERSATION • Business drivers • QoS assurance • Migrate apps to cloud and revenue models STARTERS AND • Portfolio analysis • Consume SaaS and BPOS • Standardise ADM on cloud • Standardise application QUALIFIERS • Benefits and timelines ELEVATOR PITCH Cost savings platforms SOCIAL POSTS AND 30% • Create ecosystem for CUSTOMER-READY EMAILERS Near term (6 months) Short term (18 months) Medium term (36 months) sustained innovation CUSTOMER Long term READY ASSETS Source: 451 Research Besides these challenges, customers care about: Adopting hybrid and multi-cloud Embedding security and Modernising the existing storage and and managing their infrastructure simplicity in operations. backup infrastructure to a cost-effective, from a single pane of glass. fast, and agile cloud-native storage. Please refer to the new IZO™ Cloud & MHS portfolio presentation to know more. Please refer to the new IZO™ Cloud & MHS Playbook (internal usage only) to know more. Watch this video: IZO™ Cloud & MHS portfolio video and understand how an integrated Cloud & MHS suite can transform the business landscape. PREVIOUS 3 NEXT

CLOUD & MHS SALES Market Drivers & Trends ACCELERATOR KIT In today’s hypercompetitive world, five mega drivers are impacting profitability and CUSTOMER influencing business decisions in the cloud and data centre market: CHALLENGES AND REQUIREMENTS Consolidations: Businesses Speed: Businesses must Mobility: People are working MARKET TRENDS are moving from the captive move fast and react swiftly and collaborating from CHOICE IN MARKET model to a third-party to market needs. The remote locations, while INTRODUCTION TO TATA hosted or cloud model. As move to an ‘app-centric’ the introduction of BYOD COMMUNICATIONS’ IZOTM per the most recent analyst world and presence on is enabling employees to CLOUD & MHS OFFERING reports, by the end of 2020, diverse sites is rising connect at any time from VALUE PROPOSITION 50% of data centres will rapidly, so modernising anywhere. A well-orchestrated PRODUCT AND be either consolidated or the IT landscape is very and secured mobility policy is USE CASE VIDEOS cloud-enabled. important. very much needed to enable AWARDS, CUSTOMER Simplicity: Businesses are Security: With a rising threat BYOD. REFERENCES AND focusing on core strengths, landscape, enterprise-grade CASE STUDY and outsourcing compute, security must extend to all CONVERSATION storage, networking, and users and enterprise resources, STARTERS AND security management to especially for the most QUALIFIERS service and cloud providers. dynamic and volatile ones. ELEVATOR PITCH SOCIAL POSTS AND The latest trends in Cloud computing market includes hybrid-multi cloud adoption, backup & disaster recovery CUSTOMER-READY implementation, adoption of containers to modernise applications, storage modernisations etc. EMAILERS CUSTOMER In a recent survey conducted by Tata Communications, we have found nearly 65% of IT leaders are building READY ASSETS cloud-native workloads to host them on public cloud, while more than half of them want to integrate public and on-premise workloads. According to Frost & Sullivan, the Cloud IaaS market is growing at a 36% CAGR in India (base year 2018, CAGR until 2024). Gartner predicts that the worldwide public cloud service market will grow from $182.4B in 2018 to $331.2B in 2022, attaining a compound annual growth rate (CAGR) of 12.6%. PREVIOUS 4 NEXT

CLOUD & MHS SALES Opportunity in the ACCELERATOR KIT global market/ Regional relevance CUSTOMER CHALLENGES AND The trends mentioned above and business requirements REQUIREMENTS create an opportunity to pitch IZO™ Cloud & MHS solutions MARKET TRENDS in different regions — India, Europe, APAC, and MECAA. CHOICE IN MARKET Please refer to the Playbook for details on ideal customer INTRODUCTION TO TATA profiles in each region and the opportunities you can tap. COMMUNICATIONS’ IZOTM CLOUD & MHS OFFERING PREVIOUS 5 NEXT VALUE PROPOSITION PRODUCT AND USE CASE VIDEOS AWARDS, CUSTOMER REFERENCES AND CASE STUDY CONVERSATION STARTERS AND QUALIFIERS ELEVATOR PITCH SOCIAL POSTS AND CUSTOMER-READY EMAILERS CUSTOMER READY ASSETS

CLOUD & MHS SALES Choice in the market ACCELERATOR KIT According to IDC, digitally fit organisations need to revamp their IT platforms to enable innovation. Business CUSTOMER transformation is a multifaceted mission requiring “business to run as usual” while supporting DX initiatives. CHALLENGES AND Enterprise IT must ensure that the current production environments are supported on cloud for continuous operation REQUIREMENTS while imbibing the 3rd party platform technologies necessary to transform digitally. There is also a need for integrated MARKET TRENDS security that provides a blanket layer covering all aspects of IT. The ideal landscape is a mix of both public and private CHOICE IN MARKET cloud solutions, including quality of service (QoS), user experience, and security of on-premise infrastructure, combined INTRODUCTION TO TATA with the scalability of a public cloud. COMMUNICATIONS’ IZOTM CLOUD & MHS OFFERING The Cloud market has some 1000+ vendors today Besides the basic vanilla cloud infrastructure or VALUE PROPOSITION offering varied types of cloud services, which can be platform or software, enterprises also seek the PRODUCT AND outlined as: following things: USE CASE VIDEOS AWARDS, CUSTOMER Hyper-scalers: Large scale public cloud providers Guidance on the cloud journey (public and private) REFERENCES AND like AWS, Azure, Google Cloud, IBM cloud etc. and to create an optimal migration plan. CASE STUDY CONVERSATION Telcos or DC providers providing Cloud: Simple management interface and support STARTERS AND Mostly private cloud setup (BT, AT&T, Tata for zero-touch provisioning to manage all the QUALIFIERS Communications, Netmagic, CenturyLink etc.) and underlying resources under a single pane of glass. ELEVATOR PITCH also enables hybrid multi-cloud adoption. SOCIAL POSTS AND Support for multiple types of network connections CUSTOMER-READY SaaS and PaaS providers: Large, mid-scale, and (MPLS, cable, DSL, LTE) as well as connection to EMAILERS start-up organisations providing different SaaS- public, private, and on-premise. CUSTOMER based solutions and PaaS platforms (SFDC, Force. READY ASSETS com etc.). Integrated Managed Security offerings. Managed Service for cloud resources. Refer to the IZO™ Cloud & MHS playbook to find out who are we up against and how we can win over these two types of choices. To know more about the competitors, refer the sales battle card on IZO™ Cloud & MHS products. PREVIOUS 6 NEXT

CLOUD & MHS SALES Introduction to Tata Communications’ ACCELERATOR KIT IZOTM Cloud & MHS offering CUSTOMER Tata Communications’ IZO™ Cloud & MHS Portfolio comprises IZO™ Private Cloud (IPC), IZO™ Cloud Storage (ICS), IZO™ CHALLENGES AND Managed Cloud for AWS /AZURE / GCP, IZO™ Cloud Containers, IZO™ Cloud Analytics Platform, and IZO™ On-premise REQUIREMENTS Cloud (soon to be launched) services. MARKET TRENDS CHOICE IN MARKET Enabling the cloud adoption curve INTRODUCTION TO TATA COMMUNICATIONS’ IZOTM Managed Colocation CLOUD & MHS OFFERING VALUE PROPOSITION Managed IZOTM Private IZOTM Cloud IZOTM Managed Cloud IZOTM Cloud IZOTM Cloud PRODUCT AND Hosting Cloud Storage for AZURE/AWS Containers Analytics USE CASE VIDEOS AWARDS, CUSTOMER Define cloud strategy and adopt cloud platforms REFERENCES AND Migrate aaplications CASE STUDY CONVERSATION STARTERS AND QUALIFIERS ELEVATOR PITCH SOCIAL POSTS AND CUSTOMER-READY EMAILERS CUSTOMER READY ASSETS Create new business models Professional services Managed services Security services PREVIOUS 7 NEXT

CLOUD & MHS SALES Introduction to Tata Communications’ ACCELERATOR KIT IZOTM Cloud & MHS offering CUSTOMER These services can help in the following ways: Multi and hybrid cloud adoption includes agility for CHALLENGES AND business with application proliferation to accelerate REQUIREMENTS Infrastructure transformation includes the pace of innovation and help enterprises take MARKET TRENDS infrastructure simplification, consolidation, and advantage of more than one cloud. CHOICE IN MARKET standardisation to improve performance and Application or storage modernisation leverages big INTRODUCTION TO TATA SLA’s to business etc. data analytics, BYOD proliferation and so on through COMMUNICATIONS’ IZOTM A business risk management through Disaster containers to move away from traditional storage CLOUD & MHS OFFERING Recovery (DR) setup includes setting up a devices to cloud storage, implementing big data VALUE PROPOSITION new DR site based on customer requirements analytics, managing devices through Enterprise File PRODUCT AND (public, private, on-premise), mitigating Fabric Solutions etc. USE CASE VIDEOS business risks with agreed RTO & RPO, and AWARDS, CUSTOMER managing and maintain business continuity. REFERENCES AND CASE STUDY IT infrastructure Multicloud and Manage business Modernising Drive business decisions CONVERSATION trasformation hybrid cloud risk with Disaster application infra with insights from Big STARTERS AND adoption Recovery service & DevOps with Data analytics and QUALIFIERS Containers machine learning ELEVATOR PITCH SOCIAL POSTS AND The IZO™ Cloud & MHS portfolio provides a simple, secured, and managed cloud to enterprises so that they can CUSTOMER-READY leverage the best IT infrastructure that has enhanced security solutions and backed by superior network capacity, with EMAILERS all of these monitored under a single management console. CUSTOMER READY ASSETS PREVIOUS 8 NEXT

CLOUD & MHS SALES IZO™ Cloud & MHS value proposition ACCELERATOR KIT and use cases CUSTOMER Tata Communications’ IZO™ Cloud & MHS portfolio provides enterprises with the flexibility, scalability, and in-built CHALLENGES AND security to help them thrive in this fast-changing marketplace. REQUIREMENTS Tata Communications’ infrastructure can help enterprises boost their productivity by rapidly deploying new applications MARKET TRENDS to work better, faster, and stronger. At the same time, its IZO™ Cloud & MHS platform can help customers manage their CHOICE IN MARKET business risks by ensuring they adhere to regulatory compliance and the data sovereignty framework. INTRODUCTION TO TATA Tata Communications is actively forging partnerships with industry leaders such as Intel, OpenStack, RedHat and many COMMUNICATIONS’ IZOTM others to build an open hybrid and multi-cloud ecosystem that is fit for the enterprises leading the way today and CLOUD & MHS OFFERING tomorrow. VALUE PROPOSITION PRODUCT AND Our key value propositions across geographies are: USE CASE VIDEOS AWARDS, CUSTOMER Build, migrate and manage any form of cloud IZOTM Private Cloud or MHS can complement any REFERENCES AND be it private, hybrid or multi-cloud public cloud estate to support applications that CASE STUDY Seamlessly orchestrate client’s multi-cloud can’t be deployed on public cloud CONVERSATION environment to make it appear as one IT High credibility and ability to offer “not just STARTERS AND environment, including the ability to provide cloud” but secure cloud QUALIFIERS storage, network and security component Platform built on ‘open technology framework’ ELEVATOR PITCH Integrated ITSM across cloud platforms to making it vendor, tool, and process agnostic SOCIAL POSTS AND support compliance and policy CUSTOMER-READY EMAILERS Refer to the IZO™ Cloud & MHS Playbook to find a snapshot of the value proposition and service differentiators and the CUSTOMER use cases of our IZO™ Cloud & MHS portfolio. READY ASSETS Refer to the industry wise use cases for IZO™ Cloud & MHS across geographies: Read here PREVIOUS 9 NEXT

CLOUD & MHS SALES Product and use case videos ACCELERATOR KIT IZO™ Cloud & Managed Hosting IZO™ Cloud Storage use case CUSTOMER Services portfolio CHALLENGES AND REQUIREMENTS Disaster Recovery use case Multi Cloud use case MARKET TRENDS CHOICE IN MARKET INTRODUCTION TO TATA COMMUNICATIONS’ IZOTM CLOUD & MHS OFFERING VALUE PROPOSITION PRODUCT AND USE CASE VIDEOS AWARDS, CUSTOMER REFERENCES AND CASE STUDY CONVERSATION STARTERS AND QUALIFIERS ELEVATOR PITCH SOCIAL POSTS AND CUSTOMER-READY EMAILERS CUSTOMER READY ASSETS PREVIOUS 10 NEXT

CLOUD & MHS SALES Awards, customer ACCELERATOR KIT references and case study CUSTOMER CHALLENGES AND Frost & Sullivan 2017 India ICT Award: REQUIREMENTS MARKET TRENDS Thrid Party Data Center Services Provider of the year CHOICE IN MARKET INTRODUCTION TO TATA Frost & Sullivan 2018 Best Practices Award: COMMUNICATIONS’ IZOTM CLOUD & MHS OFFERING India Third Party managed Hybrid Cloud Provider of the Year VALUE PROPOSITION PRODUCT AND Frost & Sullivan 2019 Product Line Strategy USE CASE VIDEOS Leadership Award: AWARDS, CUSTOMER REFERENCES AND Global Hybrid Cloud Services CASE STUDY CONVERSATION Frost & Sullivan 2019 Best Practices Award: STARTERS AND QUALIFIERS Multi Cloud Provider of the Year ELEVATOR PITCH SOCIAL POSTS AND 2019 Redhat Innovation Award CUSTOMER-READY EMAILERS One of top five honourable mentions CUSTOMER READY ASSETS Click here for the available IZOTM Cloud & MHS customer references and case studies. PREVIOUS 11 NEXT

CLOUD & MHS SALES Cloud Maturity Model Survey (CMM 2.0) ACCELERATOR KIT Are the organisations really \"Cloud-Ready\"? CUSTOMER CHALLENGES AND A majority of organisations are still struggling to answer this question. A closer look at the IT infrastructure, cloud REQUIREMENTS strategy, and application lifecycle, among other factors, will indicate where the enterprise lies on the cloud maturity MARKET TRENDS spectrum. CMM 2.0 survey to find out how cloud-ready the particular enterprise is. CHOICE IN MARKET INTRODUCTION TO TATA What’s new in CMM 2.0? A customer report to PSS within 48 hrs , which COMMUNICATIONS’ IZOTM advises the PSS — because client answered “X” CLOUD & MHS OFFERING An instant report to the client — we should now talk about “Y”. Where Y= specific VALUE PROPOSITION benchmarking on the 3 maturity buckets solutions or offers as SME session, workshop, PRODUCT AND (same as initial CMM plan) workload assessment etc USE CASE VIDEOS This will then get followed by nurture program after AWARDS, CUSTOMER A custom report to client within 48 hrs, 7 days. REFERENCES AND which gets deeper to say — because you We also have a reminder plan for clients who do CASE STUDY answered “X” we recommend you do “Y”. not opens the report along with an alert to the PSS. CONVERSATION Where Y= a SME session, read a IDC paper, STARTERS AND Workshop, workload assessment etc QUALIFIERS ELEVATOR PITCH Key insights from CMM 1.0 (on the basis of 181 responses): SOCIAL POSTS AND CUSTOMER-READY 65% of IT leaders are building cloud-native workloads to host them on public cloud, while more than half of EMAILERS them want to integrate public and on-premise workloads. CUSTOMER READY ASSETS 68% of IT leaders use a mix of both private and public clouds. Nearly half require both in-house IT teams and managed services partners. 57% of IT leaders agree some workloads or data could move to the cloud. Close to half are planning to use containers wherever feasible. 68% of IT leaders use a mix of both private and public clouds, and nearly 2/3rd have IT governance process in place. PREVIOUS 12 NEXT

CLOUD & MHS SALES Conversation starters and qualifiers ACCELERATOR KIT For conversations with CTO & Senior IT Director For conversations with CISO/Security Head CUSTOMER CHALLENGES AND How do you show IT as a revenue generator rather than Is enabling agile IT while maintaining tight control of REQUIREMENTS a mere cost centre? policies a challenge? MARKET TRENDS CHOICE IN MARKET READ MORE READ MORE INTRODUCTION TO TATA COMMUNICATIONS’ IZOTM For conversations with IT Head For conversations from an overall business CLOUD & MHS OFFERING perspective VALUE PROPOSITION What are the key business challenges that you are facing? PRODUCT AND What are your goals as you move up in the Digital USE CASE VIDEOS READ MORE Transformation journey? AWARDS, CUSTOMER REFERENCES AND For conversations with CFO/Procurement READ MORE CASE STUDY CONVERSATION Do you buy IT on pay as you go and reduce upfront costs? Refer to the IZO™ Cloud & MHS Playbook STARTERS AND for customer qualifiers & triggers. QUALIFIERS READ MORE ELEVATOR PITCH READ MORE SOCIAL POSTS AND Ask your customers to assess their cloud maturity CUSTOMER-READY and see where they are by taking this survey. PREVIOUS 13 NEXT EMAILERS CUSTOMER Also, read the customer triggers and objections handling for READY ASSETS customers who have taken the CMM survey. READ MORE

CLOUD & MHS SALES Conversation starters and qualifiers ACCELERATOR KIT For conversations with CTO & Senior IT Director CUSTOMER CHALLENGES AND 1 How do you show IT as a revenue generator rather than a mere cost centre? REQUIREMENTS 2 Does IT uptime directly impact your user experience? MARKET TRENDS 3 Are you able to support faster go-to-market by scaling IT on demand? CHOICE IN MARKET 4 Is multiple vendor management causing bottlenecks in IT automation? INTRODUCTION TO TATA 5 Are you facing any challenges to meet the compliance requirements of your industry’s regulatory bodies? COMMUNICATIONS’ IZOTM 6 Are some past investments and old infrastructure holding you back in moving to cloud or managed services? CLOUD & MHS OFFERING 7 What is the current status of your infrastructure – are you on the cloud or on-premise? VALUE PROPOSITION 8 Are you planning to move to the cloud? If yes, what capabilities do you want to add? PRODUCT AND 9 If you are on the cloud, how are your applications performing? How has it been architected? USE CASE VIDEOS 10 Are you planning to outsource management for some services? If yes, what services? What is your business goal? AWARDS, CUSTOMER 11 Are you using public cloud for all your compute resources, or are you using hybrid cloud with corporate data still REFERENCES AND CASE STUDY at your data centre? CONVERSATION 12 Are you looking for a single Cloud Service Provider or multiple to manage your services? Why? STARTERS AND 13 Are you satisfied with the existing services from your current Cloud Service Provider? QUALIFIERS 14 How long does it take for you to implement a new site or relocate an existing site? ELEVATOR PITCH SOCIAL POSTS AND PREVIOUS 14 NEXT CUSTOMER-READY EMAILERS CUSTOMER READY ASSETS

CLOUD & MHS SALES Conversation starters and qualifiers ACCELERATOR KIT For conversations with IT Head CUSTOMER CHALLENGES AND 1 What are the key business challenges that you are facing? REQUIREMENTS 2 How are you improving your IT infrastructure to better fit business? MARKET TRENDS 3 How do you improve your availability and performance of your infrastructure? CHOICE IN MARKET 4 Have you started up-skilling your IT resources on the latest technologies? INTRODUCTION TO TATA 5 Have you got a software-defined IT strategy to enable automation across your IT? COMMUNICATIONS’ IZOTM 6 How do you plan to lower your current IT costs? CLOUD & MHS OFFERING 7 How does your IT scale along with business? VALUE PROPOSITION PRODUCT AND For conversations with CFO/Procurement USE CASE VIDEOS AWARDS, CUSTOMER 1 Do you buy IT on pay as you go and reduce upfront costs? REFERENCES AND 2 Can the costs of the acquisition of skills or infrastructure be a hindrance to achieving faster go-to-market? CASE STUDY 3 Have you been able to contribute to business profitability significantly? CONVERSATION 4 Is multiple vendor management delaying your buying decisions? STARTERS AND 5 Is vendor selection a time-driven process while you are evaluating technology that is apt for your business? QUALIFIERS ELEVATOR PITCH SOCIAL POSTS AND CUSTOMER-READY EMAILERS CUSTOMER READY ASSETS PREVIOUS 15 NEXT

CLOUD & MHS SALES Conversation starters and qualifiers ACCELERATOR KIT For conversations with CISO/Security Head CUSTOMER CHALLENGES AND 1 Is enabling agile IT while maintaining tight control of policies a challenge? REQUIREMENTS 2 Have you defined a clear strategy to improve your security posture? MARKET TRENDS 3 How can you be better prepared to meet your governance, risk, and compliance requirements? CHOICE IN MARKET 4 Does the increasing use of mobility, social, and cloud in your workspace make your IT more vulnerable to persistent INTRODUCTION TO TATA COMMUNICATIONS’ IZOTM attacks? CLOUD & MHS OFFERING 5 Do you have an integrated view of your IT risks and are you able to respond or recover in a centralised or an VALUE PROPOSITION PRODUCT AND automated manner? USE CASE VIDEOS AWARDS, CUSTOMER For conversations from an over-all Business perspective REFERENCES AND CASE STUDY 1 What are your goals as you move up in the digital transformation journey? CONVERSATION 2 What capabilities and functionalities do you see missing in your current business scenario? STARTERS AND 3 How are you enabling your workforce to be mobile and work remotely? QUALIFIERS 4 How are you addressing your employees’ desire for better tools and security, such as mobile, bring your own ELEVATOR PITCH SOCIAL POSTS AND device (BYOD), video, cloud, etc.? CUSTOMER-READY 5 How consolidated is your global business? Is there a geographic and functional diversity across the estate? EMAILERS 6 Are your customers happy that your service quickly and effectively adapts to their demands? CUSTOMER READY ASSETS PREVIOUS 16 NEXT

CLOUD & MHS SALES ELEVATOR PITCH ACCELERATOR KIT 90 60 30 CUSTOMER seconds seconds seconds CHALLENGES AND HEAR NOW REQUIREMENTS HEAR NOW HEAR NOW VIEW NOW MARKET TRENDS VIEW NOW VIEW NOW PREVIOUS 17 NEXT CHOICE IN MARKET INTRODUCTION TO TATA COMMUNICATIONS’ IZOTM CLOUD & MHS OFFERING VALUE PROPOSITION PRODUCT AND USE CASE VIDEOS AWARDS, CUSTOMER REFERENCES AND CASE STUDY CONVERSATION STARTERS AND QUALIFIERS ELEVATOR PITCH SOCIAL POSTS AND CUSTOMER-READY EMAILERS CUSTOMER READY ASSETS

CLOUD & MHS SALES 90 SECOND ELEVATOR PITCH 60 SECOND ELEVATOR PITCH 30 SECOND ELEVATOR PITCH ACCELERATOR KIT Are you ready to hop on the next wave of growth for your business and experience the reliability, scalability, and CUSTOMER flexibility that the cloud offers? Are you facing any issues to manage different workloads on different infrastructure? CHALLENGES AND Do you have a large amount of data and not sure how to process it? Do you need agility and control at the same REQUIREMENTS time? Have you already visualised your organisation’s growth in leaps and bounds and are looking for the right kind of MARKET TRENDS infrastructure to innovate your business models? If your enterprise is facing any such issue, Tata Communications is the CHOICE IN MARKET trusted partner you need. INTRODUCTION TO TATA Tata Communications’ cloud services are the best in class and a one-stop solution for all your business challenges. With COMMUNICATIONS’ IZOTM a suite of services like IZO™ Private Cloud, IZO™ Cloud storage, IZO™ Managed Cloud for AZURE/AWS/GCP, IZO™ Cloud CLOUD & MHS OFFERING containers, and IZO™ Cloud Analytics, Tata Communications provides end-to-end support along with managed security VALUE PROPOSITION and fully managed services with 24/7/365 availability. PRODUCT AND With IZO™ Private Cloud, you can manage all your business-critical workloads and experience the power of the cloud USE CASE VIDEOS with the control and security you need. AWARDS, CUSTOMER Forget vendor lock-in and experience the hybrid and multi-cloud seamlessly. Tata Communications’ IZO™ Managed REFERENCES AND Cloud for AWS/Azure/GCP not only comes with advisory and cloud migration support, but we also manage your CASE STUDY different public cloud resources from a single pane of glass. CONVERSATION Our IZO™ Cloud Storage provides simple, secure, and reliable storage along with back-up and archiving of long-term STARTERS AND files, as well as on-demand retrieval. QUALIFIERS With IZO™ Cloud analytics, attain the right business acumen to engage with your customers in the best way. ELEVATOR PITCH Modernise your non-cloud native applications with IZO™ Cloud Containers and move them to the cloud. It also SOCIAL POSTS AND accelerates your Dev-Ops adoption and speeds up CI/CD implementation. CUSTOMER-READY With our unified interface (IZO™ Cloud Command), you can achieve higher levels of monitoring and control to track EMAILERS your usage and pay for what you use while improving productivity and enhancing your organisation’s agility. CUSTOMER Transform your digital landscape with a fully managed, API led, customisable, and holistically integrated IZO™ cloud READY ASSETS solution. As a market leader with award-winning services and technology in addition to an unmatched partner ecosystem, Tata Communications helps customers make smart business choices. PREVIOUS 18 NEXT

CLOUD & MHS SALES 90 SECOND ELEVATOR PITCH 60 SECOND ELEVATOR PITCH 30 SECOND ELEVATOR PITCH ACCELERATOR KIT Are you ready to hop on the next wave of growth for your business and experience reliability, scalability, and flexibility CUSTOMER that the cloud offers? Are you facing any issues to manage different workloads on different infrastructure? Do you need CHALLENGES AND agility and control at the same time? REQUIREMENTS Tata Communications’ IZO™ Cloud & MHS services are the best in class and a one-stop solution for all your business MARKET TRENDS challenges. CHOICE IN MARKET With IZO™ Private Cloud, you can manage all your business-critical workloads and experience the power of the cloud INTRODUCTION TO TATA with the control and security you need. COMMUNICATIONS’ IZOTM Experience hybrid and multi-cloud with Tata Communications’ IZO™ Managed Cloud for AWS/Azure/GCP. It not only CLOUD & MHS OFFERING offers advisory and migration support, but it also manages all your public cloud workloads. VALUE PROPOSITION Our IZO™ Cloud Storage provides simple, secure, and reliable storage along with back-up and archiving of long-term PRODUCT AND files as well as on-demand retrieval. USE CASE VIDEOS With IZO™ Cloud analytics, attain the right business acumen to engage with your customers in the best way. Modernise AWARDS, CUSTOMER your non-cloud native applications with IZO™ Cloud Containers and move them to the cloud. It also accelerates your REFERENCES AND Dev-Ops adoption and speeds up CI/CD implementation. CASE STUDY Transform your digital landscape with our fully managed, API led, customisable, and holistically integrated IZO™ cloud CONVERSATION solution. Come, partner with Tata Communications! STARTERS AND QUALIFIERS ELEVATOR PITCH SOCIAL POSTS AND CUSTOMER-READY EMAILERS CUSTOMER READY ASSETS PREVIOUS 19 NEXT

CLOUD & MHS SALES 90 SECOND ELEVATOR PITCH 60 SECOND ELEVATOR PITCH 30 SECOND ELEVATOR PITCH ACCELERATOR KIT Are you ready to hop on the next wave of growth for your business and experience the reliability, scalability, and CUSTOMER flexibility that the cloud offers? CHALLENGES AND Tata Communications’ IZO™ Cloud & MHS services are the best in class and a one-stop solution for all your business REQUIREMENTS challenges. IZO™ cloud suite of services offers end-to-end support along with managed security. With our Private MARKET TRENDS Cloud, Hybrid & Multi-Cloud, and Storage solutions transform your business landscape, achieve higher levels of CHOICE IN MARKET monitoring, take control to track your usage with a unified interface and pay for what you use while improving your INTRODUCTION TO TATA productivity and enhance your organisation’s agility. COMMUNICATIONS’ IZOTM Transform your digital landscape with fully managed, API led, customisable, and holistically integrated IZO™ cloud CLOUD & MHS OFFERING solution. Come, join hands with Tata communications to increase your business reach. VALUE PROPOSITION PRODUCT AND Watch the IZO™ Private Cloud & IZO™ Cloud Storage elevator pitch videos. USE CASE VIDEOS AWARDS, CUSTOMER REFERENCES AND CASE STUDY CONVERSATION STARTERS AND QUALIFIERS ELEVATOR PITCH SOCIAL POSTS AND CUSTOMER-READY EMAILERS CUSTOMER READY ASSETS PREVIOUS 20 NEXT

CLOUD & MHS SALES Social posts and ACCELERATOR KIT customer-ready emailers CUSTOMER Awareness Consideration Evaluation CHALLENGES AND REQUIREMENTS • Transforming Enterprise IT in the Digital World (Link). MARKET TRENDS • The #Hybrid & #Multi-cloud evaluation for Enterprises (Link). CHOICE IN MARKET • #DevOps & #Big-Data-Analytics for renovating and innovating enterprise business (Link1) (Link2). INTRODUCTION TO TATA • Tata Communications’ IZO™ Cloud & Managed Hosting Solution – your one stop shop for all your IT and business COMMUNICATIONS’ IZOTM CLOUD & MHS OFFERING needs. Meet the IZO™ Cloud family (Link). VALUE PROPOSITION • Modernise the traditional application landscape and leverage the power of the cloud with Cloud Containers (Link). PRODUCT AND USE CASE VIDEOS AWARDS, CUSTOMER REFERENCES AND CASE STUDY CONVERSATION STARTERS AND QUALIFIERS ELEVATOR PITCH SOCIAL POSTS AND CUSTOMER-READY EMAILERS CUSTOMER READY ASSETS Customer ready emailer DOWNLOAD View emailers PREVIOUS 21 NEXT

CLOUD & MHS SALES Awareness stage emailer ACCELERATOR KIT Take digital transformation in your stride CUSTOMER CHALLENGES AND Dear <Customer Name>, REQUIREMENTS Enterprises around the world are embarking on the path to ‘Digital Transformation’ to deliver MARKET TRENDS cutting-edge services to their customers a major part being enabled by a move to the ‘Cloud’. CHOICE IN MARKET A well-crafted Cloud model backed by integrated Managed Services is the key towards success. INTRODUCTION TO TATA Digitally fit organizations are required to revamp their IT platforms to enable innovation. COMMUNICATIONS’ IZOTM CLOUD & MHS OFFERING Some of the key challenges that enterprises face today revolve around: VALUE PROPOSITION • Modernizing the Hardware landscape & Application landscape (legacy applications, COTS PRODUCT AND USE CASE VIDEOS products) to a cloud-native application suite. AWARDS, CUSTOMER • Lack of vision towards Cloud adoption (Security & Compliance issues, Data Sovereignty REFERENCES AND CASE STUDY issues etc) CONVERSATION • Managing the business risks as they do not have a proper DR strategy in-place STARTERS AND • Increase the user experience by reducing downtime, new functionalities etc QUALIFIERS • Lack of knowledge in managing the IT infrastructure, which are hosted in Cloud (Private, ELEVATOR PITCH SOCIAL POSTS AND Public & Multi) CUSTOMER-READY • Integrating disparate IT systems into a single window for better management and monitoring EMAILERS CUSTOMER If you too are facing similar situations then it is the right time to adopt a new cloud strategy READY ASSETS Assess your Cloud maturity by taking this survey. Please read the whitepaper to know more. Contact me at <AM email ID> or at <Phone number> to know more about Tata Communications’ Cloud offering. Sincerely, <AM Name> Customer ready emailer DOWNLOAD View social posts PREVIOUS 22 NEXT

CLOUD & MHS SALES Social posts and ACCELERATOR KIT customer-ready emailers CUSTOMER Awareness Consideration Evaluation CHALLENGES AND REQUIREMENTS • Transforming Enterprise IT in the Digital World (Link). MARKET TRENDS • The digital transformation journey from Colocation to Cloud with IZO™ Cloud & Managed Hosting (Link). CHOICE IN MARKET • IZO™ Private Cloud brought the vVolve’s digital future forward in huge, cost-effective strides (Link). INTRODUCTION TO TATA • IZO™ Managed Cloud Service forms a fortress for Next-Generation global insurance platform for Elseco (Link). COMMUNICATIONS’ IZOTM • Tata Communications’ IZO™ Cloud & Managed Hosting Solution – your one stop shop for all your IT and business CLOUD & MHS OFFERING VALUE PROPOSITION needs. Meet the IZO™ Cloud family (Link). PRODUCT AND • Understanding the Hybrid-Multi Cloud journey (Link). USE CASE VIDEOS AWARDS, CUSTOMER REFERENCES AND CASE STUDY CONVERSATION STARTERS AND QUALIFIERS ELEVATOR PITCH SOCIAL POSTS AND CUSTOMER-READY EMAILERS CUSTOMER READY ASSETS Customer ready emailer DOWNLOAD View emailers PREVIOUS 23 NEXT

CLOUD & MHS SALES Consideration stage emailer ACCELERATOR KIT Adopt your cloud strategy with the right partner CUSTOMER CHALLENGES AND Dear <Customer Name>, REQUIREMENTS Now that you are aware about the challenges faced by the enterprises while using the traditional MARKET TRENDS on premise infrastructure, we would want you to know the benefits that you can derive while CHOICE IN MARKET progressing on your cloud adoption journey: INTRODUCTION TO TATA • Adopt Hybrid and Multi Cloud strategy and managing those infrastructure from a single pane COMMUNICATIONS’ IZOTM CLOUD & MHS OFFERING of glass VALUE PROPOSITION • Embed security and simplicity in operations PRODUCT AND • Modernize the existing Storage & Backup infra to a cost effective, fast and agile Cloud native USE CASE VIDEOS AWARDS, CUSTOMER storage REFERENCES AND • Manage your business risks by implementing a bespoke DR solution CASE STUDY CONVERSATION The Cloud & MHS market has some 1000+ vendors today offering varied type of Cloud services STARTERS AND to solve all possible challenges, leading to complex products and a bewildering array of options. QUALIFIERS So how does one go about choosing the right solution and from which vendor? Stay tuned to ELEVATOR PITCH find out. SOCIAL POSTS AND Please read the whitepaper to know more. CUSTOMER-READY Contact me at <AM email ID> or at <Phone number> to know more about Tata Communications’ EMAILERS Cloud offering. CUSTOMER Sincerely, READY ASSETS <AM Name> Customer ready emailer DOWNLOAD View social posts PREVIOUS 24 NEXT

CLOUD & MHS SALES Social posts and ACCELERATOR KIT customer-ready emailers CUSTOMER Awareness Consideration Evaluation CHALLENGES AND REQUIREMENTS • Tata Communications’ IZO™ Cloud & Managed Hosting Solution – your one stop shop for all your IT and business MARKET TRENDS needs. Meet the IZO™ Cloud family (Link). CHOICE IN MARKET INTRODUCTION TO TATA • Read the analyst report on Tata Communications’ IZO™ Cloud advancement (Link). COMMUNICATIONS’ IZOTM • [Case study] Discover how the Middle East retail giant transformed their business with IZO™ Cloud & MHS solutions CLOUD & MHS OFFERING VALUE PROPOSITION from Tata Communications (Link). PRODUCT AND • Are you really ready for the Cloud? Take the Cloud maturity survey and see where you lie on the cloud maturity USE CASE VIDEOS AWARDS, CUSTOMER spectrum (Link). REFERENCES AND CASE STUDY CONVERSATION STARTERS AND QUALIFIERS ELEVATOR PITCH SOCIAL POSTS AND CUSTOMER-READY EMAILERS CUSTOMER READY ASSETS Customer ready emailer DOWNLOAD View emailers PREVIOUS 25 NEXT

CLOUD & MHS SALES Evaluation stage emailer ACCELERATOR KIT Partner with Tata Communications for cloud CUSTOMER CHALLENGES AND Dear <Customer Name>, REQUIREMENTS MARKET TRENDS Since you are aware about the business challenges and benefits associated with Digital CHOICE IN MARKET transformation, with a robust cloud strategy we now want to present to you Tata INTRODUCTION TO TATA Communications’ IZO™ Cloud and MHS portfolio COMMUNICATIONS’ IZOTM CLOUD & MHS OFFERING Tata Communications’ IZO™ Cloud & MHS portfolio provides enterprises the flexibility, scalability VALUE PROPOSITION and in-built security to help them thrive in this fast changing marketplace. PRODUCT AND USE CASE VIDEOS Tata Communications infrastructure can help enterprises boost their productivity by rapidly AWARDS, CUSTOMER deploying new applications to work better, faster and stronger and at the same time its IZO™ REFERENCES AND Cloud & MHS platform can help customers manage their business risk by ensuring they adhere CASE STUDY to regulatory compliance and the data sovereignty framework CONVERSATION STARTERS AND Our key value proposition across geographies include: QUALIFIERS • Ability to build, migrate and manage any form of cloud be it private, hybrid or multi-cloud ELEVATOR PITCH • Seamlessly orchestrate client’s multi-cloud environment to make it appear as one IT SOCIAL POSTS AND CUSTOMER-READY environment, including the ability to provide storage, network and security component EMAILERS • Modernise both the hardware and application landscape to a faster, cost-effective and agile CUSTOMER READY ASSETS cloud landscape • Integrated ITSM across cloud platforms to support compliance and policy • Support applications that can’t be deployed on public cloud • High credibility and ability to offer “not just cloud” but Secure Cloud We have been constantly awarded with multiple prestigious awards in the industry, recent ones are: • 2019 Frost & Sullivan Product line strategy leadership award for Global Hybrid Cloud services • 2019 Red Hat Global Innovation Awards: One of the Five Honourable Mentions • 2018 Frost & Sullivan ICT Awards: Best Third-party Hybrid Cloud Service provider of the year (India) Discover how the Middle East retail giant transformed their business with IZO™ Cloud & MHS solutions from Tata Communications (Read) Contact me at <AM email ID> or at <Phone number> to know more Sincerely, <AM Name> Customer ready emailer DOWNLOAD View social posts PREVIOUS 26 NEXT

CLOUD & MHS SALES CUSTOMER READY ASSETS ACCELERATOR KIT Presentation Product video CUSTOMER CHALLENGES AND • Cloud & MHS portfolio • Cloud & MHS portfolio REQUIREMENTS MARKET TRENDS Playbook Use case videos CHOICE IN MARKET INTRODUCTION TO TATA • Cloud & MHS • IZO™ Cloud Storage use case COMMUNICATIONS’ IZOTM • Ideal customer profiles • Disaster Recovery use case CLOUD & MHS OFFERING • IZO™ Cloud & MHS • Multi Cloud use case VALUE PROPOSITION PRODUCT AND Analyst report Demo videos USE CASE VIDEOS AWARDS, CUSTOMER • Frost & Sullivan • IZO™ Cloud Command portal demo REFERENCES AND • 451 research • IZO™ Cloud Command live demo CASE STUDY • Global Data CONVERSATION Elevator pitch videos STARTERS AND Battle card QUALIFIERS • IZO™ Private Cloud ELEVATOR PITCH • IZO™ Cloud & MHS Battlecard • IZO™ Cloud Storage SOCIAL POSTS AND CUSTOMER-READY Portfolio Customer qualifiers and triggers EMAILERS CUSTOMER • IZO™ Cloud & MHS • Customer triggers READY ASSETS • Customer qualifiers and triggers Use cases Customer survey • Value proposition and service differentiators • Use case • Cloud Maturity Model Survey • Industry-wise use cases Customer ready emailers Case studies • Awareness stage emailer • IZO™ Cloud & MHS • Consideration stage emailer • Evaluation stage emailer PREVIOUS 27 NEXT