COMPTEL PLUS Keys To Profitably Delivering VoIP to SMBs. Hosted IP-PBX and IP Trunking

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1 COMPTEL PLUS Keys To Profitably Delivering VoIP to SMBs Hosted IP-PBX and IP Trunking 34

2 Topics for Discussion COSTS Hardware, Install, Network & Seat, Distribution, & Support Costs Pricing in SMB Market (Hosted PBX & IP Trunking) Pick your Target Market & Verticals (SMB- SOHO) Competitors (CLECs, Cable, RBOCs, IXCs, Content Providers) Bundling (Managed hosting, Conf, IM, Data Storage/ Backup Promotion & Marketing (key points) Marketing tools Total Cost of Ownership, ROI, Single Vendor Origination Coverage Local, Regional, National Mission Critical Services, Stress Reliability, Support, and delivery Differentiation. Service, Support, Knowledge, Simplicity, Reliability 35

3 What Direct Line Does Products Hosted IP PBX, Centrex, IP Trunks B Band Access & Local Long Distance & 8xx Web & Audio Conf Managed Hosting Secure IP VPN (Q3 2006) Supported by One Call Center Delivered on One Bill Services Site Survey Design Guidance Installation CPE Sales Equipment Leasing Technical Support 36

4 Hosted PBX Costs Are Profits Hidden?? Hardware Phones, Routers, Soft Phones, switches (low margins) Network, Seat, Enhancements Local & LD mins, Seats, NRC, Enhanced Features (Auto Attend, etc) Interview your prospects (find out local & LD volume) Installs and LAN Assessments Truck Rolls & Site visits.very COSTLY & Time consuming Local B Band circuit installs costly and need coordination Distribution Cost Direct Sales or Indirect Sales Direct Sales, expensive short term ($50k-$70k base, total $125k+) Indirect Sales (no control, Performance???, expensive long term Training takes time with large $$$ invested 37

5 Hosted PBX Costs Continued Tech Support, Pre & Post Sale Phone config and burn in before shipping Need SE for firewall, switches & LAN Config Need Post Sale-Pre install vendor coordination (LAN, IT vendor) Customer Support Centers (Multi-functional) Hosted Services, Conferencing, Data Storage, etc Billing Support for Multiple services Need for Procedures & Policies (RMA Process, Warranty Policy, etc) BOTH COST MORE $$ vs. typical customer Care!!! 38

6 Hosted PBX Pricing for SMBs Measured local per minute price < $.02, low fixed seat price< $20 Flat rate local (unlimited Mins) per Min LD price < $.04 Unlimited Local & domestic LD minutes <$49 seat All class 5 features w/ VM included FREE Enhanced Seats cost < $9 extra w/ outlook Installs fees for T1, phones and Routers On net calling free with virtual DIDs < $9 39

7 IP Trunking Pricing Dynamic T1 w/ IP, local, & LD Up to 40 voice paths, 1,54 megs IP, unlimited local $1499 MRC Bundles and packages w/ld minutes and enhanced services Bandwidth Choices Bonded T1s, Tiered DS3, Burstable DS3 per meg Per meg prices based on size of pipe, Circuit Installs $999 Ds1 and $1999 DS3 Managed Services MPLS, VPN, Monitoring, Hosting, IM, soft client, etc Fee based services w/ MRC 40

8 Marketing Cost & Promo Hosted PBX & IP Trunks Cost of Acquisition Promo, Advertising, PR, Collateral Know your cost to acquire a customer Direct & Indirect Know your cost of total marketing & Promo When do you break even on sales cost (direct & indirect) Local, Regional, or National.. Marketing Cost are different Rifle or shotgun marketing What verticals Cost of Sales/ customer acquisition is different by Region Direct vs. Indirect What Channels do you market to with Indirect VARS, Resellers, Server & Data Com dealers 41

9 Know Your Target Market SMB Customers Employees Multi-Locations in Tier 1, 2, 3, 4 Markets Heavy LD & Broadband Users (on-net free calling) SMBs needing Secure Data Between Sites IP-VPN) Companies with Mobile and Remote workers Companies with multiple vendors 42

10 Differentiation??? Service (Offer Turn Key Solution) Sell and charge for quality (QoS, SLA) One Stop Shop for all Network Services & PBX One invoice / vendor for multiple services Support & Reliability (up time & SLA) Sell & charge for Tech support Pre & Post Sale ongoing support Sales Knowledge (training)!!! Solutions Sell l!! Not just Price Simple Pricing Flat rate by min, by seat, by bundle, by employee, 43

11 Strategic Vendors 44

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