Transcript Knology_Sales_Meeting

Knology Matrix
Sales / Marketing
Meeting
Agenda
Terminology
Selling Knology Matrix
Competition
Ideal Customer
Prospecting
Value Proposition
CPE Requirements
Terminology
Ports vs. Lines
Numbers vs. Ports
Hosted PBX, IP Centrex, Virtual PBX
Managed vs. Unmanaged
Selling Knology Matrix
Traditional PBX pros and cons
Centrex pros and cons
IP PBX pros and cons
Traditional Services
Pros
 Proven Technology
 Available everywhere
 Well known user
interface
 Can do toll bypass over
TDM / ATM / IP
 Feature Rich
 Numerous people versed
in in support of
technology
Cons
• Closed System, at the mercy of
the manufacturer
• Limited or no interoperability
• Must purchase all components
from the same vendor
• Incremental upgrades can be
expensive
• Need specialized staff to maintain
• Moves, adds, changes require
central programming
Centrex
Pros
 No proprietary PBX
 Off-the-shelf phones
 Expansion one phone at
a time
 No support staff
 Simple support for
multiple locations
 Basic features found in
traditional PBX systems
Cons
• Expensive advanced features
• Expensive moves, adds, and
changes (MACs)
• Dependant on phone company
for MACs
• Difficult user operation
• Inflexible feature set
• Limited interoperation
IP PBX
Pros
 Converged Infrastructure –
lower operating costs
 Low software upgrades costs
 Can do toll bypass over IP
 Low incremental costs
 Highly flexible in moving
extensions
 Easy to maintain and make
changes
 Same support organization as
network
 Open platforms, easy and quick
to implement new features
Cons
• Based on unreliable platforms or
expensive, proprietary PBXs
• Server hardware becomes
obsolete
• Limited interoperability
• Steep learning curve for
administrators
• Must retrain staff to support new
technology
• Limited knowledge base
Matrix Pros and Cons
Pros
 No proprietary PBX
 Standards based hardware
 Server hardware managed and
upgraded by provider
 No software upgrade costs
 Converged infrastructure –
lower operating costs
 Expansion one phone at a time
Cons
• Limited availability
Matrix Pros and Cons
Pros
 Advanced feature set
 Simple support for multiple
locations, including data
 Toll bypass
 Low incremental costs
 Moves and changes are simple
and inexpensive
 Same internal support
organization as data network
 Open platform, easy and quick
to implement new features
Cons
Matrix Selling Features
 Guaranteed call delivery
 business continuity
 Destruction of traditional voice paradigms
 Simplified billing
 Future Proof Architecture
Competition
Traditional PBX – Toshiba, Nortel, Avaya
Traditional Carrier – Channelized T1 providers,
DSL
IP PBX – Cisco, 3Com, Altigen
Ideal Customers
 Start-Up
 Growing or expanding
 Dissatisfied with existing provider
 Size – Ten or more ports
 Heavy user of either voice or data
 Multi-site based
Prospecting
 Direct Sales
 Cold calls
 Partners
 Affiliations
Value Proposition
 One provider vs. Six
 Local, LD, Internet, PBX, Email, Web
Hosting
 Efficiencies of Network
 Convergence – Advanced feature set
 Data rules applied to voice
 Price, Price, Price!
CPE Requirements
 Switches
 Routers
 Cabling
Moving Forward…..
 Visit each Division
 On-site presentations
 Training and certification
 Marines then Army
Features
Basic Features
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4-digit extension dialing
Multiple line appearances
Call waiting
Caller-ID
Toll restriction
Billing account codes
Message waiting notification
Call pick-up groups
Station-to station intercom
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Hold
Hold recall
Redial
Speaker
Mute
Do-not-disturb
Speed dials
Music on hold
Overhead paging access
Features
Advanced Features
SmartMove
Guaranteed Call Delivery
 Enhanced voicemail
 Automated attendants/ACDs
 Call forwarding
(Internal/External)
 Call transfers (Internal/External)
 Digital conference calling
 Direct extension assignment
 911 notification
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Direct Inward Dialing (DIDs)
Unified Messaging
PC Based Voice Client
Call Filtering
Directory Services
TAPI Integration
XML based applications