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  • Designed for medium to large businesses
    Includes voice conferencing capabilities
    Individual 10-digit numbers can be provided to each employee for direct access
    Find me/follow me allows employees a single number that travels with them.
    Soft Console
    Allows the receptionist to determine telephone availability
    Caller attendant enables callers to self-select individual or department.
    Covad Dashboard management tool:
    Click-to-Call, speed dialing using a computer mouse
    Visual Voicemail: view, prioritize, and email for voice and fax messages
    Fax Mail: faxes to be sent and received just like email
    Interoffice instant messaging
    Instant Conference Calling and Web Conferencing
    Pick up Web-accessible 411
    Call logs for incoming, outgoing, and missed calls
    Web and email options are divided into two plans.
    Measured plan includes 15 Covad.net email boxes, 15 Mb of web space at Covad.net and 10 Mb email storage capability
    Unlimited plan includes 50 client domain and 15 Covad.net email boxes, 1.25 GB hosted and 15 Mb Covad.net web space, and 80 Mb hosted and 10 Mb Covad.net email storage
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    Talk about voice mail platform migrated from Centigram to IPUnity. Two Virtual Service Office locations today (both in the San Jose area). A third Covad service office is planned for McLean, VA to serve east coast.
  • Say: Broadband can come in multiple ways. T1 either EON, extended on-net for Covad or VOA (Voice Optimized Access). SDSL is a Covad provided DSL line. We’ll talk more about this opportunity later.
  • What are the different types of DSL? (ADSL, SDSL, IDSL)
    Is DSL distance sensitive (Yes, app. 15,00 ft)
    What is line sharing (Covad sharing line capacity with ILEC)
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    Say: Lower Capital Investment
    $500 - $700 per seat – driven by CPE type
    Protected from Technology Obsolescence
    Upgrades are made in the core by Covad
    Intelligence and new features pushed to the edge
    Far less CPE required, significantly less to maintain
    Moves, adds, changes now self-administered
    Service is subscription based – grow or shrink at will
    Add phones, switch ports and bandwidth as needs dictate
    PSTN Connectivity
    Local, LD, Int’l, 800, ISP, WAN – bundled from one provider, one bill.
    Satisfaction guarantee maintains your flexibility while protecting your price.
    Disaster Vulnerability
    All intelligence is in the network – reroute inbound calls to any valid phone number anywhere in the world…in seconds.
  • Covad’s solution can be on an EON (extened on-net) T1 circuit or VOA T1. Covad’s Voice Optimized Access provides the ability to prioritize voice traffic not only over the last mile (T1 or DSL), but also through Covad’s network. The result is a connection that minimizes packet loss, maximizes network utilization, reduces jitter – increasing network reliability, resulting in a superior voice service.
    The last solution can be an SDSL connection, as we are currently discussion.
  • Need final verification that a VOA T1 using G.729 will only support 18 concurrent voice calls.
  • Distance sensitive technology with SDSL
    Flexible bandwidth; possibilities for SDSL downgrade or need to order T1
    Time of installation or before need for downgrade/upgrade to T1
    Quote Gen - Override set-up BB price to start at $100 and increment in $25's ( Internal only)
    SMART covers data information for end customer
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    Take advantage of the Unlimited Advantage Plan – flat rate usage programs for any size business. You get unlimited local and domestic calls, along with Internet service all over Covad’s managed Broadband connection.
    Please note demand conferencing and remote click-to-call incur a 4 cent per minute charge. CDRs are not provided with monthly bill for Unlimited Usage Stations, but can be purchased.
    Some additional charges:
    Meet Conferencing - 17/14/11 ¢ per minute
    Off-Net Dashboard conferencing – 4 ¢ per minute
    Off-Net Remote Click-to-Call – 4 ¢ per minute
    800 Service - 5 ¢ per minute
    International calls - current rates
    Monthly CDR Reports available for $25
    Does not include monthly Broadband access fee
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    There’s more to the Unlimited Advantage than a price difference from our measured plan. You get the piece of mind knowing that your operating expenses are predictable. Take the guess work out of what is needed for your employee’s communication expense. Take the complexity out of figuring out what you’ll spend this month and where you’ve spent it.
    It’s a simple way to leverage Covad to the fullest and not worry at the end of the month what your bill will be.
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  • 05_CovadClearEdgeProSolutions_080806_TJB.ppt

    1. 1. Covad Confidential Covad ClearEdge Pro VoIP Solutions Sales Training August 2006
    2. 2. 2 Covad Confidential Objectives  State the benefits that Covad ClearEdge Pro brings to business  Describe each component of Covad’s ClearEdge Pro network  State the benefits of Covad’s services  Determine a customer’s needs and recommend a Covad product and/or service to meet those needs
    3. 3. 3 Covad Confidential The New Voice of Business  Combine telephone and high- speed Internet service  Reduce costs by up to 20% – Reduced capital equipment and hardware maintenance – Reduced long distance calls  Improve productivity – Manage Moves-Adds-Changes online from the Covad Dashboard  Award-winning Covad Dashboard  Best-in-class quality of service through voice optimized access
    4. 4. 4 Covad Confidential  A single provider to serve all your business locations  Available in 900 cities in 125 major metropolitan markets Over 50M Homes and Businesses passed  Network designed to provide business-class voice and data services The broadest reach with one reliable nationwide network Nationwide Coverage
    5. 5. 5 Covad Confidential Benefits and Advantages of Covad Pro  Designed for medium to large businesses  Includes voice conferencing capabilities  Individual 10-digit numbers can be provided to each employee for direct access  Find me/follow me allows employees a single number that travels with them  Soft Console  Covad Dashboard management tool  Call logs for incoming, outgoing, and missed calls  Web and email options are divided into two plans
    6. 6. 6 Covad Confidential Covad VoIP Solution Overview Covad ClearEdge Pro Covad ClearEdge Integrated Access
    7. 7. 7 Covad Confidential Router Internet PSTN Covad Integrated Access Covad Pro Voice Mail Server Media Gateway Conference Server Follow Me Server Instant Message Server Web Server Soft Switch Covad Service Office •Voice Mail – Centigram and IP Unity •Conferencing – Latitude •Instant Messaging – Jabber •Find Me follow Me – Sylantro
    8. 8. 8 Covad Confidential Covad Broadband T1 or SDSL Customer Premise Router IP Phones on Ethernet Segment Covad Pro - Hosted VoIP Solution LAN Covad Service Office  Converged voice and data applications  Leverages industry leading routers, switches and IP Phones  Single Ethernet connection serves both VoIP telephone and PC requirements  Transparent for callers ‒ Existing DID # ‒ Existing toll-free #  Employees leverage optional ISP service package
    9. 9. 9 Covad Confidential Student Guide Exercise: Draw the Covad Pro Network Exercise
    10. 10. 10 Covad Confidential End User Value Proposition Substantially better AND substantially more affordable!  Productivity enhancement creates raving fans – One number for remote/mobile workforce – Click to dial from call logs and Outlook – Convenient, inexpensive conferencing – Visual voicemail – WAP phone integration  Savings of 20% are common – Converged voice and data over common broadband pipe – Avoid CapEx and OpEx cost of PBX – Free 4-digit dialing between locations – Unlimited Usage Plan
    11. 11. 11 Covad Confidential Covad Pro Advantages  Lower Capital Investment  Protected from Technology Obsolescence  Maintenance  Scalability  PSTN Connectivity  Disaster Vulnerability  Transparent for callers  Transparent for employees  Easy to implement  Includes Covad broadband package  Provides simplified management
    12. 12. 12 Covad Confidential Covad Pro over SDSL Product Offering Covad’s access offering for Covad Pro over SDSL available with the Siemens 5950 Router (Covad Provided)  Line Speeds Available ‒ 384 Kbps ‒ 768 Kbps ‒ 1.1 Mbps ‒ 1.5 Mbps (Full T1 Speed)  Service SLA on SDSL ‒ Target Time To Repair 12 hours ‒ If down 2 hours 30 minutes, you receive ½ day credit for each calendar day ‒ If the Covad T1 is down 15 minutes, you receive 1 day credit for each calendar day on total (voice and data) monthly VoIP service charge
    13. 13. 13 Covad Confidential Highest Quality Broadband for Reliable VoIP
    14. 14. 14 Covad Confidential VBR with VOA works Example:  768 Kbps for Data; ~700 Variable Bit Rate (VBR) (G.711 example*)  ~100 VBR per phone/fax call. (i.e., if you have 8 stations but only 4 simultaneous calls, then ~400 VBR is being used) When no calls made, 768 Kbps data available If 4 calls in use ~ 400 VBR 368 Kbps available for data *G.729 available upon request
    15. 15. 15 Covad Confidential Discovering the Customer’s Needs Four main areas to discuss with your customers. In each of these areas, what are some questions you should ask? 1)Number of Employees How many employees are on site each day? 2) Phone Needs What is the nature of your business? Ratio of stations to simultaneous calls may be 1:1 for call centers, very small sites. Higher station counts may be 4:1 or 5:1 for typical companies with 20 or more stations. General rules: Low station count, 1:1, higher station count 4 or 5:1 3) Data Needs What type of industry is your business? Heavy quantities of documents, uploading, and downloading? If so, higher bandwidth required. Mostly email? Less bandwidth is tolerable. 4) Future and Growth Ask yourself these same questions 3-6 months from now? Do they remain the same? This helps determine speed of the service that is appropriate for the customer.
    16. 16. 16 Covad Confidential Concurrent Calls by CODEC Circuit Type Service Maximum Simultaneous Calls over G.711 (voice or fax) Maximum Simultaneous Calls over G.729A (fax not supported) Covad EON 17 35 Covad VOA T1 1.5 16 18 Covad SDSL 384 3 7 Covad SDSL 768 7 17 Covad SDSL 1.1 10 26 Covad SDSL 1.5 14 35
    17. 17. 17 Covad Confidential What is Different? What is different for Covad Pro T1 and SDSL?  SDSL is a different technology than T1  SLA Target Time To Repair – 12 hour vs. 4 hour  Data Prequal through CONNECT  Router; Siemens 5950 $359  Switches; purchased if multiple IP Phones or PCs ‒ Example: 2 NetGear Switches - ~$120-360 OR 1 Cisco Switch - ~$900  Quote Generator includes Siemens 5950 pricing  MRC ‒ 384 $169.95 ‒ 768 $199.95 ‒ 1.1 $259.95 ‒ 1.5 $309.95  Installation prices for SDSL loop $225  Optimal solution for sub 20 employee office
    18. 18. 18 Covad Confidential Examples and Solutions Example #1 – 15 person business with a requirement for 7 concurrent calls – Qualifies for SDSL 768, 1.1, & 1.5 Solutions: Though 768 would meet the concurrent call need, this leaves no bandwidth for data. Consider offering 1.1 or 1.5 full T1 speed. Example #2 – Satellite office with 5 people with a requirement for 2 concurrent calls – Qualifies for SDSL 384, 768, & 1.1 Solutions: While 384 may be the most cost effective solution for this customer, consider offering 768 or 1.1 as it allows for future business and/or station growth. Example #3 – 30 person office with a requirement for 20 concurrent calls – Qualifies for SDSL 384, 768, 1.1, & 1.5 Solutions: Full SDSL 1.5 speed is needed with a G.729a configuration however, fax machines use G.711 CODEC. If downgrade occurs, this customer likely needs to be upgraded to a T1 solution.
    19. 19. Excellence in Features
    20. 20. 20 Covad Confidential Covad VoIP Dashboard Demonstration Single number for calls and faxes Easily schedule and update multi- person conference calls Chat with anyone in your company group Click to call or email callers from any phone or PC Microsoft Integrated Outlook simplifies dialing with click to call Find Me features enable users to set up specific call routing options
    21. 21. 21 Covad Confidential Dashboard  Get your Logins  Watch Demo  Play in your dashboard What questions do you have?
    22. 22. 22 Covad Confidential Local & Long Distance Call Log Find Me/Follow Me Unified Visual Voice & Fax Mail Voice & Web Conferencing Instant Messaging Directory services Covad Pro - Complete Business Communication Suite
    23. 23. 23 Covad Confidential Cost-Effective Remote Agent and Telecommuter Solutions  Deploy your employees in remote locations  Support all standard functions – Dashboard – Remote dialing, conferencing, voicemail, instant messaging – Voice VPN dial plans  Transparent for callers – No impact on inbound calls  Flexible alternatives – Solutions for Fixed or Dynamic IP addresses – Supports broadband connections >384k
    24. 24. 24 Covad Confidential Integrated Call Center Applications  Leverage out-of-the-box integrated solutions  Deploy call center applications in minutes  Enable remote agents solution at any location  Generate business reports for agent activity  Eliminate dedicated ACD equipment and software CAPEX
    25. 25. 25 Covad Confidential Call Monitoring/Call Recording Partnership with Telrex to offer a third party Call Monitoring/Call Recording for our end customers  Allows customers to: – Record and monitor phones calls  Key Features: – Ability to record and monitor phone calls – Supports call triggers based on user ID, percentage, area code, etc. – Supports G.711 and G.729a and IP phones only – Retail price of $425 per seat one time charge  Key Benefits: – Customers have complete control of recording/monitoring – Time to market is greatly reduced with this partnership  Working Model: – Covad provides referral to Telrex and presales, questions, demo, quote, and billing by Telrex – Telrex certified dealer does install
    26. 26. 26 Covad Confidential Summary Benefits  Scalable solutions for any number of employees  The industry’s most comprehensive voice and Internet service available  Industry standard routers, switches and sets  State-of-the-art VoIP technologies  Support from our communication experts
    27. 27. 27 Covad Confidential Covad Broadband Service Package  High speed broadband Internet access – 1.54mbps available in both directions  Automatic bandwidth allocation for Covad Integrated Access or Covad Pro Service – Bandwidth is dynamically allocated based on the number of calls in progress over the Covad loop.  Includes E-mail and Web Hosting  Toll-free 24x7 technical support  Dedicated ISP bandwidth services available
    28. 28. 28 Covad Confidential Unlimited Advantage Plan*  One year price guarantee  New flat-rate usage program – Unlimited calls  Domestic long distance  Local  Inbound*  Find Me / Follow Me – ISP Service for each T1  Includes Web hosting  Includes e-mail – All Dashboard services – Current rated plan still offered – Free DID porting for ALL new Covad Pro installations Stations Monthly Cost 100 + $ 34.95 50-99 $ 37.95 25-49 $ 44.95 Up to 24 $ 54.95 * Certain high usage businesses such as outbound call centers and predictive dialer applications are not eligible
    29. 29. 29 Covad Confidential Unlimited Advantage Plan Some additional charges:  Meet Conferencing - 17/14/11 ¢ per minute  800 Service – 3/4/5 ¢ per minute  International calls - current rates
    30. 30. 30 Covad Confidential Unlimited Advantage Plan Ideal for businesses that desire greater cost management  Provides expense predictability  Avoids seasonal spikes  Eliminates uncertainty  Includes Internet expense  Reduces toll charges  Simplifies billing statements  Alleviates department billing complexity
    31. 31. 31 Covad Confidential Customer Satisfaction Guarantee “ We are confident of our ability to provide a high- quality solution that provides true value. If at any time you are not satisfied with your service for any reason let us know right away. If we can’t make it right we will support your decision to discontinue service and assist with the transition to another service provider. Earning your business everyday helps us stay focused on providing a valuable service that continues to meet your evolving needs.”
    32. 32. 32 Covad Confidential Wrap-Up The successful Covad sales professional must be an expert in Covad products and services to enable the needs of the customer to be matched with the right product or service.