VBE - VoIP Business Executive
Channel Provider & Partner Business Sales & Technical Strategies for VoIP -SIP
Successful Channel Partner Strategies for Getting-In & Staying-In the VoIP Business
Approximately 16 hours online to complete.
This course was created to help channel partners better understand VoIP-SIP and to help them succeed in the
VoIP-SIP business. There is more than a year of research, interviews, discussions, meetings and presentations
to channel partners, providers, manufacturer's and other interested parties in the VoIP-SIP industry. This course
is not for the technical repair or programming of vendor-specific equipment. It is a business strategy course that
includes sales, marketing, technical issues and critical success issues needed to stay-in the VoIP-SIP business.
You can begin at any point, jump around or go through them in the order as they are listed on the screen. As with
any course, there are sections that have more details than others and some sections may provide some
duplication which gives you more "spoon feeding" than others. Other sections may require you to explore other
NEED HELP. This is a “free-form” instructor-guided course but like with any learning experience, you will have to
“do your homework” and explore other knowledge sources to complete the course. If you are really stuck, please
send email to firstname.lastname@example.org and we will help you with as soon as we can, e.g. 1-2 business days. Please
note that your question maybe found in http://www.techtionary.com, so please go there first. Unfortunately, we
can’t answer vendor-specific or customer support problems.
The navigation works by the > forward < backward arrows in the lower right-hand corner. However, there are a
number of slides with the following green "next" button. This means that there are additional details by pressing
the "next" button.
There are also numerous rollover-mouse over slides with additional details to be found by moving your mouse
over these areas. Due to the large file sizes required for audio, audio segments are separated into a “library” of
audio tutorials. If you would like to see additional audio segments, please send an email to cross@gocrosscom.
Lastly, we take feedback seriously and know that any course is never finished.
Course Concept & Refunds
Like with life, there is not a consistent “look and feel” with the content. Designing and animating requires an
enormous amount of work and sometimes either font size or some other graphic factor is compromised to get the
job done. If you dislike the class, then get a refund within seven days. However, we hope you like the
enormous effort that went into building this innovative new approach to learning as this course is being constantly
updated. Your feedback during and after class is appreciated and will be incorporated into subsequent versions.
Our goal is to educate you and help you secure the BVSD certification.
This course is requires latest version of Adobe Flash Player available at www.adobe.com
Certificate In Internet Studies
BVSD will issue a certificate in “Internet Studies” for any student who completes three courses such as CTM,
STE, VBE, WTM and/or NDP. Students must successfully pass a multiple choice test with each 80% passing
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Course Overview and Outline
Who Is This For - This online course is designed exclusively for sales and technical channel partners, VAR-
Value-Added Resellers, SI-Systems Integrators, telephone interconnect, agents, master agents and consultants.
In addition, this course will help corporate staff marketing, business development, sales, channel managers,
operations, training, technical support, design, network engineering and other corporate managers for VoIP
providers, carriers, manufacturers, and others gain new insights in the VoIP marketplace.
What You Will Learn:
· Review the fundamentals of IP-Internet Protocol and platforms required for high performance VoIP
systems. This includes soft switches, gateways, routers, services and other critical components.
· Discover business and customers applications and opportunities. This includes top reasons why
customers are buying today and what they are buying. In addition, the emerging “killer applications” will
be explained in depth.
· Quickly grasp complex subjects such as H.323, MGCP and SIP. As SIP-Session Initiation Protocol
emerges as the key VoIP communications protocol, there is a special section devoted entirely to this
technology which will impact all voice communications systems from key, PBX, IP-PBX, hosted, managed
and other systems.
· Understand basic and advanced VoIP concepts features. From hosted, managed, IAS, IP-PBX quickly
understand “what’s-what” for different customer applications and business models.
· Probe the issues behind Integrated and Converged Access. Understand when and why a customer
needs a converged access solution.
· Understand why “network assessment” is critical to any VoIP implementation. Possibly the number
one critical activity before implementing VoIP is an assessment of the customer’s data network to evaluate
the impact of VoIP without which VoIP may simply not work.
· Address the issue of QoS-Quality of Service by overcoming jitter, echo, noise and other network
problems. Review the role of RTCP and other tools to monitor and maintain high performance VoIP
· Understand the functions of the new communications “toolbar.” See how the benefits of “unified
communications” improve business operations.
· Assess the Top-10 issues for selling VoIP. Selling VoIP is more than “dial-tone,” it is a change in the
business and business model of even the smallest enterprises. Discuss and explore new ways to help
businesses see the new ways to grow their organization.
· Explore how a VoIP call is processed and all the potential security attacks that can occur. SPIT,
VOMIT, DOS and other terrorist attacks will target not just data but voice packets.
· Review SIP and SIP Trunking and all the implications and applications from TCO-Total Cost of
Ownership to QoS-Quality of Service. SIP Trunking is the most profound new form of telecommunications
since POTS. Review how SIP lowers TCO but also is an enabling technology for growth.
Detailed Online Course Outline (course content subject to change without notice)
There are more than 20 new multi-media audio-video study guides now available for professionals enrolled in the
course. Just a few of these important topics include:
- MPLS-Multi-Protocol Label Switching – “Pushing, Swapping & Popping”
- T-1-PRI-ISDN-Integrated Services Digital Network
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- Hosted VoIP-Voice over Internet Protocol
- Managed VoIP
- IAS-CAS-Integrated-Converged Access Services
- VPN-Virtual Private Networks
- SIP-Session Initiation Protocol “Event” Notification
- SIP Security
- SIP TCO-Total Cost of Ownership
- SIP Future Outlook – IMS-IP Multimedia Subsystems
These audio-video tutorials are available in number of media formats such as Adobe-Flash (.swf), .mp3 (audio
only), Apple QuickTime (.mov) - iPod (.mv4) and other formats.
A - The Top 10 Parts of IP in VoIP
1 - Voice to digital to packet transmission
2 - Optical Fiber Bandwidth
3 - Transmission Concepts - T-1 – PRI – SIP Trunking
4 - Integrated Access Services - Dynamic Bandwidth Allocation
5 - Introduction to Internet Protocol
6 - Back to basics - cabling and electrical
7 - TCP/IP and other Protocols & Layers
8 - Hardware – Routers- IP, Switches-MAC & WiFi-VLAN-VPNs,
9 - Protocols - H.228, H.323, MGCP & SIP plus Desktop "Softphones" and Toolbars
10 - IPBX and Hosted bringing it all together
B. Top 10 Reasons Why Businesses are Buying VoIP
Top 10 reasons why businesses buy VoIP – “cheap isn’t
one of them” & Introduction to VoIP Technology
1 - One "everything is IP" converged access system does it all that is one number office and home, one
system, one provider, one bill, one tech, one call for help, one growth path, etc.
2 - Integration with Outlook, unified messaging contact manager
- "visual voice mail" - directories, call popups, conferencing.
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3 - Simultaneous-sequential ring to cell and others.
4 - Forward voicemails via email - "please handle this."
5 - Logs all communications - improved "bill back" trail.
6 - User-controlled browser "portal" features.
7 - Office manager system admin - "moving is a breeze."
8 - Empowers all users - "I can do it myself."
9 - Seamless and costless transfer of calls among offices.
10 - Remote office - take VoIP phone home or anywhere.
C. Top-10 Most Likely Prospects for Selling VoIP
Key Features, Benefits, Advanced Applications & Buying
1 - Small office
2 - Virtual offices
3 - Multi-location offices - banks, schools,
4 - Mini-call center settings
5 - City government
6 - Real estate agents
7 – Medical facilities
8 – Financial institutions
9 – Car dealerships
10 - Insurance agents
D. Top-10 VoIP Technical Concepts Critical to VoIP
1 – Explain the term internet IP protocol, IP networking and a VPN?
2 - Explain the difference between IAS-Integrated Access Service versus Converged Access Service?
- Enhanced IAS with MLPPP-Multi-link Point-to-Point Protocol, PPP Multilink Protocol (MP), L2TP-Layer 2
3 – What is SIP-Session Initiation Protocol Trunking, more importantly, what is SIP?
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4 – Why would a customer want an IP PBX?
5 – What is the technical difference between IAS-Integrated Access Service, Hosted and Managed VoIP?
- Route, Image, DHCP, DNS, Configuration servers
6 – Name one reason why a customer would consider an “open source” PBX?
7 – Why is QoS-Quality of Service important? How to measure it and fix it?
8 – What is a softphone and what type of user benefits most?
9 - What is the difference between IPT-Internet Protocol Telephony and VoIP? Cisco, Broads oft, Sylantro
and other platforms
10 - What is Unified Communications?
E. Top-10 Steps to a Successful VoIP Implementation
Putting in and Staying In - No Boomerang Sales
1 - User Needs Assessment
2 - Network Assessment
3 - Systems Upgrade
4 - Pre–Installation Planning
5 - Data Systems Integration - VLANs, VoWLANS, Planning for WiFi, WiFi and IP Wireless "Roaming,"
WiFi Security and more
6 - Installation and Cutover
7 - Managing Change - Training
8 - Ongoing Use and Expectations
9 - Billing
10 - Managed Services (thirteen "hot" business opportunities including being the customer's CTO,
monitoring, remote support, training, business development and others) & Future Applications
F. Diagnosing & Tools for Troubleshooting VoIP Networks
1 - Problems
2 - Testing for Problems
3 - Potential Solutions
4 – Best Practices
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5 – Vendors of Technical Solutions for VoIP Network Management
6 - Conclusions and the Bottom Line
G. SIP Essentials – Session Initiation Protocol Indepth
- SIP Signaling Basics – Inbound/Outbound calling
- SIP Trunking
- SIP QoS
- SIP Firewalls and Security – SPIT-SPam over Internet Telephony, DOS-Denial Of Service, VOMIT-
Voice Over Misconfigured Internet Telephony and other emerging problems
- SIP Architectures – eight different VoIP configurations evaluating SIP-Aware Firewalls and other
- SIP Applications – IM-Instant Messaging, Event Notification, Conferencing
- SIP TCO-Total Cost of Ownership
- Integrated/Converged Access
- Key VoIP Options – IAS, Hosted, Managed
- SIP Total Tutorial with Future Outlook
Course Leader - Thomas B. Cross – CEO TECHtionary.com has three decades of experience in startups and
consulting advisor with leading providers and venture capital companies in market planning and development,
hardware/software design and development, project management, intellectual property in telecommunications,
information technology, conferencing, teletraining, telecommuting, groupware, networks, call centers, internet,
artificial intelligence and other fields. He has managed the successful development of more than 10 software,
hardware and internet products to market and received industry awards for this work. He has authored 13 books,
wrote, produced and directed 15 commercial videos and creator and producer of the World's Largest Animated
Knowledge Source on Technology – http://www.techtionary.com – recipient of Web Hosting Magazine Editors
Choice for Best Technical Help.
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