Vertical Selling Series - Professional Services Webinar v2.1

BroadSoft, Inc. Proprietary & Confidential, Do Not Copy, Duplicate or Distribute.
BroadSoft ®, Proprietary and Confidential
Presenter: Paul Rowe
Go To Market, BroadSoft
Selling Cloud Communications to
the Professional Services Market
Thursday Dec. 17th 2015
1:00pm - 2:00pm EST

What’s In It For Me?
Sell to a sector embracing the cloud
Based on BroadSoft estimates, 20% of customers
are from the Professional Services industry
Get 2x more revenue from licenses
Professional services firms have a higher % of
knowledge workers requiring value-add applications
Close deals quickly
Up to 95% of pro services firms are <20 seats and
can be closed in one meeting and demo

It’s a Big Opportunity!
Source: Bureau Labor Statistics 2015
8.7 million employed
1.1 million businesses
Using the cloud to
increase efficiency
Legal
Accountants
& Auditors
Management
Consultancy
Architects

Professional Services Key Persona:
Knowledge Worker
• Highly skilled
• Solve non-routine problems
• Clients expect to contact them
anytime
• Flexible worker
• Use laptop, tablet, smartphone
• Expect to use UC&C tools
Require:
BC Premium seat license
UC-One suite
Mobility / BYOD
Call Recording
CRM Connect

Professional Services Key Persona:
Office Administrator
• Office based
• Regular hours
• Repetitive tasks
• Use desktop PC and phone
• Frequent calls, mostly internal
5
Require:
BC Premium seat license
UC-One desktop IM/P
Desk phone

20 Seat Example:
Pro Services Firm Pays 2x More
80%
20%
0% Knowledge
Workers
Office
Admin
General
Worker
Professional Services Firm
10%
20%
70%
Knowledge
Workers
Office
Admin
General
Worker
Retail Firm
Type Qty MRR Cum.
MRR
Knowledge Worker (BC
Premium Seat + CR + CRM)
16 45 720
Office Admin
(BC Premium Seat)
4 25 100
General Worker 0 15 0
Call Queue Agent 5 18 90
Site Services (AA) 1 20 20
Total (US$) 930
Type Qty MRR
(US$
)
Cum.
MRR
Knowledge Worker (BC
Premium Seat + CR + CRM)
2 45 90
Office Admin
(BC Premium Seat)
4 25 100
General Worker 14 15 210
Site Services (AA) 1 20 20
Site Services (HG) 2 10 20
Total (US$) 440

BroadCloud Customer
Law Firm
Law firm protecting everyone's right to have access to justice. They
promote the vital role legal services play in the economy.
• 11 premium seats with UC-One app & collaboration bundle
• 6 soft-phone only users
• 5 desk phones
• Call Recording
• 1 Receptionist Console
They had an old system and were finding it hard to manage and
wanted a more modern, easier to use solution so that they could
turn their attention on improving their business productivity.

BroadCloud Customer
Management Consultancy
A creative agency offering a range of consultancy, design,
development, marketing and management services for
business events.
• 90% soft-phone only users
• 2 desk phones
As a dynamic, creative company, they needed a flexible
solution to enable mobile knowledge workers to work more
efficiently. With business relying on professional
communications, they needed the extra resilience of a cloud-
based service.

BroadCloud Customer
Property Management Services
Manages property on behalf of private residential leaseholders
• 100% soft-phone only users
• 0 desk phones
The customer had lost business as a result of downtime on
their old, on-premises PBX. A key selling point for BroadCloud is
the resiliency and business continuity it provides to customers.
They also benefit from flexible working.

The Sales Process: Consultative Selling Framework
CloseProve

Objection
Handling
?
Qualifying
Data
Capture
Buyers
Account
Planning

 10 Lawyers, 10 admin staff
 2 offices cross 2 US States
 Subcontract lower value work
Law Firm Scenario
LegalExpressChallenges
Increase efficiency
Provide professional
client service
Monica – Attorney
Knowledge Worker Persona
Works long hours
Worried about missing deadlines
and client calls
Often away from office
Uses laptop, smart phone
Needs to log time spent on client
Sophia – Billing Clerk
Office Admin Persona
Works regular hours
Most calls are internal
Uses a desk phone and PC

In Small Law Firms, The Buyer is the Attorney
Sales Tips
• Meet face to face
• Provide an agenda
• Be patient, establish rapport
• Get them talking:
• Prospect should do 60% of talking
• Use references and company news
• Establish what you’re selling is a must-have
• Provide a demo
• Make the close

The Perfect Pitch
Recap Customer Challenges
Show how challenges can be resolved (features & benefits)
Demonstrate ROI or improved TCO
Reinforce why us
Close
Handle Objections

With Hosted UC
Law Firm Scenario: Increasing Efficiency
Without Hosted UC
 Excessive use of voicemail
 Delay of several hours
 No collaboration
 Multiple calls for multiple
participants
 Delayed time to resolution
 Excessive time wasted
Conclusion
 Communicate more efficiently
 Identify resolutions more
quickly
 Click to call and storage of
calls using CRM Connect
Client paid
bill?
IM: yes, funds arrived this morning
Free
‘My Room’ collaboration Client
3rd party
researcher
Monica
Sophia
Busy
IM: has client paid bill for last case
work?
LegalExpress
Client
CRMClicktoCall

With Hosted UC
Law Firm Scenario: Improving Client Service
Without Hosted UC
 Calls to the office will be missed
 Non-integrated voicemail systems
 Response delayed for hours or even
days
 Multiple numbers for different devices
 Mobile calls not recorded or logged
Key client calls Monica’s
business number
Monica is out of
the office on
her way to a
court hearing.
Hosted UC routes the call to
Monica’s mobile phone and she
takes the call. Recorded call.
Conclusion
 Monica never misses a call
 Client responsiveness improves
 Call Recording for audit trail
LegalExpress
Client

Why Us?
• No Capex
• Transparent OpEx
• Scalable
• Always latest version
• Rapid deployment
• Low TCO
Hosted UC Solution
• Mobile
• Fixed
• IM
• Presence
• My Room
• Any Device
Network
One Contact
One Bill
$
Service Level Agreements

Objection Handling
I’m worried about the
reliability of the solution
– is the cloud service
reliable?
Our services are located in geo-redundant,
secure data facilities that deliver carrier- and
enterprise-grade services. Any maintenance
is performed by us at no extra charge to you
and does not cause you any downtime. Plus
the service provides business continuity
features to withstand local premise outage –
fire, flood, electrical failure.

Proof Point: Law Firm Case Study
Commercial law firm with 170 employees across 13
offices. Limited IT staff. Needed to replace
outdated, expensive premise-based PBX with
simpler to manage solution with business
continuity.
• Full UC-One suite of applications
• Auto attendant with dial-by-name
• Web receptionist console
Becker and Poliakoff has reduced costs, improved
client service, increased efficiency, improve
scalability

Top 3 Things to Remember
19
Professional services market is a huge
market opportunity for Cloud UC
Get 2x more revenue for BroadCloud
licenses
Up to 95% of pro services firms are <20 seats.
You can close them in one meeting

Your Call to Action
1. Devise an account plan to target Pro Services firms in
your territory today
2. Follow the eLearning sales curriculum*
• Benefits-led, consultative selling course
• BroadCloud Sales Configuration modules
3. View the online BroadCloud video demo tutorials
• Register for free access here:
• http://broadcloud.smart-lynk.com/login/
* Contact your Manager if you are not
enrolled on the eLearning curriculum

BroadSoft ®, Proprietary and Confidential
Look out for the post-webinar
Spotlight email with links to the
deck and playback recording

Vertical Selling Series - Professional Services Webinar v2.1

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