How to SELLECOM Fat Pipes

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Pitching Fat Pipe: How to SELLECOM transport circuits like Metro Ethernet, GigE, OC-x and Waves

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How to SELLECOM Fat Pipes

  1. 1. Pitching Fat Pipe to Phat Clients
  2. 2. Products <ul><li>Metro Ethernet </li></ul><ul><li>GigE </li></ul><ul><li>OC-x </li></ul><ul><li>Waves </li></ul><ul><li>DWDM </li></ul>
  3. 3. Why sell Fat Pipe? <ul><li>MARGIN! </li></ul>
  4. 4. Who’s the Buyer? <ul><li>Biggest Employers </li></ul><ul><li>Bandwidth Hogs </li></ul><ul><ul><li>Big Law Firms </li></ul></ul><ul><ul><li>Architects </li></ul></ul><ul><ul><li>Stadiums </li></ul></ul>
  5. 5. RFQ <ul><li>What are the RFQ hurdles? </li></ul><ul><li>How to handle RFQ’s? </li></ul>
  6. 6. Who are Phat Clients? <ul><li>Schools </li></ul><ul><li>Hospitals </li></ul><ul><li>MRI Centers </li></ul><ul><li>Multi-Location Offices </li></ul>
  7. 7. Why are they buying it? <ul><li>Multi-location </li></ul><ul><li>Convergence </li></ul><ul><li>Hosted Data Centers </li></ul><ul><li>Other? </li></ul>
  8. 8. Sales Trigger <ul><li>What’s the Sales Trigger? </li></ul><ul><li>Why do they buy it? </li></ul>
  9. 9. Decision Maker? <ul><li>Who’s making the decision to buy? </li></ul>
  10. 10. How do you find them? <ul><li>How do you find Phat Clients? </li></ul><ul><ul><li>Book of Lists </li></ul></ul><ul><ul><li>Biz Journal </li></ul></ul><ul><ul><li>Want Ads </li></ul></ul><ul><ul><li>Press Releases </li></ul></ul><ul><ul><li>LinkedIn </li></ul></ul>
  11. 11. Marketing for Service Providers <ul><li>Peter Radizeski </li></ul><ul><li>[email_address] </li></ul><ul><li>813-963-5884 </li></ul>

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