Covad PBXi VoIP Solutions

TRANSFORMING COMMUNICATIONS THROUGH BROADBAND INNOVATION




    Covad PBXi VoIP Solutions




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Module Agenda

 Content Outline                                  Time Estimates
   The Covad Network                      ...
MODULE OBJECTIVES
At the end of this module, you will be able to:

    •   State the benefits that PBXi brings to business...
The Covad Network

Materials Needed:                                                                        PowerPoint Pre...
Instructor Notes

One at a time, name the five components listed below and ask the class to explain the component.

Review...
Versions of PBXi
Materials Needed:                                                  PowerPoint Presentation
Timing:       ...
PBXi Advantages
Materials Needed:                                                  PowerPoint Presentation
Timing:        ...
Instructor Notes:
Review the advantages as shown on slide 6.




Target Customers
Materials Needed:                       ...
Sales Messages
Materials Needed:                                                     PowerPoint Presentation
Timing:      ...
Let’s review the major benefits.


Notes to Instructor
Display slide 10 at this time and review slide 10 and then 11.

Dis...
Activity
Materials Needed:        Paper and pens or pencils for each participant
Timing:                  15 minutes




N...
Review and Q&A
Materials Needed:                              PowerPoint presentation
Timing:                             ...
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06_PBXi_FAC_031006_JT.doc

  1. 1. Covad PBXi VoIP Solutions TRANSFORMING COMMUNICATIONS THROUGH BROADBAND INNOVATION Covad PBXi VoIP Solutions Sales Training 1
  2. 2. Module Agenda Content Outline Time Estimates The Covad Network 10 minutes PBXi VoIP Solutions 10 minutes total Versions of PBXi 5 minutes PBXi Advantages 5 minutes PBXi Plus 15 minutes total Target Customers 5 minutes Sales Messages 5 minutes Disqualifiers 5 minutes Activity and Review 20 minutes total Activity 15 minutes Review and Q&A 5 minutes Total Time 1 hour Materials Needed: Presentation Handouts Flip Chart Computer and Projector Whiteboard and Markers Sales Training 2
  3. 3. MODULE OBJECTIVES At the end of this module, you will be able to: • State the benefits that PBXi brings to business. • Describe each component of Covad’s PBXi VoIP network. • Determine customer needs and recommend a Covad product and/or service to meet those needs. Notes to Instructor Briefly go over the Performance Objectives listed on Slide 2. Explain that at the conclusion of this course the participants should be able to: • State the benefits that PBXi brings to business. • Describe each component of Covad’s PBXi VoIP network. • Determine customer needs and recommend a Covad product and/or service to meet those needs. Sales Training 3
  4. 4. The Covad Network Materials Needed: PowerPoint Presentation Timing: 5 Minutes Slide 3-5 Covad VoIP Solution Overview Covad Confidential 3 Covad Service Office Internet Voice Mail Conference Server Follow Me Instant Web Server Server Server Message Server PSTN Media Gateway Router Soft Switch PBXi Plus vPBX •Voice Mail – Centigram and IP Unity •Conferencing – Latitude •Instant Messaging – Jabber •Find Me follow Me – Sylantro •Web (Dashboarding) – Servers Covad Confidential 4 PBXi PlusTM – Managed PBX Solution Customer Premise Covad Broadband Covad Service Office PRI PBX LAN Ethernet IAD Voice handoff to PBX/Key System Covad Confidential 5 Sales Training 4
  5. 5. Instructor Notes One at a time, name the five components listed below and ask the class to explain the component. Review each of the three slides and the components. Instructor Script The Covad network consists of five (5) components. Let’s review the various components. 1. Regional Network - links the Central Office (CO) with Covad partners. 2. Network Operations Center - monitors the Covad network 24 hours per day, 365 days per year. 3. Central Office (CO) - includes both Covad owned and managed equipment as well as that owned and managed by ILECs. 4. ISP Connection - requires inside wiring and CPE be installed by the customer prior to linking with the Covad network. 5. End User Connection - will vary between that for a small business vs. that for an employee or consumer home. Sales Training 5
  6. 6. Versions of PBXi Materials Needed: PowerPoint Presentation Timing: 5 minutes Slide 6-7 Four Versions of PBXi Plus 8 Port 16 Port 1 T1 PRI 2 T1 PRI (Analog I) (Analog II) (Digital I) (Digital II) Interface 8 port/trunk analog 16 port/trunk PRI PRI analog Access EON,VOA T1 EON,VOA T1 EON T1 2 EON T1s Equipment Cisco 2431 Cisco 2431 included Cisco 2431 included Cisco 2431 included included Additional WIC card required Number of 15,000 30,000 15,000 15,000 Minutes Outgoing Calls Target 5-30 employees 30-60 employees 60-100 employees 60-100 employees Business Higher Data Size Bandwidth Hosting Premium ISP Hosting Premium ISP Premium ISP Premium ISP Service Included Hosting Service Hosting Service Hosting Service Included Included Included Covad Confidential 6 Discussion . . . . . . What do you already know or want to know about PBXi? Covad Confidential 7 Notes to Instructor: Display slide 6 for review. Instructor Script: We are now going to review the various versions of PBXi. Covad’s PBXi is designed to function with the customer’s existing analog or digital telephones. The customer may be required to provide analog or digital adapter to interface with Covad system. Sales Training 6
  7. 7. PBXi Advantages Materials Needed: PowerPoint Presentation Timing: 5 minutes Slide 6 Four Versions of PBXi Plus 8 Port 16 Port 1 T1 PRI 2 T1 PRI (Analog I) (Analog II) (Digital I) (Digital II) Interface 8 port/trunk analog 16 port/trunk PRI PRI analog Access EON,VOA T1 EON,VOA T1 EON T1 2 EON T1s Equipment Cisco 2431 Cisco 2431 included Cisco 2431 included Cisco 2431 included included Additional WIC card required Number of 15,000 30,000 15,000 15,000 Minutes Outgoing Calls Target 5-30 employees 30-60 employees 60-100 employees 60-100 employees Business Higher Data Size Bandwidth Hosting Premium ISP Hosting Premium ISP Premium ISP Premium ISP Service Included Hosting Service Hosting Service Hosting Service Included Included Included Covad Confidential 6 Instructor Notes: Slide 6 should not be displayed. This section will provide the participants with an overview of the advantages PBXi offers to the customer. Label the easel pad “Advantages of PBXi.” As participants list advantages write them on the easel pad. Instructor Script: What is an advantage to PBXi for customers? Are there any other advantages? Display slide 6 at this time. Let’s review the four major advantages. Sales Training 7
  8. 8. Instructor Notes: Review the advantages as shown on slide 6. Target Customers Materials Needed: PowerPoint Presentation Timing: 5 minutes Slide 9 Four Versions of PBXi Plus 8 Port 16 Port 1 T1 PRI 2 T1 PRI (Analog I) (Analog II) (Digital I) (Digital II) Interface 8 port/trunk analog 16 port/trunk PRI PRI analog Access EON,VOA T1 EON,VOA T1 EON T1 2 EON T1s Equipment Cisco 2431 Cisco 2431 included Cisco 2431 included Cisco 2431 included included Additional WIC card required Number of 15,000 30,000 15,000 15,000 Minutes Outgoing Calls Target 5-30 employees 30-60 employees 60-100 employees 60-100 employees Business Higher Data Size Bandwidth Hosting Premium ISP Hosting Premium ISP Premium ISP Premium ISP Service Included Hosting Service Hosting Service Hosting Service Included Included Included Covad Confidential 6 Notes to Instructor Slide 9 should not be displayed. Instructor Script: What customers fit the profile for PBXi Plus? What other customers might benefit from PBXi Plus? Display slide 9 at this time. Let’s review to see if any other customers might benefit from this product. Sales Training 8
  9. 9. Sales Messages Materials Needed: PowerPoint Presentation Timing: 5 minutes Insert slide 10-11 PBXi Plus - Key Sales Messages Save Money • Lower monthly telecommunications costs - by combining voice, broadband, and hosting requirements with one provider and taking advantage of Covad’s great pricing • Generous amount of bundled minutes - 15K Analog I, 30K Analog II • Leverage existing equipment - keep existing PBX/KTS systems, as well as current phones and equipment • No upfront capital investment required • Free calling between different customer locations – four-digit dialing between on-net locations, just like interoffice calls Easy to Manage • Covad’s Office Administrator Portal - gives the administrator an intuitive Web-based interface so that moves, adds, and changes are simple and easy to manage • Simplify and consolidate - by going with one provider, customers receive one bill, with one customer support number Covad-Provided Telephony Features • Telephony features – to complement/fill in for features not provided by customer’s onsite equipment, Covad provides caller ID, hunt group, call restriction capabilities, and more Covad Confidential 10 PBXi Plus – Key Sales Messages (cont.) Easy to Implement! • No changes to existing numbers - Covad manages installation and turn-up of service • Same quality/same experience – existing phones, head sets, and other equipment work the same as usual Just Plain Better! • Better broadband – unlike some vendors who allocate a fixed amount of bandwidth for voice and data, Covad allocates voice and data bandwidth dynamically over the T1 line, so customers get maximum performance from their connection • Future vision - be poised to adopt advanced, next-generation VoIP applications and features when the customer’s business is ready Covad Confidential 11 Notes to Instructor Slide 10 should not be displayed. Label an easel pad “PBXi Plus – Key Sales Messages.” As participants list benefits write them on the easel pad. Instructor Script: What benefits might sell customers on PBXi Plus? Can anyone think of any other benefits? Sales Training 9
  10. 10. Let’s review the major benefits. Notes to Instructor Display slide 10 at this time and review slide 10 and then 11. Disqualifiers Materials Needed: PowerPoint Presentation Timing: 5 minutes Insert slide 12 PBXi Plus - Disqualifiers Look for disqualifying areas such as: • Dependent on current voice provider for certain telephony features that Covad or customer’s equipment does not provide • If they consider those features business-critical, may not be a fit • Possible examples include hosted voicemail, call waiting, etc. • Must be willing to support configuration requirements needed to use PBXi Plus • If they are running certain apps that require other configurations, may not be a fit • Check fax requirements: if heavy faxing is required, discuss with SE to determine fit Covad Confidential 12 Notes to Instructor Slide 12 should not be displayed. Label an easel pad “PBXi Plus - Disqualifiers.” As participants list disqualifiers write them on the easel pad. Instructor Script: What might disqualifier customers from using PBXi Plus? Can anyone think of any other disqualifiers? Let’s review the major disqualifiers. Notes to Instructor Display slide 12 at this time and review. Sales Training 10
  11. 11. Activity Materials Needed: Paper and pens or pencils for each participant Timing: 15 minutes Notes to Instructor Divide the group into teams (two participants to each team). Each participant will need paper and pen or pencil. Instructor Script We discussed the benefits and advantages of PBXi as well as the target customers for PBXi Plus. Now we are going to have the chance for all of you to determine a customers needs. We are going to work in the team, as divided earlier. Each participant needs to create the profile of a potential Covad customer by developing the following information: 1. Number of Employees on site each day 2. Phone Needs (nature of business; ratio of stations to simultaneous calls) 3. Data Needs (type of industry engaged in; quantity of uploading and downloading required; email needs 4. Future and Growth (will changes occur in 3 to 6 months requiring greater capabilities) Each participant will have approximately two (2) minutes to create his/her scenario before explaining the needs expressed in the scenario to his/her partner. The partner will then ask pertinent questions and suggest a Covad product to meet the expressed needs, including pricing options. After both participants have explained their scenarios and recommended a plan to meet the needs, reconvene the group for a discussion about the exercise and whether the “customer” feels the expressed needs were met. Sales Training 11
  12. 12. Review and Q&A Materials Needed: PowerPoint presentation Timing: 5 minutes Insert slide 13 Review and Q&A • State the benefits that PBXi brings to business. • Describe each component of Covad’s PBXi VoIP network. • Determine customer needs and recommend a Covad product and/or service to meet those needs. Covad Confidential 13 Notes to Instructor Display slide 13. Instructor Script We have learned a tremendous amount of information in a short time. Let’s review to see if we covered all of our objectives. (Review slide 13) Does anyone have any questions? Are there any other ideas or comments on selling this product line? Be sure to thank the participants for their participation in class. Sales Training 12

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