Globalinx Commercial0908


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Globalinx Commercial0908

  1. 2. Training Agenda <ul><li>VoIP Basics </li></ul><ul><li>Top 5 Questions </li></ul><ul><li>Features </li></ul><ul><li>Equipment </li></ul><ul><li>Commercial Broadband offerings </li></ul><ul><li>Process </li></ul><ul><li>Support </li></ul>
  2. 3. What is VoIP? <ul><li>Voice Over Internet Protocol </li></ul><ul><li>Phone service is delivered to you via any high speed Internet connection, anywhere in the world </li></ul><ul><ul><li>Commercial Cable </li></ul></ul><ul><ul><li>Commercial DSL </li></ul></ul><ul><ul><li>T1 </li></ul></ul><ul><li>Phone service that works over the Internet instead of over old-fashioned telephone lines </li></ul><ul><li>Power and a high speed connection to the Internet are the only requirements to use our service </li></ul>
  3. 4. Why Sell Commercial? <ul><li>Money! </li></ul><ul><li>Positions! </li></ul><ul><li>Long term contracts drive long term residuals! </li></ul><ul><li>Customer clubs! </li></ul>
  4. 5. VoIP Basics <ul><li>Why would a customer use this service? </li></ul><ul><ul><li>Save $money on calling </li></ul></ul><ul><ul><li>Many features, including email and web functionality </li></ul></ul><ul><ul><li>Unlimited calling in the U.S, Canada and Puerto Rico </li></ul></ul><ul><ul><li>Low International Rates </li></ul></ul><ul><ul><li>IP Phone can work anywhere there is Internet </li></ul></ul><ul><ul><li>No staff needed to manage phone system </li></ul></ul>
  5. 6. Smooth Process <ul><li>Submit a 922 for accounts with more than 2 voice lines </li></ul><ul><li>Point 1 and 2 line deals to the Internet site </li></ul><ul><li>Submit “warm” leads – pre-qualify them! </li></ul><ul><ul><li>Ask qualifying questions to customer (922) </li></ul></ul><ul><ul><li>Leverage the relationship you have or build a new relationship with new customers </li></ul></ul><ul><ul><li>Ask the hard questions (contracts, broadband, existing phone equipment) </li></ul></ul><ul><li>Use GLOBALINX tools in your back office </li></ul><ul><li>IP Phones are not free. </li></ul>
  6. 7. 922 Screenshot <ul><li>Simple form – 1 page </li></ul><ul><li>Brief answers </li></ul><ul><li>Will help ensure the solution fits customer needs </li></ul><ul><li>Don’t make information up, ask the customer </li></ul>
  7. 8. Help Us Help You! <ul><li>Submit your 922 electronically- DO NOT FAX </li></ul><ul><li>Collect complete copy of phone bill from customer </li></ul><ul><li>Once we receive ALL required paperwork back from the customer, they will be provisioned and have equipment within 2 weeks </li></ul><ul><li>Ports take roughly 4 weeks from the time that we submit the request. </li></ul><ul><li>Reps will receive credit as of the date we receive ALL completed paperwork </li></ul><ul><li>Average sale is 8-10 lines. </li></ul>
  8. 9. Convergence
  9. 10. Convergence
  10. 11. Convergence
  11. 12. Top 5 Qualifying Questions <ul><li>Is the customer under any type of contract today for their existing services? </li></ul><ul><li>What type of Internet service do they have? </li></ul><ul><ul><li>Provider </li></ul></ul><ul><ul><li>Bandwidth </li></ul></ul><ul><li>Do they have an existing PBX or Key System today? Make and Model? </li></ul><ul><li>How many phones do they have/need? </li></ul><ul><li>How many CONCURRENT CALLS do they need to support? </li></ul>
  12. 13. Some Key Specifics <ul><li>Product sets: </li></ul><ul><ul><li>Hosted PBX </li></ul></ul><ul><ul><li>SIP Trunking </li></ul></ul><ul><li>Some solutions require site surveys prior to provisioning </li></ul><ul><li>$54.95 set up fee waived with 36 month term </li></ul><ul><li>4 Inside sales reps, 2 dedicated provisioners, 5 dedicated account managers </li></ul><ul><li>Installations available at a per/hr charge plus trip charge and materials if applicable </li></ul>
  13. 14. Hosted PBX Applications <ul><li>Designed for the company that has the need for one or two main phone numbers coming into that place of business but has multiple extensions behind those numbers </li></ul><ul><li>Customers can mix and match plans and extensions </li></ul><ul><li>Must have a minimum of 3 lines (this may increase), one main plan and 2 extensions. Fax lines are not included. </li></ul><ul><li>Linksys and Cisco equipment can be bundled into the MRC to eliminate higher up front costs and further reduce objections from customer’s who had a hard time paying the initial up front costs. </li></ul><ul><li>Dedicated Phone Number can be put on extensions but all outbound calls roll through main plan. </li></ul>
  14. 15. Hosted PBX Pricing <ul><li>Choose your -Each plan is worth 1 Point </li></ul><ul><ul><li>$49.95 Business Unlimited-$5 CV </li></ul></ul><ul><ul><li>$24.95 Business Local-Free Inbound, Free Local, 1.9 cents per minute Domestic LD, and separate instate LD rate (varies by state)-$2CV </li></ul></ul><ul><ul><li>Business International $59.95- $5.00 CV per line- Same countries as Home International! </li></ul></ul><ul><li>Extensions- Access all features of your PBX including extension to extension calling. Each extension on the new pricing is now worth 1 Point Each!! </li></ul><ul><ul><li>$14.95 no phone included-$1 CV </li></ul></ul><ul><ul><li>$24.95 (includes Linksys) 2 yr minimum- $1CV </li></ul></ul><ul><ul><li>34.95 (includes Cisco) 2 yr minimum-$2CV </li></ul></ul>
  15. 16. SIP Trunking <ul><li>Ideal solution for customers who are happy with the PBX solution they already have in place </li></ul><ul><li>They maintain features and functionality of that PBX </li></ul><ul><li>Use same handsets they have today </li></ul><ul><li>Easy transition to VoIP </li></ul><ul><li>We provide the phone numbers (DID/Trunks) for the company and save them money on their local and LD. </li></ul><ul><li>We provide E911/911 and basic feature set </li></ul><ul><li>Extension dialing, music on hold etc. are </li></ul><ul><li>all provided by their PBX </li></ul>
  16. 17. SIP Trunking <ul><li>PRICING- $24.95-44.95 per phone number, FREE inbound, FREE Local, Domestic LD $.019, Intrastate (see separate rate deck) </li></ul><ul><ul><li>1 Point per plan </li></ul></ul><ul><ul><li>$2.00 CV! </li></ul></ul><ul><li>IAD (integrated access device) required to put between the customers PBX and our service </li></ul><ul><li>Some customers may already have a device in place that we can work with </li></ul><ul><li>Device required is determined case by case </li></ul>
  17. 18. Hosted Features and Pricing <ul><li>Extension to extension calling- FREE anywhere in the world! Available on our Hosted PBX or IP Centrex Products. </li></ul><ul><li>Auto Attendant - Free with a minimum of 3 lines (minimum may increase to 5) on our Hosted PBX or IP Centrex </li></ul><ul><li>Auto Attendant Recording- $49.95 NRC, only applies if we do the recording for the customer up to 5 button presses. Dial by name and more complex directories are quoted individually. </li></ul><ul><li>Music on Hold- FREE </li></ul><ul><ul><li>Background music heard when someone is put on hold, letting them know they are still connected. </li></ul></ul><ul><li>Hunt Group- $9.95 1x set up fee and $9.95 per month </li></ul><ul><ul><li>A series of telephone lines organized in such a way that if the first line is busy, the next line is hunted and so on until a free line is found. </li></ul></ul>
  18. 19. Features and Pricing <ul><li>Virtual Number 1x set up fee of $9.95 and $4.95 per month </li></ul><ul><ul><li>US Only </li></ul></ul><ul><li>Voice Mail- FREE </li></ul><ul><ul><li>Voice mail to email included, platform is feature rich and scalable, access messages from web or any phone </li></ul></ul><ul><li>Call Park/Call Pick Up- FREE </li></ul><ul><li>Do not disturb-FREE </li></ul><ul><li>Out of Service Forwarding-FREE </li></ul><ul><ul><li>Ensures customer’s never miss an inbound call due to power outage or broadband outage </li></ul></ul><ul><li>Find Me Follow Me- FREE </li></ul><ul><ul><li>Allows multiple numbers to be called sequentially or simultaneously </li></ul></ul><ul><li>Switch Board Console- $19.95 per month, $54.95 1x set up fee </li></ul><ul><ul><li>Gives receptionist ability to view all calls at a place of business via their computer </li></ul></ul><ul><ul><li>$1 CV and 1PT! </li></ul></ul>
  19. 20. Features and Pricing <ul><li>Toll Free 800 numbers $4.95 per month, $4.95 NRC, $.05 per minute, can only be ordered through commercial services </li></ul><ul><li>Fax Plan $9.95 per month, $54.95 NRC, 250 outbound, Free inbound, $.039 overage. $.50 CV! </li></ul><ul><li>Conference Bridge- NO MRC, customer’s pay by the minute per leg, $.12 per minute for toll and $.14 per minute for toll free calls. Up to 20 participants at 1 time. </li></ul><ul><li>Web Portal- Used to access all features-FREE </li></ul><ul><li>GLOBALTalk- NO MRC- Enables cell phone users to take advantage of our lower international rates when calling abroad. </li></ul>
  20. 21. GLOBALINX Videophone <ul><li>Voice & Video service* </li></ul><ul><ul><li>$199.95 videophone </li></ul></ul><ul><ul><li>5&quot; HD LCD Display </li></ul></ul><ul><ul><li>External microphone input </li></ul></ul><ul><ul><li>Built-in high quality CCD camera with cover protection </li></ul></ul><ul><ul><li>Digital Photo Frame for slide show using an external SD card or USB device </li></ul></ul><ul><ul><li>Built-in Web browser enabling the user to authenticate over private networks in hotels or other locations, plus Internet surfing </li></ul></ul><ul><ul><li>Additional RJ-11 phone jack for connecting to a regular telephone </li></ul></ul><ul><ul><li>Built-in 2-port switch to connect two LANs </li></ul></ul><ul><ul><li>Can be used as an extension on Hosted PBX for $19.95. </li></ul></ul><ul><ul><li>*Video is compatible with GLOBALINX customers only </li></ul></ul>
  21. 22. Linksys 2 port DTA <ul><li>COST-Promotional Offering </li></ul><ul><li>FREE with service normally $19.95! </li></ul><ul><li>Includes: </li></ul><ul><li>Features two POTS (Plain Old Telephone Service) ports for connection to existing analog telephones, fax machines, PBX and key system communication platforms. Includes an Ethernet interface for connecting to a home or office PC (LAN) as well as an Ethernet connection to the broadband modem or router (WAN). </li></ul>
  22. 23. Linksys 942 <ul><li>SIP based executive desk phone </li></ul><ul><li>Can be bundled into monthly price of certain plans </li></ul><ul><li>up to (4) line appearances with pc port </li></ul><ul><li>(1) RJ-45 10BaseT Ethernet Port </li></ul><ul><li>High Quality, Distinctive ID </li></ul><ul><li>Hi-Resolution Pixel Based Display </li></ul><ul><li>Larger Display 128 x 64 </li></ul><ul><li>Four Line Keys </li></ul><ul><li>Four Soft Keys </li></ul><ul><li>Headset Port 2.5mm </li></ul><ul><li>Full Duplex Speakerphone </li></ul>
  23. 24. Cisco 7960/7940 <ul><li>Phones can be bundled into monthly price of certain plans </li></ul><ul><li>The Cisco IP Phone 7960G, a key offering in the IP Phone portfolio, is a full-featured IP phone primarily for manager and executive needs. </li></ul><ul><li>Provides six programmable line/feature buttons and four interactive soft keys that guide a user through call features and functions. </li></ul><ul><li>Audio controls for duplex speakerphone, handset and headset. </li></ul><ul><li>The Cisco IP Phone 7960G also features a large, pixel-based LCD display. The display provides features such as date and time, calling party name, calling party number, and digits dialed. </li></ul>
  24. 25. GLOBALINX Commercial DSL <ul><li>It’s finally here! Partnership with COVAD! </li></ul><ul><li>DSL service available in most NFL cities! </li></ul><ul><li>ADSL, SDSL and T1 options available </li></ul><ul><li>No traditional phone line required! </li></ul><ul><li>Speeds vary based on customers distance from the local serving central office </li></ul><ul><li>1 bill for voice and data service </li></ul><ul><li>Allows us to offer a separate broadband connection for voice </li></ul><ul><li>Typically a 30 day interval for install </li></ul>
  25. 26. Eastern Coverage
  26. 27. Midwest Coverage
  27. 28. Western Coverage
  28. 29. DSL and T1 Pricing <ul><li>Different flavors based on customers needs </li></ul><ul><li>2 points per DSL line and a $7.00 CV </li></ul><ul><li>2 Points per T-1 and a $10 CV! </li></ul><ul><li>ADSL-$89.95-109.95 </li></ul><ul><ul><li>6.0/768kbps or 10.0/1.0M </li></ul></ul><ul><li>SDSL- $179.95-$239.95 </li></ul><ul><ul><li>768k or 1.5M </li></ul></ul><ul><li>T1’s- $349.95! </li></ul><ul><ul><li>Dedicated 1.5M </li></ul></ul><ul><ul><li>Not distance sensitive </li></ul></ul><ul><li>Industry Leading SLA’s </li></ul><ul><ul><li>2.5 hr time to repair-T1 </li></ul></ul><ul><ul><ul><li>99.99% service availability </li></ul></ul></ul><ul><ul><li>24 hr time to repair-SDSL </li></ul></ul><ul><ul><li>36 hr time to repair-ADSL </li></ul></ul><ul><ul><li>99.9% service availability </li></ul></ul>
  29. 30. Who Should I Target? <ul><li>Opportunities that can Close in 30 days (in most cases) </li></ul><ul><ul><li>Businesses with 5-20 lines </li></ul></ul><ul><ul><ul><li>Sweet spots: </li></ul></ul></ul><ul><ul><ul><ul><li>14 to 16 concurrent calls </li></ul></ul></ul></ul><ul><ul><li>Multi Location businesses or retail establishments </li></ul></ul><ul><ul><ul><li>Franchises such as- Midas Muffler, Subway etc. </li></ul></ul></ul><ul><ul><li>Real Estate offices (Brokers and Development) </li></ul></ul><ul><ul><li>Mortgage/Financial Offices </li></ul></ul><ul><ul><li>Accounting Firms </li></ul></ul><ul><ul><li>Law Offices </li></ul></ul><ul><ul><li>Churches </li></ul></ul>
  30. 31. Who Should I Target? <ul><ul><li>Insurance Offices </li></ul></ul><ul><li>We can quote larger enterprise accounts </li></ul><ul><ul><li>Longer sales cycle </li></ul></ul><ul><ul><li>More engineering involvement </li></ul></ul><ul><ul><li>If standard pricing is reduced, field compensation will be adjusted case by case </li></ul></ul>
  31. 32. Dedicated Account Management <ul><li>5 dedicated people </li></ul><ul><li>AM assigned to every Hosted or Trunking customer </li></ul><ul><li>Responsible for provisioning, porting, training and on going support of commercial customers </li></ul><ul><li>Supervisor overseeing group driving customer satisfaction </li></ul>
  32. 33. Webinars <ul><li>Run multiple times per month </li></ul><ul><li>Review of commercial services and process </li></ul><ul><li>Hosted by our sales or sales management staff </li></ul><ul><li>Designed to help arm you and make you successful with offering commercial services </li></ul>
  33. 34. Case Studies
  34. 35. Support Contact Info <ul><li>Direct customers to their escalation list in the event of a service or billing related issue. </li></ul><ul><li>[email_address] </li></ul><ul><li>[email_address] </li></ul><ul><li>[email_address] </li></ul><ul><li>[email_address] </li></ul><ul><li>GLOBALINX General Customer Service Line – 866-418-1495 </li></ul><ul><li>GLOBALINX Business Customer Service Line- </li></ul><ul><li>866-909-8253- Customers Only </li></ul>
  35. 36. Questions?