provides sales teams guidance on how to use the retirement of the PSTN as a sales message when working on Hosted VoIP/UC opportunities. Provides concepts you can weave into discussions with customers, provides a different set of talking points, and includes a refresher on Hosted VoIP - Webinar from 4/14/2014

1. Death of the PSTN

2. Overview
This deck provides sales teams
guidance on how to use the
retirement of the PSTN as a sales
message when working on Hosted
VoIP/UC opportunities.
 Provides concepts you can weave into
discussions with customers
 Provides a different set of talking points
 Provides a refresher on Hosted VoIP

3. The Changing Face of Business Communications
BroadSoft ®, Inc. Proprietary and Confidential, do not copy, duplicate or distribute.3
Smart Devices
Smart phones, tablets, PCs
Mobility
Increasingly mobile workforce
Faster Broadband
Broadband speeds accelerating
Unified Communications
Users using a variety of communications tools
Generation Y
Expect advanced
communications tools
Business
Communications

4. Time is Running Out for the PSTN
BroadSoft ®, Inc. Proprietary and Confidential, do not copy, duplicate or distribute.4
By 2018 only 6% of
American household will
use the PSTN
Of the 14M US business
lines shipped in 2013 over
75% were VoIP based
FCC to switch off the
PSTN by 2018
POTS revenue to decline
by almost 70% by 2018
AT&T petitions for
accelerated sunset plan
for the PSTN to divert
funds to Broadband
PSTN
All IP Network

5. Graphic Illustration of the Issue of PSTN Switch Off
1875 2018
Invention of PSTN
Alexander Graham Bell started
American Bell
…
You are Here!
Less than 4 years till the switch
off date
4 Years Away from Switch off
PSTN

6. What Does This Mean To You?
6
 Content/topic to provide insight
selling…bring value to your customer
 A new and exciting sales opportunity
to sell hosted UC and retire
quota…the window is WIDE open
 Potential to bundle services to make
more commission (e.g Broadband
and Hosted UC) and lock in
customer with a “sticky” solution
 Target PSTN installed customers

7. The Impact to Your Customers
Risk
 More chance of what he/she
buys could be end of life
much earlier than expected
IP Cost
Savings
 IP networks deliver
significant cost
savings to the
enterprise
Productivity
 IP networks provide advanced
productivity solutions for the business
user
Flexibility
 Hosted IP Unified Communications is
flexible to the scale of your current and
future business needs. Just buy what
you need, when you need it. Downsizing
is simple as well.
Improved Customer Interaction
 IP networks improve the responsiveness and
time to resolution for customer inquiries
Business
Continuity
 IP based hosted
systems are more
resilient than older
premise based
systems
1
2
6
5
34

8. Instant access to your colleagues
and customers availability
No more wasted time trying to find
people
Integrates with traditional
and new ways of working,
from a simple call to sharing
your ideas
What is Unified Communications?
BroadSoft ®, Inc. Proprietary and Confidential, do not copy, duplicate or distribute.c8
Your own virtual meeting room,
accesible anywhere, anytime
One identity, multiple devices, for
all services
PC, Mac, Android and iOS
Simply drag or invite people into
your room to communicate in the
most efficient way, audio, video,
chat and share
Flexible configuration options
allows users to control how and
when they can be contacted

9. Conversation Points That Start the Sales Process
BroadSoft ®, Inc. Proprietary and Confidential, do not copy, duplicate or distribute.9
Leading Question? What?Tell me more
Have you heard about the
issue of PSTN sunset and
what that means for your
PBX?
What alternative solutions
are out there?
What is the impact?
The major Telcos like AT&T and
Verizon are moving quickly to turn
off the network into which your
PBX is connected. The FCC is in
full support.
Your PBX will probably be
discontinued very soon. PSTN
resources, support and
investments are limited. You
should start to consider
alternatives?
I would advise that you look at a
hosted UC solution. It is much
more flexible and efficient than a
PBX and provides numerous
productivity features.

10. How You Benefit From This Trend?
BroadSoft ®, Inc. Proprietary and Confidential, do not copy, duplicate or distribute.10
What are the major benefits to a sales
rep from this market change?
 Successful Hosted UC salespeople are
typically ranked as top producers
 Selling Hosted UC brings significant
product bonuses and quota relief
 Hosted UC has been proven to
significantly increase customer
stickiness yielding improved chances
of selling other products and contract
renewal.
 Another twist on how to approach your
prospects with insight and value

11. What Should I Do Next?
BroadSoft ®, Inc. Proprietary and Confidential, do not copy, duplicate or distribute.11
Stop Educate Sell
Stop selling TDM
systems now. TDM
premise based systems
are out of date and will
rapidly become end of
life
Obtain training on
the latest hosted
systems which make
use of all IP
networks and deliver
additional value to
your customer
Sell hosted PBX
systems to your
customers. It is the right
solution for their needs
and will not suffer
obsolesence issues like
premise based systems
S E S

12. Death of the PSTN