This document provides an overview and training on selling Callture solutions. It discusses target customers, how to qualify customers, key messages to emphasize in selling Callture, and how to recommend appropriate Callture solutions based on customer scenarios. It also covers using Callture's quoting and provisioning tools. The document compares Callture to premise-based phone systems and other competitors, highlighting Callture's advantages in areas like total cost of ownership and scalability. It emphasizes Callture's differentiation in services offered, features, ease of use, and support.

1. SALES TRAINING
Part 2
11/06/2012 Introduction for Partners Callture Confidential

2. Sales Overview
Qualifying, Recommending &
Selling a Callture Solution
Callture Confidential

3. Target Customers
• Markets
– Small/Medium Size Enterprises (SMEs) 10 to 500 users per location
– Businesses Adding Remote Employees, Offices or Consolidating Locations
– Looking to purchase a new phone system or upgrade an old PBX
– SMEs opening new business
– SMEs having collaboration requirements
– Distributed Enterprises (Starbucks; State Farm Insurance offices)
– Businesses with multiple locations with virtual workers & telecommuters
– SMEs needing inbound Call Center applications
• Buyer
– Business Owners
– IT Managers
• Application Users
– Business's cobbling together applications for communication
– Users who need productivity tools beyond voice available to them anywhere
they are – in the office or mobile
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4. Qualifying Callture Customers
• What does the company do?
• How many employees?
• How do they currently communicate and what are the gaps?
• Does the company have a “Hodge Podge” of communications expenditure
(PBXs, T-1 Lines, Email servers, technician costs, International calling,
Employees using their own cell phone and expensing etc…)?
• If so what tools do they use?
• Gather details of current services and applications used including cost for TCO comparison
• Are they looking to open new offices or add remote employees
• Ask about inefficiencies or wastes they know about
• Brainstorm with the customer / Consultative selling)
• Is the company seeking to increase productivity and control of their
telecommunications system?
• Does the company see themselves now or in the near future needing an
inbound Call Center solution?
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5. Qualifying Callture Customers
• Opportunity? Build Case
• Walk-Away Positions
– No need of conferencing, messaging or fax
services
– Locked into long term contracts/hardware
leases
– Low total budget per user
– Looking for SIP Trunks or Preserve Existing
Equipment including phones
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6. Selling Callture: Key Messages
• Cloud-Based SaaS Benefits
– Low Total Cost of Ownership
– FutureProof includes updates, support and upgrades for life
– Fixed monthly
– Reduced headaches
• Unified Communications – all unified, one bill for all
telecommunication related cost
• Improve Responsiveness - accessibility, speed of
information flow and communications effectiveness
• Operational excellence – outsourcing the entire PBX
maintenance let company to focus on core competency
• Better value – bundled solution provides opportunity to be
more aggressive and flexible in TCO stories
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7. Recommending a Callture Solution
• Understand the:
– Criteria for appropriate service
– Customer’s communications environment
– Employee work needs
– Importance and relevance of Callture business rules
• Don’t just sell features
• Focus on their business:
– What do they do?
– How do they communicate?
– What is broken and what is not?
– What are they trying to accomplish?
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8. End-to-End Turnkey Solution
Why VoIP
• Cost Savings
• More Features
• Faster Activation
• Scalable Solution
• No Contracts
Cost Savings
• No Up-Front Cost
• No Maintenance Cost
• 60% Savings on Line Cost
• Save on International Calls
• Lowest Price Guaranteed
System Features Internet Fax Auto Attendant
• Custom Main Greeting
• Unlimited Domestic Calls • No Fax Machine
• Unlimited Extensions
• Pre-Config Phones • Separate Number
• Follow-Me Features
• Internet Fax • Faxes are Emailed
• After Hours Mode
• Conference Calling • Send Faxes Online
• Voice Studio
• Memo-on-Call • Faxes are Archived
• Voice Mail
• Enhanced Voice Mail • Memo-on-Call
• Extensions
• Extensions • Extensions
• Call Blast/Call Hunt
• Call Blast/Call Hunt • Call Blast/Call Hunt
• Music-on-Hold
• Over 40 Features • Music-on-Hold
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9. Customer Scenarios
• Recommend the Appropriate Callture
Solution
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10. Customer - Virtual Phone Scenario
Current Situation: We have staff who are very busy, always on the go,
missing phone calls, getting voicemails, in meetings and sending instant
messages.
Solution: Virtual Phone System
- Find Me Follow Me moves calls to the right place or group of people
- Fax to Email allows staff to send and receive faxes from anywhere
- Mobile Call – Moves calls transparently across phones without interrupting and
make calls with business caller id from the staff’s mobile phone
- Unlimited Extensions - Each staff can have their own extension and forward it to
any number anywhere
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11. Customer- Business Phone Scenario
Current Situation: We are in the need to buy a new phone system and are
debating between a premise-based PBX system, or a hosted PBX solution.
Premise-based systems seem to give us the features we need, but they are
proving to be very expensive.
Solution: Hosted PBX
- Complete alternative to a hosted or premise-based phone system
- Cut monthly cost by over 60%
- Uses Standard Polycom, Cisco, Linksys, Aastra, and a powerful Soft Phone
- Truly Unlimited outbound domestic calling
- Cut cost on maintenance and adding/removing user
- Complete flexibility with bandwidth options
- Low Capex with enterprise-class features
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12. Customer Conferencing Scenario
Current Situation: We frequently hold conference calls, sometimes with only
3 to 5 attendees, and sometimes with 15+.
We've looked at 3rd party conferencing services, but they tend to be
expensive and introduce an unpredictable cost factor into our business.
Solution: Audio Conferencing
- Truly Unlimited Audio Conferencing
- 4-way conferencing from soft phone or desk IP phone
- 20-way on-demand conference bridge (no need to schedule)
- Local dial access or 800 access (extra charge)
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13. Customer Call Center Scenario
Current Situation: We have a 7-seat customer service call center that needs
to have better call control and monitoring.
We've looked at advanced Call Center solutions, and they all seem to come
with huge price tags and more features than we are looking for.
Solution: CallCenter
- Advanced ACD functionality at a fraction of the cost
- Create IVR tree online in real time
- Free tech support to create the system exactly as the users wants it.
- Support for multiple queues, custom greetings and music/promotion on hold
- Custom routing options, geographically distributed Agent queues
- Zero Capex requirement, all pay-as-you-go SaaS model
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14. Key Points
• The ideal customer profiles suited for Callture
solutions are:
– Small/Medium sized enterprises
– Multi-Location customer with 100+ employees
– Relocation, consolidation, mobile employees
• Qualify customer needs and best pitch
• Provide a comprehensive solution proposal
• Address the needs across the organization
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15. SALES TOOLS
Callture Confidential

16. Demonstration
& Partner Management
 Format & Layout
 Tab Content
Callture - Access: support.callture.com
Username: assigned log-in
Password: personal password
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17. OVERVIEW
OF QUOTING TOOLS
Callture Confidential

18. What is Callture Quote Generator
• User-friendly application designed to
automate all quotation systems for Callture
services
• A quotation system to automate the sale of
Callture and Callture Services in a more
effective way
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19. Why Callture – Quote Generator
• Standardize Callture quote
• Streamline process of quoting a Callture
Suite solution
• Ensure accuracy of pricing
• Provide consistency of layout
• Provide availability of quoting tool to
anyone needing to quote a Callture
solution
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20. USING THE QUOTING TOOL
Callture Confidential

21. Callture - Quoting Tool
• Fill Out Form: Enter Information and select
packages and phones
• Master Pricing: This sheet have all the default
pricing. This can be changed for
customization
• Payment Info: Enter information about
payments here
• Print Quote: Customize it with your logo and
print the quote
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22. Callture – Quote Tool
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23. Callture – Quote Tool
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24. Quote Tool - Payment Info
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25. Quote Tool - Print Quote
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26. Callture – Personalized Site
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27. Callture – Online Sign up
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28. Online Sign up – Pick
Devices & Numbers
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29. Sign Up – Payment Info
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30. CALLTURE IMPLEMENTATION
Provisioning & Administration
Callture Confidential

31. 5-Step Provisioning
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32. Provisioning Devices
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33. 5-Step Provisioning
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34. 5-Step Provisioining
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35. 5-Step Provisioning
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Callture Confidential

36. Provisioning a Callture Account
• Upon customer acceptance of a Callture quote, it is
automatically forwarded to the Callture Client Services
Department (CSD) to begin the provisioning process.
• Online sign up form (OSF), a Site Survey and has the
customer run two Mini-Assessment Tests (MAT).
• Partner ensures that CSD is in receipt of the OSF, Site
Survey and MAT and requests that CSD move the
account into production.
• CSD leverages customer-provided information to set up
the customer account with the appropriate Callture
services, users, groups and phone numbers.
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37. Administering a Callture Account
• Administering an account is done through
a web dashboard
– Users and groups are created, assigned and
managed
– PBX configuration is complete
– Phone numbers are purchased and assigned
– Conference rooms are created
– Additions and deletions can be made quickly
and easily
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38. Key Points
• The Online Sign up, MAT and Site Survey
must be completed before requesting an
account move into production
• All provisioning documentation must be
completed prior to moving an account into
production
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39. HOW TO COMPETE AND WIN
Callture Confidential

40. Competitive Landscape
• Voice Services Callture delivers all the
services a company
– Premise Hardware (iPBX) – Nortel, Avaya, ShoreTel needs at one simple flat
• Expensive CAPEX pricing which is the
lowest in the industry
– Hosted Solutions – Sylantro, Broadsoft, Packet8 with the fastest
• VOIP only solutions provisioning
– Microsoft Live Communications Server (LCS)
• Enterprise premise focused
• Yahoo acquisition is a distraction to this effort
• Call Center Services
– Five9s, Packet8
• Expensive and complex
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41. Competitive Landscape
Company Callture Vocalocity RingCentral Fonality Packet8
MRC/’Basic’ 4 $78 $300 $120 $124 $240
Seats
Activation No No No Yes Yes
Additional Cost No Yes No Yes Yes
Annual Contracts No Yes No Yes Yes
Free Trials Yes No Yes No No
Online Sign up Yes No Yes No No
Easy Yes No Yes No No
Provisioning
Selling Directly No Yes Yes Yes Yes
Additional Extra cost for Limited Extra cost for Extra cost for
Weaknesses fax, local and features No app usage. Offer fax. Offer
extensions click-to-call on-premise server hosting.
solution.
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42. Premise-Based Solutions
• The real choice is between a premise-
based solution or a hosted solution.
– All solutions fit into one of these 2 categories
• Premise Based Solutions
– Anything requiring boxes other than
routers/switches onsite.
– Servers, PBX, Key Systems, Hybrid Systems
– Cisco, Shortel, Avaya, Nortel, NEC, Toshiba,
3COM
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43. Premise-Based Challenges
• Significant Capital Investment
– $700 - $1500 per seat, driven by requirements
• Technology Obsolescence
– Location duplication
– Continues to age
– Stays static as technology continues to develop
– Upgrades to new technology/features is costly
• Maintenance
– Expensive - $3 - $8 per port per month
– Requires expertise for most changes
• Hire a vendor @ $100 hr+, or train an employee
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44. Premise-Based Challenges
• Scalability
– Requires further investment to grow
– Investment is sunk if needs decrease
– Physically tied down
– Limited remote support
• PSTN Connectivity
– Still requires contracts with local, ld, ISP vendors
– Term liability locks in prices in a falling price market
• Disaster Vulnerability
– All intelligence is onsite forcing hard down
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45. Callture Competitive
Advantages
• Lower Total Cost of Ownership
• Protected from Technology Obsolescence
– Intelligence and new features pushed to the
edge
• Maintenance
– FutureProof updates and upgrades for life
– Moves, adds, changes now self-administered
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46. Callture Competitive Advantages
• Scalability
– Subscription based – grow or shrink at will
– Add phones, service, seats as needed
• PSTN Connectivity Includes
– Local, LD, Int’l, 800 – one bill
• Reduced Disaster Vulnerability
– All intelligence is in the network – reroute
inbound calls based on your needs
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47. Callture
Differentiation
Category Differentiators
Corporate Mission & Direction • Applications company
• Not dependent on disparate systems
• Lowest Cost provider
• Highest Commission
Network Architecture & Hardware • Bandwidth agnostic
• SIP architecture
• SIP end points: Cisco, Polycom, Snom, Aastra, Grandstream
Offered Services • Business Phone Service
• Virtual Phone System
• Sip Trunking & Tollfree
Features & Functionality • Comprehensive Voice
• Online easy sign up and provisioining
• ACD Call Center capability with call recording
• Web Conferencing
• Mobile app for mobility
Administration • Easy and fast provisioing
• Administrative control
• Comprehensive reporting
• User control
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48. Callture Differentiation
Category Differentiators
Call Quality Management • Hosted VoIP circuit retention or replacement options
• Approved CPE Equipment List
• QoS with monitoring system
• Tier-1 Carriers
Migration & Configuration • Speed to migration and delivery
• Self-provisioning of phones
• End User Auto-Attendant changes ‘on the fly’
• Ease and speed of number portability
• Bandwidth flexibility
Support: Pre/Post Sales • Service Up Time
• 24 X 7 support
• Responsiveness and on-line Chat, email and calls
• Knowledgebase
• Videos
• Comprehensive billing system
Training • Callture – Agent management
• End-User & Administrative Training
• Partner Sales Training
• Partner Technical Training
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49. Key Points
• Callture – A Better Business Model
• Focus on delivering best-in-class next generation
business communication SaaS applications
• FutureProof Communications
• World-class engineering department delivers high
quality solutions – We Own the Technology!
• Rapid deployment, short intervals, days to
revenue!
• Experienced management team – willing to get
flexible to help you win!
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50. CALLTURE BENEFIT
SUMMARY
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51. Callture Benefits for You and Your
Customer
• Operational excellence
– Single point of contact for billing and invoice and support allows
customers to focus on their core business instead of
communications infrastructure and operation
• Better value
– Keep cost down so we can provide the lowest pricing in the
industry while maintaining competitive commission
• FutureProof Communications
– Continue sales opportunities for more applications
• Reduce Your Risks
– The unique unlimited usage packages enable customers to avoid
dealing with usage hassles and common telecom complexity
– Unified user experience across all Callture services
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52. Value to Partner
• Offer your customers and yourself a
compelling alternative:
– Lowest Pricing in the Industry
– Highest Commission
– Life time Recurring Commission
– Protected Revenue stream – 14 years of working
with Partners
– Easy and Fast Provisioning
– Provide Maximum Support to Succeed
– We Succeed When YOU Succeed
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53. SUPPORT
Callture Confidential

54. Sales Tools to Help You Grow $
• Callture – Quoting tool
– Build custom, co-branded quotes in minutes
– Flow-through provisioning
• On-line trial-account setup
– Quickly set up your prospect with a live working
demo account… let the technology do the selling
for you!
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55. Resources & Documentation
• Callture – Partner Login
– Customer account administration
– Customer inventory
– Training Tab
– Documentation Tab
– Help
• Training
– Partner Sales Training
– Partner Technical Training
– End User Training
– Administrator Training
– Classroom or On-Line Training options
– Certification
• Knowledgebase
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56. Benefits of Callture Partnership
• Channel Manager expertise in SaaS solutions
• Dedicated Channel Management
– Joint Sales Calls
– Ongoing Sales, Product & Process Training
– Lead Generation
– Custom Deal Support
– Sales Engineering Support
– Business Planning
• Access to and leveraging document and sales tools
• Sales Incentives
– Lead Generation Program
– Quarterly Sales Promotions
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57. Key Points
• Leverage the resources you have
available
– Work with your Channel Manager to get the
appointment and make the sale
– Be diligent in following up on leads and
increasing your funnel
• Use Quote Tool
• Check the Partner Portal Help Tab for
current documentation and information on
what services you can sell
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58. PROGRAM SUMMARY
Callture Confidential

59. Program Objectives
• Verbalize the market strategy, value proposition and key
messages
• Describe the SaaS services provided by Callture
• Identify the features and benefits of Callture
• Identify target customers and qualification ‘best practices’
• Describe application examples used during the sales process
• Demonstrate Callture features and administrative functionality
• Price and quote a Callture solution and appropriate add-ons
• Explain the methodology for configuring a Callture solution
• List business rules related to specific Callture Services
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60. Next Step
• Review the Callture Value Propositions and
value to the customer
• Be able to identify the target market, key
buyers and customer needs that can be
addressed with a Callture solution
• Be able to explain Callture and the features
and functionality of the Callture Services
• Complete the Partner Sales Training
Certification Quiz
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61. Remember
• Ask Qualifying Questions and Find Needs
• List Your Points that Callture Addresses
• Review the Callture Value Propositions
and their value to the customer
• Understand the target market, key buyers
and customer needs that can be
addressed with a Callture solution
• Regularly Review Content so you are able
to explain Callture to Prospects
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62. Certification
• Complete the Partner Sales Training
Certification Quiz
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63. THANK YOU!
Callture Confidential