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Knology Matrix Sales / Marketing Meeting

Knology Matrix Sales / Marketing Meeting. Agenda. Terminology Selling Knology Matrix Competition Ideal Customer Prospecting Value Proposition CPE Requirements. Terminology. Ports vs. Lines Numbers vs. Ports Hosted PBX, IP Centrex, Virtual PBX Managed vs. Unmanaged.

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Knology Matrix Sales / Marketing Meeting

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  1. Knology Matrix Sales / Marketing Meeting

  2. Agenda Terminology Selling Knology Matrix Competition Ideal Customer Prospecting Value Proposition CPE Requirements

  3. Terminology Ports vs. Lines Numbers vs. Ports Hosted PBX, IP Centrex, Virtual PBX Managed vs. Unmanaged

  4. Selling Knology Matrix Traditional PBX pros and cons Centrex pros and cons IP PBX pros and cons

  5. Traditional Services Pros Cons • Proven Technology • Available everywhere • Well known user interface • Can do toll bypass over TDM / ATM / IP • Feature Rich • Numerous people versed in in support of technology • Closed System, at the mercy of the manufacturer • Limited or no interoperability • Must purchase all components from the same vendor • Incremental upgrades can be expensive • Need specialized staff to maintain • Moves, adds, changes require central programming

  6. Centrex Pros Cons • No proprietary PBX • Off-the-shelf phones • Expansion one phone at a time • No support staff • Simple support for multiple locations • Basic features found in traditional PBX systems • Expensive advanced features • Expensive moves, adds, and changes (MACs) • Dependant on phone company for MACs • Difficult user operation • Inflexible feature set • Limited interoperation

  7. IP PBX Converged Infrastructure – lower operating costs Low software upgrades costs Can do toll bypass over IP Low incremental costs Highly flexible in moving extensions Easy to maintain and make changes Same support organization as network Open platforms, easy and quick to implement new features Pros Cons • Based on unreliable platforms or expensive, proprietary PBXs • Server hardware becomes obsolete • Limited interoperability • Steep learning curve for administrators • Must retrain staff to support new technology • Limited knowledge base

  8. Matrix Pros and Cons Pros Cons • No proprietary PBX • Standards based hardware • Server hardware managed and upgraded by provider • No software upgrade costs • Converged infrastructure – lower operating costs • Expansion one phone at a time • Limited availability

  9. Matrix Pros and Cons Pros Cons • Advanced feature set • Simple support for multiple locations, including data • Toll bypass • Low incremental costs • Moves and changes are simple and inexpensive • Same internal support organization as data network • Open platform, easy and quick to implement new features

  10. Matrix Selling Features • Guaranteed call delivery • business continuity • Destruction of traditional voice paradigms • Simplified billing • Future Proof Architecture

  11. Competition Traditional PBX – Toshiba, Nortel, Avaya Traditional Carrier – Channelized T1 providers, DSL IP PBX – Cisco, 3Com, Altigen

  12. Ideal Customers • Start-Up • Growing or expanding • Dissatisfied with existing provider • Size – Ten or more ports • Heavy user of either voice or data • Multi-site based

  13. Prospecting • Direct Sales • Cold calls • Partners • Affiliations

  14. Value Proposition • One provider vs. Six • Local, LD, Internet, PBX, Email, Web Hosting • Efficiencies of Network • Convergence – Advanced feature set • Data rules applied to voice • Price, Price, Price!

  15. CPE Requirements • Switches • Routers • Cabling

  16. Moving Forward….. • Visit each Division • On-site presentations • Training and certification • Marines then Army

  17. Features Basic Features • 4-digit extension dialing • Multiple line appearances • Call waiting • Caller-ID • Toll restriction • Billing account codes • Message waiting notification • Call pick-up groups • Station-to station intercom • Hold • Hold recall • Redial • Speaker • Mute • Do-not-disturb • Speed dials • Music on hold • Overhead paging access

  18. Features Advanced Features • Enhanced voicemail • Automated attendants/ACDs • Call forwarding (Internal/External) • Call transfers (Internal/External) • Digital conference calling • Direct extension assignment • 911 notification SmartMove Guaranteed Call Delivery • Direct Inward Dialing (DIDs) • Unified Messaging • PC Based Voice Client • Call Filtering • Directory Services • TAPI Integration • XML based applications

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