Webinar: Best Practices for Accelerating VoIP Sales in the Telecom Industry February 12, 2009 Moderator: Lisa Hoesel

1. Webinar: Best Practices for Accelerating VoIP Sales in the Telecom Industry February 12, 2009Moderator: Lisa HoeselPresenter: Jeanne SauerPresenter: Tom Judge

2. Webinar Overview Introduction Presentation by Jeanne Sauer: Market Landscape IP Lifecycle Best Practices Sales Enablement Case Studies Presentation by Tom Judge of Direct Marketing Partners: Key steps and indicators for a healthy sales lead pipeline Marketing best practice steps to create a healthy sales lead funnel Common stumbling blocks, and how to address them Wrapping It Up Recognizing end-user VoIP FUD (fear, uncertainty doubt) Overcoming FUD and gaining credibility Using references to build channel relationships Question and Answer

3. January 2009 Headlines ClearWire launches WiMax in Portland- $20-30 per seat BlockBuster looking for Telecom Partners- combat Netflix Nortel files for Bankruptcy- impact questionable NGT Surpasses 100,000 VoIP Seats- wholesale VOIP models are working iSkoot, mig33, and truphone, Mobile VOIP companies have raised more than $100 million in VC capital- more VOIP competition Real world app examples bundled or upsell for SIP- differentiation is here Cbeyond customers will gain instant access to the location of their mobile employees, providing them with instant savings with reduced payroll and overtime costs, fewer fleet miles, and increased mobile employee productivity. According to the company, savings can reach an estimated $1,500 per mobile employee, per year.

4. SMB Differentiation Approaches

5. Sales and Marketing Strategies

6. IP Solution Launch Best Practices

7. Revenue Generating Enablement Tools

8. Demo’s are Critical to Application Sales

9. TCO Tools Set the Stage to Close a Sale

10. Enablement Tool Case Studies Sales Training Activity- Inside sales and Indirect channel partners Results Funnel- 1000 seats in first 30 days of sales Scorecard Activity- new offer targeting 5-25 person office Results 250% increase in monthly seat sales

11. Tom Judge’s Profile VP of Strategy and Business Development at Direct Marketing Partners (www.directmarketingpartners.com) a service provider company, that specializes in analyzing and executing sales lead generation for firms who sell B2B products and services with a complex sales process Part time instructor and Founder of the Lead Management Certification Center Primary role is to diagnose and then deliver to firms, custom sales lead pipeline building solutions that best achieve a company’s revenue and ROI goals Over 20 years of consulting and go-to-market experience Focus on marketing campaign design and the implementation of best practice lead generation and lead management programs to optimize sales

12. Steps toward a Healthy Sales Lead Stream The buying process – how well do you know and understand… Your prospect’s buying process? The decision drivers? Their timelines for each step?

13. Steps toward a Healthy Sales Lead Stream The sales process – how well do you know and understand… Does your sales process match the buying process? Does you sales team talent match prospect expectations? Have you determined your sales funnel numbers?

14. Steps toward a Healthy Sales Lead Stream The marketing process – how well … Have the sales and marketing teams agreed on the specs of a “qualified lead”? Have you matched the volume of qualified sales leads output from marketing to the sales funnel input requirement numbers? Is your messaging based on prospect perspectives? Are your offers based on prospect perspectives?

15. Steps toward a Healthy Sales Lead Stream The qualified lead funnel building process – what is your… What is your strategy to target and engage prospects with your unique value proposition? What are your strategies and tactics to nurture and develop leads until they meet the qualified lead spec? What are the metrics you will measure and what are your starting benchmarks? What is your lead management strategy to close the loop?

16. Steps toward a Healthy Sales Lead Stream Stumbling blocks – to address… Anticipate and address qualified sales lead deficits Anticipate and address sales objections, build a knowledge center for the sales team Establish a solid references program and use throughout the marketing-through-sales process

17. Summary of Tom’s Presentation Revenue streams do not just happen. They’re developed over time just like a healthy heart. With these steps your firm can develop a strong sales lead process for a stronger sales heart. Don’t forget the free white paper offer: “The dreaded sales lead deficit syndrome” By Tom Judge tjudge@dirmkt.com 510-368-7527

18. Summary – Understanding FUD Common objections include: Installation Experience Carrier Financial Stability Product Stability Productivity & Anticipated ROI Escalation Challenge Handling

19. Summary – Using References to Overcome Objections FUD is a very real problem but by using proactive strategies, your company can move beyond it. Trustworthy and convincing customer references answer the nagging questions of reliability, implementation, quality and overall experience. Customer references provided from the corresponding vertical market lend themselves to maximum relevance and credibility.

20. Solid customer references help to grow channel partnerships by: Establishing credibility earlier Providing your Channel Director with a recruitment tool Differentiating your company from the competition Promoting your partnerships and alliances

21. In Conclusion Key Takeaways from Today: The VoIP landscape is changing and keeping your company ahead of the curve is imperative. Utilizing lifecycle best practices, smart sales enablement tools and training strategies can be effective to achieve this end. Critically assessing the overall health of your pipeline is vital. The importance of evaluating your sales and marketing process and how well it is synced with prospects cannot be overemphasized. End-user FUD still exists within the VoIP marketplace. Proactive strategies can help alleviate these concerns, especially one where current, satisfied customers tell their story.

22. Thank You for Attending We appreciate your time and interest in our telecom webinar. Please contact References-Online with any questions about the content.