partner sales playbook atmosphere® voice services · certifications and validations for top pbx...
TRANSCRIPT
Partner Sales Playbook Atmosphere® Voice Services
1
Introduction
Atmosphere® Voice Services
Features
Pricing
Why Atmosphere® Voice Services?
Our approach
Why customers choose us
Selling Atmosphere® Voice Services
Target customers
Trigger opportunities
Table of Contents
2
Atmosphere® Services
Implementation process
Case Studies
Conclusion
IntelePeer: a winning platform backed by winning support
Partner resources
Table of Contents
3
IntelePeer at a Glance
4
To bring the power of the cloud and software to Business Communications
OUR MISSION
We unleash the power of software and cloud to give our customers unprecedented control over their communications We provide:
Full-Service Cloud Calling and Unified Communications
Complete Cloud Contact Center
Enterprise Voice Services and SIP Trunking
Complete UC Enablement for Carriers and Hosters
• Stable, reliable leader in Voice Services & SIP since 2003
• Rooted in carrier quality, applied to Enterprise
OUR HISTORY
BACKED BY STRONG INVESTORS
Our Customers
5
Healthcare & Pharma Manufacturing Professional Services
Technology Consumer Goods Retail & DR Education & Non-Profit
Financial Services
What Makes Us the Right Choice?
6
Expert Support
Deploy with confidence thanks to our expertise in voice services, call center,
and solution design
Customized Solutions
Our team of experts will design the best solution to fit your specific
business needs
Dedicated Account Managers
Work with a single point of contact from deployment to ramp up and
everything that comes after
Self-Service Portal
Scale on demand, deploy new features, and access reporting through
your portal account
Every IntelePeer product and sale is backed by:
Atmosphere® Voice Services
Features, capabilities, and pricing
7
A powerful communications platform delivering global voice connectivity over an all-IP network
Atmosphere® Voice Services Overview
FLEXIBLE CALLING PLANS
Calling plans to meet the needs of every size enterprise and budget
SIP WITHOUT LIMITS
Deploy confidently with a leader in voice over IP since 2003
A LA CARTE PLATFORM SERVICES
Everything platform providers need to build a voice services solution
8
An easy to understand billing model that matches up with existing software subscriptions
Good for: small to medium enterprises (SME)
No headaches tracking usage
All-inclusive features
Simplified management of account/features
Provides the ability to right size communications
Atmosphere® Voice Services Offerings for Enterprises
9
User Bundles
An easy to understand billing model that allows the customer to manage their communications by capacity
Good for: mid-market to large enterprises
No headaches tracking usage
All-inclusive features
Can retain inactive numbers or manage larger number inventories
Simplified management of account/features
Provides the ability to right size communications
Port Bundles
Upgrade from PRIs
Good for: mid-market to large enterprises
Billing that matches up to the way PRIs are billed
Added flexibility (don’t have to add a whole PRI)
Simplified management of account/features
Circuit consolidation
Call Path
Different products for key enterprise needs and budgets
Atmosphere® Voice Services Calling Plans
10
Calling
Local
Long Distance
Toll Free
International
Cloud Transfer
Set-up
Caller ID
CNAM
E911
Call Forwarding
DNIS
Failover
DID or Toll Free Number
International DID
Porting
Unlimited Unlimited Unlimited
Unlimited Unlimited Per Minute—Flat Rate
Unlimited Unlimited Per Minute—Flat Rate
Per Minute Varies by country
Per Minute Varies by country
Per Minute Varies by country
1 included 10 included A la carte
A la carte A la carte A la carte
A la carte A la carte A la carte
Included Included Included
Included Included Included
Included Included Included
Included Included Included
Included Included Included
Included Included Included
Included Included Included
Included Included Included
Features
User Bundles
Per-user pricing for simple, predictable monthly spend.
Port Bundles
Best for large quantities of numbers or
extension dialing plans
Call Path
Compare to traditional PRI pricing — but with more
flexibility
Calling plans for every size enterprise and budget
Port Bundle Use Case
Professional services
firm – servicing
government
Long time usage
customer that recently
switched to Port Bundle
Attracted to
manageability of Port:
DID ratio and unlimited
calling plans
Customer Use Cases: Calling Plans
11
User Bundle Use Case
Public university – staff
offices
1:1 ratio of DIDs with
simultaneous calls
Needed ability to scale
on demand with their
PBX licenses
Wanted the all-inclusive
solution with unlimited
calling
Call Path Use Case
Healthcare Company
with regional campuses
Moving from PRIs and
wanted a comparable
billing model
Mostly local and toll-free
calling with limited long
distance
Call Path plan was
proposed
Create a more complete business phone system by easily adding on additional Atmosphere® functionality
Voice Services You Can Build On
12
ADVANCED IVR
Create a tailored experience that allows customers to get the help they need
without frustration
CLOUD ROUTING
Route inbound calls to the best location while adjusting to changing demands and
site outages on the fly
Advanced configurable routing
Centralized administration of routing across locations
Toll Free Number management
Live monitoring & recording
CRM integration
Voice recognition
Inbound & outbound call flows
Outbound notifications
Multichannel integration
CRM integration
Analytics & reporting
Leverage Existing Equipment
Atmosphere® SIP Trunking
Secure, reliable, and flexible SIP Trunking…
Cost Savings
Scalable and Flexible
Security Disaster Recovery
Speed of Services Reliability
Choose Your Connection
With everything you've come to expect from a carrier and so much more
Self-Service
13
Atmosphere® SIP Trunking
… seamlessly delivered to any technology or equipment
Certifications and validations for top PBX & SBC vendors
With deployment expertise for just about anything on the market
Cisco UCM 8.5 via Unified Border Element 1.3
Cisco CUCM with CUBE 1.6.2-129
Microsoft Skype for Business
Microsoft Lync Server 2013
Microsoft Lync Server 2010
Avaya Aura Comm Mgr Evolution Server 6.0.1
Avaya IP Office 7.0
Avaya IP Office R0.0.1
Mitel 3300 MCD 6.0
Mitel MiVB (3300) 7.2
Mitel MiVO 250 (5000) 6.1
ShoreTel 14.2
ShoreTel Connect Onsite 21.78.6410.0
ShoreWare ShoreTel 13.2
… plus more for 3CX, Allworx, Altigen, Asterisk, AudioCode, FreeSwitch, ININ, NEC, Panasonic, Samsung, Toshiba, and Vertical Wave
14
Atmosphere® Connectivity
Private Connection
15
Over the Top
MPLS
On-premise conversion device
IntelePeer Network Customer
PBX
PRI Cable SIP Trunk
On-premise conversion
device
PSTN
Enterprises who:
Want the benefits of cloud-based phone service but also want to protect current
investment – convert from on-premise PRI/TDM to SIP
Don’t already have IP capabilities and need a different connectivity option (other than OTT,
EPL, MPLS)
TDM/PRI to SIP Conversions: Bring your legacy PBX into the cloud
Benefits:
16
Save on telecom costs by switching to VoIP without upgrading equipment
Provides an upgrade path to hosted voice, IP PBX, and full cloud communications
Quick and easy device installation
Take the first step to cloud communications while keeping existing equipment with a premises device that enables your non-IP PBX for SIP.
Perfect for:
TDM/PRI to SIP Conversions: How it Works
17
IntelePeer will supply a device that is pre-configured to customer equipment specifications
Device supports either a single or dual PRI configuration in one box and converts the PRI
interface to SIP
Easy installation that consists of plugging in cables to connect device to PBX
Works with Atmosphere® Voice Services User Bundles, Port Bundles, Call Path and Usage plans
Simple installation, instant results.
IntelePeer Network
Customer PBX
PRI Cable SIP Trunk
On-premise conversion device
PSTN
Customer Promo: get the device for free! Sign-up and install service by March 31, 2018 and IntelePeer will waive the cost of the device(s). Customer must commit to $1,000 monthly minimum revenue guarantee for eligibility.
Why Atmosphere® Voice Services?
Benefits and differentiators
Our Approach
19
We focus on the lifetime value of our customers. As a result, we work with them to build tailored solutions without breaking the bank. Customer success is our biggest priority. We provide an unmatched level of support from concept to launch and beyond. Backed by our carrier-grade network, we deliver reliable voice to highly-integrated business solutions.
Why Atmosphere® Voice Services?
Customized Solutions
Expert Support
Dedicated Account Manager
PLATFORM BENEFITS INTELEPEER BENEFITS
Deploy Quicker Our technology expertise gets you up and running quickly and correctly the first time
Manage Costs Built-in savings over legacy telecom with a complete set of features and predictable monthly spending
Increase Uptime Survive site outages with redundant connectivity, network-based routing, and automatic fail-over
Scale on Demand Quickly add capacity to meet changing demand and business needs
Get a solution and architecture that meets the unique needs of your business
Deploy with confidence thanks to our expertise in voice services for premises and hosted environments
One point of contact through deployment and everything that comes after
20
Why Customers Choose IntelePeer
We beat the competition because:
We are not just a vendor, but a partner in customer success When customers sign on with IntelePeer, our team becomes an extension of theirs. We work beside customers every step of the way to design and deploy a solution that ensures their success.
We offer a truly flexible solution Our Atmosphere® platform is open for customers to build on, integrate, and control as they wish, providing a level of flexibility and customization not typically found in other providers.
Our knowledgeable team of account managers are the main point of contact for our customers and are always here to help whether it’s a major or minor problem. Our support center is available 24/7 to troubleshoot issues or answer any questions.
We can create tailored solutions We offer more than an out-of-the-box solution. Our team of experts can design solutions to match your network and business needs.
21
We provide a dedicated account manger
Difficult to work with
Slow to respond
Call center support
Standard configurations only
Inflexible
Atmosphere® Voice Services Competitive Differentiators
22
Traditional Carriers
Committed to customer success
Fast turnups
Dedicated account managers to address issues
Flexible solutions to fit your business needs
Self-service portal for on-demand scalability to
meet changing business needs
Future proof with seamless migration to Cisco,
Microsoft, Avaya, ShoreTel, Mitel cloud
environments
IntelePeer vs
Selling Atmosphere® Voice Services
How to identify qualified prospects
Customer profile
Mid-market and enterprises
UC Reseller/Value Added Reseller/Managed Service Provider
100+ users
Deployment types: on-premise equipment/PBX or hosted equipment in data center
Buying events
Looking to consolidate disparate locations
Need to upgrade or replace legacy telecom equipment
Have an initiative to streamline/simplify expenses
Want to simplify network architecture
Want to switch to a provider that offers better customer support
Want to future-proof for eventual move to cloud/UC
Don’t have disaster recovery plan or network-based capabilities
Have seasonal-based voice service demands and need to ability to scale quickly
Identifying Opportunities for Atmosphere® Voice Services
24
Atmosphere® Voice Services Customer Economics Example
25
If all channels are used, customers will have to add a new PRI (23 channels) ~$400+/mo
Requires a separate circuit to serve PRI (~$300 - $1000+/mo)
Customer may have to add a new physical PRI card ($160 - $900 one time, depending on card type)
Licensing & equipment maintenance fees
Legacy TDM Cost Considerations
As simple as adding a user/port/call path ($7.50 - $33.95)
No additional circuit required, may require additional data bandwidth
Licensing & equipment maintenance fees are often more competitive
New equipment investment is offset by savings vs legacy telecom expenses
Atmosphere® SIP requires IP capable PBX phone system (one time investment $10,000+)*
*Not required if PBX is IP-enabled
IntelePeer Cost Considerations
PRI cost ~ $2,600 vs $1,125 (User Bundle – savings of $1,475/mo)
Lose the PRI circuit cost (savings of ~$300 – $1,000+/mo)
PBX investment (one time investment $10,000+)
Breakeven on equipment investment in less than a year with money to spare
150 User Example
Implementation Process
26
Our solution engineering & services teams get you up and running
and deliver solutions that fit your business needs
Scope and Design
Fact Finding
Solution Design
Atmosphere® Voice Services Implementation
27
The right voice solution designed and implemented for your business
Onboarding
Guided Deployment
Network Verification
Activation Complete
Start Making Calls
1
2
3
Case Studies
Unleashing the power of software and cloud to give our customers
unprecedented control over their communications
Customer Case Study - Transportation
29
IntelePeer’s pricing, install, service, and support is the total package. I now feel comfortable every day.
Sean Kelley, Director of Technology Secure Transportation
“ “
While in the middle of a 400% growth stage, Secure Transportation turned to IntelePeer for a flexible and secure solution that could quickly expand call capacity to new locations.
200+ SIP trunks up and running in 4 days with no interruptions to normal business operations.
Designed a disaster recovery solution with multiple overflow locations to ensure business continuity and network reliability.
Customer Case Study - Healthcare
30
IntelePeer’s familiarity and compliance with Avaya’s full range of equipment gave us confidence that IntelePeer SIP Trunking was the right choice.
Gary Harding Telecom Manager Longmont United
“ “ Replaced costly legacy PRIs with cloud-based SIP trunking for Avaya Session Border Control
IntelePeer’s automatic failover features integral part of disaster recovery plan
Use peak capacity data to adjust number of connections on-demand through IntelePeer’s CloudCentral portal.
Customer Case Study – Government
31
IntelePeer’s large scale satisfies critical operational requirements while still being nimble to quickly act and meet customer needs
Major Metropolitan
Police Department
“ “ Received a call at 5:30 pm from a large system integrator that a major metropolitan area Police Dept was DOWN!!
IntelePeer NOC went to work testing a SIP connection and pulled DIDs for challenging area code. By 6:15 Police Dept was back in communications
Three weeks later we had to ask for the service back- they did not want to give it back
SIP trunking solution that was robust and flexible to meet the most challenging and mission-critical scenarios.
Hurricane Sandy Disaster Recovery
Customer Case Study
32
“ “
We had a legacy PBX where adds, moves and changes were time-consuming and cost-prohibitive. It was time to upgrade
Travis Morrison Sr Systems Admin New Belgium Brewery
Mandate to have a communications environment that is easy to use and maintain, and is future ready
Leveraged the cost savings which produced big hard dollar savings and also softer ones from increased collaboration
Gave its people the tools they need, management of the information to make faster and more informed decisions, and cuts the time and cost of workflows
Customer Case Study - Retail
33
“
“
This has significantly lowered our costs and made them very predictable and helped drive consistency in our processes, staff training, and member experience.
George Bedar CIO LA Fitness
Replaced 150 PBXs and Integrated voice, teleconferencing and IM onto a single communications platform
Consolidated and facilitated communications across 600 branches and 25,000+ voice users
Resulted in improved customer service, efficiency in operations and organization productivity
Customer Case Study - Technology
34
The outages we had experienced with our previous SIP provider became a thing of the past and our service became rock solid with IntelePeer SIP trunking. In addition, IntelePeer’s support staff is very knowledgeable and resolves issues quickly and professionally.
Brian Meredith CIO Softcom
“ “
Deployed reliable, high-quality set of IntelePeer SIP Trunking capabilities for the ability to leverage full range of ShoreTel UC features
Guaranteed the reliability of business communications with failover trunk
Services up and running with no issues and no interruptions to normal business operations
Customer Case Study – IT Services
35
IntelePeer’s ability to understand our communications needs from the moment we deployed spoke volumes. Small companies like ours that aren’t utilizing IntelePeer SIP Trunking for cost effective and seamless communications are really missing out on the technological innovation, rich set of features, and better time-to-market they offer.
Henry Creagh Consultant Horizons Consulting
“ “
Required a cost-effective communications solution that would also offer scalability and reliability for their small team of 20 remote workers.
Cost-effective service resiliency solution via the installation of a second trunk in Disaster Recovery (DR) data center
Saved nearly 60% on telecom costs while improving communication quality and enhanced collaboration
Customer Case Study – Industrial & Manufacturing
36
IntelePeer brought everything we needed in our SIP trunking provider from security competence to global DID availability, making it the obvious choice.
Jason L. Skyberg Manager, Enterprise UC Albany International
“ “ With 18 plants in 11 countries, Albany turned to IntelePeer for a secure, reliable communications solution that could support their remote and international workers.
Significant decrease in bandwidth consumption on MPLS network for dial-in conference calls, inbound/outbound PSTN calls for their remote workers, and toll bypass from their non-U.S. sites
Ability to procure new or additional services using IntelePeer’s web-based customer tools and portal
Customer Case Study – Banking & Finance
37
There is a level of comfort and assurance with having the IntelePeer service we currently use. No other provider so far is able to match the service offerings that IntelePeer provides
Steven Schwartz IT Director First Nations
“
“ Full-Service Mortgage Banker deployed IntelePeer’s SIP Trunking and redundant trunk offering for an improved internal end point users’ VOIP experience with dual VPN bonding connectivity and VOIP monitoring
On-time, smooth deployment with no interruptions to the business and ability to scale UC services as the company grows
50% savings in monthly telecom costs
Customer Case Study – Education
38
It's not that they're our SIP trunk provider. If I've got a problem and I can't figure it out, they have a support team and relationships we don't have. They get us a solution.
Robert Johnson, Senior Network Engineer Georgia Military College
“
“ Junior College with 12 locations turned to IntelePeer when their servers went down and they experienced a major outage on one of their campuses
IntelePeer solution architects had technical expertise to accomplish objectives quickly and successfully
50% savings in monthly telecom costs
Most importantly, they were given the peace of mind of knowing their system will remain up and running should disaster strike with robust solution.
IN CONCLUSION
The days of one-size-fits-all communications are
over
39
Why Atmosphere® with IntelePeer?
A WINNING PLATFORM WITH WINNING SUPPORT
Complete Communications Combine cloud, contact center, and premises to address every business need
Increase Uptime Survive site outages with redundant connectivity, network-based routing, and automatic fail-over
Scale on Demand Quickly add capacity to meet changing demand and business needs
Deploy Quicker Access functionality online without the need for software deployments
Spend Less No costly equipment to purchase or deploy
Customized Solutions Get a solution and architecture that meets the unique needs of your business
Expert Support Deploy with confidence thanks to our expertise in voice services for premises and hosted environments
Dedicated Account Manager One point of contact through deployment and everything that comes after
40
Focused on Partner Success Fully-committed to delivering the tools and services that partners need
Partner Tools
41
Additional resources:
Register for IntelePeer’s partner portal – sales collateral and product information
Atmosphere® Voice Services datasheet
Atmosphere® SIP Trunking datasheet
Implementation & Solution Design datasheet
2015 IntelePeer Confidential & Proprietary
Partner Programs
42