the fathom voice guide to

SELLING TO NEW CLIENTSdiscover create lead contact tech survey proposal close deal

1. What type of communications software do you currently have?

2. Are your communications needs being met by your current provider?

3. If not, what are the pitfalls to your current service?• Call quality?• How easy is call transferring and routing?• Do you have access to voice applications?• Is International calling included in your service?

4. What is your cost structure like? • Pay per minute?• Additional fees and charges?• Long-term or short-term contracts?

5. Who/what is Fathom Voice?• Fathom Voice is a communications software

company, specializing in voice applications. • As a software as a service (SaaS) company,

Fathom Voice is focused on building tools to help businesses communicate better, faster and easier.

6. What will their product do for my business? Fathom Voice is focused on building solutions that can be tailored to fit your needs and provide true business value.

FATHOMVOICE.COM © 2013 Fathom Voice Intellectual Property. All rights reserved.

At Fathom, we want to make the sales process as easy as possible so that partners like you can bring on clients faster. Use this manual to guide yourself through our partner processes in order to become a successful and profitable partner.

1. discover Set-up a call to speak with the contact, discover what their needs are and qualify the lead.

• Cloud PBX - With a cloud-based phone service from Fathom Voice you can cut costs, increase mobility and talk more. Their customizable web portal Go.FathomVoice allows you to manage your own voice service and make network-wide changes with ease. With a 99.999% network uptime guarantee and built in redundancy their cloud PBX will provide you with high quality, reliable service.

• Call Center - With Fathom’s cloud PBX, you can manage your call center for less. With a real-time analytics reporting tool you can get reporting on call path activity, allowing you to make sure that your employees are working at maximum capacity and your customers are getting a top notch experience.

• Fathom Apps - Fathom Applications like Analytics and SMS streamline business processes and make staying connected easier than ever.

• Fathom Fax allows you to send, receive and manage faxes online without a fax machine.

• Fathom SMS allows you to send text messages directly from your web portal and office phone number.

• Fathom Analytics allows you to get real-time analytics on call path activity to monitor sales team productivity and enhance customer experience/support.

• Conference Bridge from Fathom Voice allows you to customize your calls directly from Go.FathomVoice. You can manage call attendants and control call security. The best part, there is no limit to the number of callers/conference attendees.

• Receptionist gives you the ability to manage incoming and outgoing calls within Go.Fathom. Simply drag and drop inbound calls to transfer them to individual extensions, click to call a number and see what users are available to take a call.

2. create lead Once the lead has been qualified, enter their information into Pipeline, our online sales tool.

1. Visit partners.fathomvoice.com• Enter your assigned user ID and password into the required fields

2. Identify the Pipeline tool in the top navigation and enter the tool

3. Identify the “Log of Clients” tab

4. Click “Log New Client”• Enter the contact information for your lead (make sure to list their “source”

as a lead)• Enter MRR• Enter expected close date

5. Track your lead through the sales process, including whether or not they are receiving demos or if agreements have been sent.

3. contact Contact your assigned Partner Success Manager. Leverage them to help you close and win the deal.

discover create lead contact tech survey proposal close deal

4. tech survey Send your lead the technology survey located within the Partner Portal.

the fathom voice guide to SELLING TO NEW CLIENTS

Use this survey to help identify the specific needs of the lead and get a better sense of their technology infrastructure. 1. Complete technology survey with client

• you can download the tech survery from the Partner Portal

2. Assist the client in running the necessary bandwidth tests• voiptest.fathomvoice.com (make sure that the test is taken/administered at the time of

day when there is the most traffic on the network)

visit fathomvoice.com to learn more!

© 2013 Fathom Voice Intellectual Property. All rights reserved.

FATHOM VOICETechnology Survey

Who is your internet service provider? Type of service, Fiber/DSL/T1/Cable/etc.

What are the internet speeds that you pay for?What are the internet speeds right now? (Please run the following test during time of the day when the

most amount of people are on the network: voiptest.fathomvoice.com)

Do you work with an IT company to manage your internet/network? If so, name and contact information.

What type of router and/or firewall do you have (name/model number). If more than one location list each

separately. (Did your internet or voice provider provide or sell you this device?)

Does the router have firewall capabilities, and if so, can you edit QoS settings? Have you had experience

working with QoS in the past?What type of switches do you have, what speed are they? What is the make and model (10/100 or

10/100/1000 [Gigabit])Number Porting: Do you have Centrex on your account; do you have numbers with more than one carrier?

Do you use any VPN technology or MPLS?Do you have Cat5E data ports everywhere that you need an IP phone?

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Things to ask your client

5. proposal Use Fathom Voice’s Proposal Generator application to generate an online proposal and track its status.

1. Log in to proposals.fathomvoice.com

2. Enter email and password associated with the account into the correct fields

3. Enter the dashboard

4. Identify and click “New Proposal”

5. Enter the necessary credentials into the marked fields• company name, contact, etc.

6. Select the content for your proposal

7. Select the communications services that will be provided to the client

8. Select the non-recurring costs that you would like to add to the proposal

9. Review your proposal

10. Share proposal with client via email

11. Manage proposal status • If declined, connect

with client about the areas that they have issue with and generate a new proposal.

• If the proposal is accepted the client will begin the onboarding process.

6. close deal Once a proposal is accepted and deal closed, the client will begin onboarding.

SALES CHECKLISTInitial call with lead

Qualify lead

Create lead in Pipeline on the Partner Portal

Contact Partner Success Manager

Administer technology survey

Run a bandwidth test

Generate proposal using Proposal Generator

Close deal

Prepare client for onboarding

After these 6 steps (and the checklist) are complete you have successfully closed your deal!

FOR ADDITIONAL RESOURCES VISIT THE PARTNER PORTAL

FATHOMVOICE.COM © 2013 Fathom Voice Intellectual Property. All rights reserved.