selling sip trunking ingate sip trunking and unified communications summit september, 2011

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Selling SIP Trunking InGate SIP Trunking and Unified Communications Summit September, 2011. Joel Maloff, Maloff NetResults joel@maloffnetresults.com www.maloffnetresults.com. Introduction. Selling SIP Trunks - PowerPoint PPT Presentation

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  • Joel Maloff, Maloff NetResultsjoel@maloffnetresults.comwww.maloffnetresults.com

    Selling SIP Trunking

    InGate SIP Trunking and Unified Communications SummitSeptember, 2011

  • IntroductionSelling SIP Trunks Designed for the sales team in the field today looking to close business opportunities.

    This presentation contains materials covered in more detail in the online program SIP Trunking for the Sales and Marketing Professional, available from The SIP School (www.thesipschool.com).

  • Secrets of Selling SIP Trunking OverviewSIP Trunks and UCIdentifying YOUR SIP Trunking Sweet Spot and what to avoidInterpreting the customers Status QuoUncovering areas of added valueCreating a cost justification/ROI modelOvercoming ObjectionsClosing the SaleKeeping the Sale

  • SIP Trunks and UCUnified communications includes mobility, presence, web conferencing, a variety of other solutions, AND voice communications via SIP trunks.SIP trunking is therefore a subset of the unified communications umbrella.

  • SIP Trunks and UCUnified Communications can be multifaceted, complex and confusing to potential buyers.Thats bad for sales.By focusing on specific benefits and documented ROI, your chances for a sale go up.SIP trunking can provide the substantiation you need!

  • The SIP Trunking Sweet SpotEach ITSP is different.What is your sweet spotNumber of concurrent calls?Number of locations?Minimum current telephone bill? Number of PRIs total and/or per location?

  • The SIP Trunking Sweet SpotNumber of minutes per month?Incoming?Outgoing?Local, domestic long distance, international?Inbound Toll-free?Specific vertical industries?Specific geographies?

  • The SIP Trunking Sweet SpotAs a sales team, knowing who and where to target can be the difference in making your numbers or failing to perform.

  • Interpreting the Status Quo

    Reviewing an actual customer bill for cost savingsIdentifying areas of soft savings

  • Finding Added ValueConsolidation of officesCreation of Virtual presenceDomesticInternational

  • Cost Justification and ROIIt is easy to assert cost savings; it takes work to prove it.Hard SIP trunking cost savings come from three primary areas:Usage sensitive call chargesFixed price services (PRI, DSL, et al) used for voice services

  • Cost Justification and ROIFees and SurchargesEUCL The End User Common Line (EUCL) charge is a federally regulated monthly service charge applied to certain local voice service offerings.RCRF The Regulatory Cost Recovery Fee (RCRF) Imposed by some carriers on business and residential long distance customers used to recover costs associated with Federal regulatory fees imposed upon these carriers.Others

  • Cost Justification and ROICalculating potential savingsUnderstand current costs by examining a current bill if possible.Try to make sure that it is a representative month and not an anomaly.Identify usage charges and their breakdown regarding local, domestic long distance, and international.Identify fixed monthly charges for PRIs, DSL, and surcharges.

  • Cost Justification and ROISome vendors do offer ROI tools for SIP trunking.http://www.xo.com/forms/campaign/ExternalSales/ESIPCalcLP/index.aspx?ListSource=PressRelease071510Unfortunately, the level of detail may not be sufficient for you unless you are a salesperson for that company!

  • Cost Justification and ROIWhat are the challenges with overview ROI tools?Total Number of employees Minimum of 50Number of Physical LocationsMinimum of 5Percentage of Inter-company callingAsserted savings is 38%!What is missing from this picture?

  • Cost Justification and ROI

  • Cost Justification and ROICalculating potential costsIdentify fixed monthly charges for PRIs, DSL, and surcharges.Calculate the number of SIP trunks (concurrent calls) and Internet bandwidth required using the spreadsheet on the next slide.

  • Cost Justification and ROI

  • Cost Justification and ROICalculating potential savings and valueInclude all costs for all solutionsConsider surcharges and fees such as EUCL (Approximately $40 per PRI or T-1 monthly) and RCRF (Approximately 3.5% of all domestic and international calling charges)Most ITSPs do not include EUCL and RCRF fees.Show the monthly total costs, percent saved via SIP trunking, and the estimated annual savings.

  • Cost Justification and ROI

  • Cost Justification and ROISimple tools provide simplistic answers; business is complex today!

    If you want to deliver quality to your prospects, preparation is in order; they will welcome your expertise!

  • Overcoming ObjectionsConceptualInternet Telephony is here to stayAT&T asks the FCC to allow shut-down of their traditional PSTN services in favor of IP Telephony. the VoIP access and SIP trunking services market will continue to build on its downturn-defying 40.1 percent growth in user base and 22.3 percent growth in revenues in 2009. (North American VoIP Access and SIP Trunking Services Markets, Frost & Sullivan, April 2010)Sunset of the PSTN 2018?

  • Overcoming ObjectionsTechnicalFinancialEmotional

  • Closing the SaleASK FOR THE ORDER!!!Make it easy.Make it simple.Make it painless.

  • Keeping the SaleMinimize churn!Keeping and growing existing customers is more valuable than new sales.The salespersons job is NOT done when the service agreement is signed.Ensure that service is delivered as sold and when promised.Maintain regular contact to avoid unexpected churn, expand existing services, obtain referrals, and solicit testimonials.

  • ConclusionsSuccessfully selling SIP trunking services requires a combination of good old fashioned sales skills and knowledge of the SIP trunking environment beyond just surface information and platitudes.Customers NEED SIP Trunks you need to be able to help them make the buying decision from you!

  • For More InformationJoel Maloff, Maloff NetResults954-263-1306joel@maloffnetresults.comwww.maloffnetresults.com

    The SIP Schoolwww.thesipschool.com

    ********************* ******

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