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Selling tips in the hosted world
- 1. Hosted Unified Communications Mike Matthews – TalkTalk Business Craig Duxbury – IAS Rob Hutton - Mitel
- 2. Objective: How to effectively market and sell hosted UC solutions 1. Share best practice tips for marketing and selling Hosted UC 2. Summarise the service architecture 3. Review big reasons to consider HUC 4. Checklist to provoke questions…
- 3. CONTACT STRATEGY Developing your brand relationships
- 4. // SALES ENABLEMENT
- 5. // SALES ENABLEMENT
- 6. // SALES ENABLEMENT
- 7. // SALES ENABLEMENT
- 8. // COMMUNICATION TRENDS Source: IAS technology client
- 9. // COMMUNICATION TRENDS Source: Google
- 10. PR Video Banners Tweets Light box BIG IDEA Blogs Whitepaper DM Mobile Emails Business Staff Owner Internal Operations CEO IT Management CI0 Commercial People
- 11. The Long Idea Time Aware Customer PR Video Banners Tweets Light box Blogs Whitepaper DM BIG IDEA Mobile Emails HR Staff Internal CI0 CEO Investors IT Manager Press IT People
- 14. Market Size and Addressable Market Addressable Market Customer Proposition 16M PBX end-points £30k/yr 100 UC users @ £25/m 9M B2B voice lines • 4.6M digital 30 channels of • 1.2M ISDN2 £8k/yr ISDN30 • 3.4M ISDN30 2.2M business sites • 1.2M B2B ADSL 100 employee site - • 150k leased lines £2k/yr EFM connectivity • 100k ethernet Customer Value
- 15. Increasingly demanding environment Are you ready? inflexible & siloed data centre Source: Microsoft 2011
- 16. What’s the architecture & customer connectivity TalkTalk Business Next Generation Network Example connections
- 17. 3 big reasons to consider HUC 1. Geographic and Product reach 2. Deliver a great UC service with an SLA 3. Create recurring revenues
- 18. Is HUC right for your prospects? • Mix of large and small sites • Require a consistent, integrated service across all locations and remote workers • Want to hot-desk at any site and bring profile to current location • Not interested in owning and running telecoms equipment • Keen on saving space, cooling and power usage on site
- 19. Is HUC right for your prospects? • Flexibility to add users and new sites without needing to budget for CapEx • Happy to see a known fixed OpEx cost per user for 3 years • Want to mix and match handsets from best in class vendor • System and network Resilience is a priority • Want to benefit from improved business effectiveness through Unified Communications
- 20. Questions?
Notes de l'éditeur
- These are just some of the types of things that you can create.Some elements require more resource and budget, but look at what you already have in your business, what can you re-edit to put back in the market. What can you create that’s unique to your market?If your in a technical business film one of you’re engineers in front of a whiteboard describing how your product works?Survey your clients and create an infographic, which can be posted with social channels.That’s the basics. If you want to get more strategic…
- Revisit Andy’s slide to reinforce the large opportunity
- Try to provoke / reinforce consideration of change
- ‘Off the shelf’ Managed Data CircuitsSelect size of pipe to match concurrent voice circuits plus any data needs (EAD & EFM)Intelligence up in the network
- Geographic Reach: You can do more provisioning and support from the desk. You can be a national player without putting engineers in vansProduct Reach: If you don’t offer CPE PBX you can add hosted to your portfolio without a lot of engineer investment