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Knology Matrix Sales / Marketing Meeting Agenda Terminology Selling Knology Matrix Competition Ideal Customer Prospecting Value Proposition CPE Requirements Terminology Ports vs. Lines Numbers vs. Ports Hosted PBX, IP Centrex, Virtual PBX Managed vs. Unmanaged Selling Knology Matrix Traditional PBX pros and cons Centrex pros and cons IP PBX pros and cons Traditional Services Pros Proven Technology Available everywhere Well known user interface Can do toll bypass over TDM / ATM / IP Feature Rich Numerous people versed in in support of technology Cons • Closed System, at the mercy of the manufacturer • Limited or no interoperability • Must purchase all components from the same vendor • Incremental upgrades can be expensive • Need specialized staff to maintain • Moves, adds, changes require central programming Centrex Pros No proprietary PBX Off-the-shelf phones Expansion one phone at a time No support staff Simple support for multiple locations Basic features found in traditional PBX systems Cons • Expensive advanced features • Expensive moves, adds, and changes (MACs) • Dependant on phone company for MACs • Difficult user operation • Inflexible feature set • Limited interoperation IP PBX Pros Converged Infrastructure – lower operating costs Low software upgrades costs Can do toll bypass over IP Low incremental costs Highly flexible in moving extensions Easy to maintain and make changes Same support organization as network Open platforms, easy and quick to implement new features Cons • Based on unreliable platforms or expensive, proprietary PBXs • Server hardware becomes obsolete • Limited interoperability • Steep learning curve for administrators • Must retrain staff to support new technology • Limited knowledge base Matrix Pros and Cons Pros No proprietary PBX Standards based hardware Server hardware managed and upgraded by provider No software upgrade costs Converged infrastructure – lower operating costs Expansion one phone at a time Cons • Limited availability Matrix Pros and Cons Pros Advanced feature set Simple support for multiple locations, including data Toll bypass Low incremental costs Moves and changes are simple and inexpensive Same internal support organization as data network Open platform, easy and quick to implement new features Cons Matrix Selling Features Guaranteed call delivery business continuity Destruction of traditional voice paradigms Simplified billing Future Proof Architecture Competition Traditional PBX – Toshiba, Nortel, Avaya Traditional Carrier – Channelized T1 providers, DSL IP PBX – Cisco, 3Com, Altigen Ideal Customers Start-Up Growing or expanding Dissatisfied with existing provider Size – Ten or more ports Heavy user of either voice or data Multi-site based Prospecting Direct Sales Cold calls Partners Affiliations Value Proposition One provider vs. Six Local, LD, Internet, PBX, Email, Web Hosting Efficiencies of Network Convergence – Advanced feature set Data rules applied to voice Price, Price, Price! CPE Requirements Switches Routers Cabling Moving Forward….. Visit each Division On-site presentations Training and certification Marines then Army Features Basic Features • • • • • • • • • 4-digit extension dialing Multiple line appearances Call waiting Caller-ID Toll restriction Billing account codes Message waiting notification Call pick-up groups Station-to station intercom • • • • • • • • • Hold Hold recall Redial Speaker Mute Do-not-disturb Speed dials Music on hold Overhead paging access Features Advanced Features SmartMove Guaranteed Call Delivery Enhanced voicemail Automated attendants/ACDs Call forwarding (Internal/External) Call transfers (Internal/External) Digital conference calling Direct extension assignment 911 notification • • • • • • • Direct Inward Dialing (DIDs) Unified Messaging PC Based Voice Client Call Filtering Directory Services TAPI Integration XML based applications