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Enterprise Communicatioins
Association(ECA) Mandate
 Developing the Market for Convergence Solutions
 The ECA promotes the growth of healthy markets
and effective sales channels for IP telephony and
other converged voice, data, fax and video
communications products and applications deployed
in the enterprise.
ECA Mandate
ECA programs help channel executives
profitably transform a voice or data
distribution business to pursue convergence
markets. ECA’s sales and technical training
helps employers retool the workforce to sell
and support convergence solutions..
ECA Information
 Richard Zimmermann, Chairman,
 Director, Network Solutions Forsythe Technology,
Inc.
 Mary Bradshaw, Executive Director
 Max Schroeder, Media Communications
Committee Chair, liaison with TMC
ECA Information
 Enterprise Communications Association
1901 Pennsylvania Avenue, NW, 5th Floor
Washington, DC 20006
 Attention: Mary Bradshaw
Phone:
Fax:
202.467.4868
202-872-1331
www.encomm.org
ECA and TMC Form Partnership to
Promote Convergence Market Growth
January 7, 2005
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Trade events –2004 & 2005 & continuing in 2006
Internet Telephony -- Miami 2005
Internet Telephony -- Los Angeles 2005
Internet Telephony – Ft.Lauderdale 2006
Monthly Column – The Enterprise View
Web Site Links
Special Projects
Iternet Telephony Miami 2006
 The ECA is bringing back it’s very successful Miami
panel format
 Reseller Live is structured to maximize reseller
participation
 E911, VoIP security, FoIP, & top 5 Reasons to
implement VoIP convergence
ECA Sessions and Meetings
 ECA is exhibiting at Booth # 324
Meet at Booth at 8:00
 “The Challenge of E911 Regulation” Going on Now
 “Disaster Preparedness Discussion” Thursday, Jan
26, 1:30 – 2:30 Floridian Rm 316
Host Speakers: Max Schroeder and Rich Tehrani
Today’s Panelists
Moderator
 Max Schroeder, Senior VP - FaxCore, Inc.
Panelists
 Richard N. McLeod, Director, IP
Communications Solutions, Worldwide
Channels, Cisco Systems, Inc.
 C. Don Gant, VP Channel Marketing and
Business Development, Iwatsu Voice Networks
 Bob Sanders, Partner, AXIOM Sales Force
Development
Submit Questions to TMC
 The #1 challenge resellers must overcome to win
customer acceptance of VoIP
 The #1 closer (feature, price, etc.) to cinch the
sale
 The most important resource a vendor can provide
to help you increase VoIP sales.
First Panelist
 Questions will be addressed when all panelists
have completed their sessions
The #1 Challenge Resellers Must Overcome to
win Customere Acceptance of VoIP
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The fear of not understanding - voice packs, QoS
and bandwidth requirements on the netwok.
Quality/Reliability of Calls – Real or imagined?
Perspective -- Vendors getting dealers to push
VoIP. Many resellers are still in the TDM world
which is a big hindrance
Concerns about the network going down and
losing phone service is by far number one.
Resellers first need to understand and embrace
VoIP themselves
The #1 Closer to Cinch The Sale
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Overall value offered to the customer & their business
– selling a full buy in of a converged system.
SIP -- The ability to use SIP clients and future
technology with UM, FoIP and other applications. SIP
trunk capability is a huge advantage with some clients.
Campus Solution -- (Single Network w/transparency
between nodes).
Are you providing real solutions that improve the
business process of the end-user?
Customer control of add moves and changes
The customers are looking for applications that can
reduce costs and improve productivity.
The Most Important Resource a Vendor
Can Provide to Help Increase Sales
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Training -- Certified Technical Course,Web Base
Technical Course, Distributor Website, Regional
Managers and Inside Sales Support Team.
A complete working kno-- wledge of VoIP
implementation equipment, bandwidth
requirements and application.
Configuration Assistance / Product and
Application Training / Contact Strategy / offering
the IPS services (Iwatsu).
The Most Important Resource a Vendor
Can Provide to Help Increase Sales
 Vendors need to be training resellers on IP, not just
their own products.
 A knowledgeable sales staff that can make the IT
person feel comfortable with their solution.
 Ability to promote applications to solve business
problems is the primary tool.
 The use of network assessment should be a
strong tool in helping drive the final vendor
selection.
The top 5 reasons an end-user should
implement VoIP
Shared networking -- data, fax and voice can share
the same route/path throughout the network.
 Single network in a multi-node environment.
 Transparency between nodes.
 Tele-workers.
 SIP clients and applications.
 SIP trunks.
 Remote phones.
The top 5 reasons an end-user should
implement VoIP
 ROI
 IT personnel belileve this will make their position more
powerful – I.e. Job Security.
 Solutions to business problems by use of applications and
integrated in the solution
 Improving corporate communications by improved
networking
 Better utilization of company's resources by sharing
network connections for voice, fax and data uses
 Improved control on telecommunications expenses
 Direct ability to implement moves and changes
Top 5 Reasons For Customers
To Migrate To IPC
 Technology obsolescence – the time is right
 Redundancy & business resilience
 Reduced expenses & total cost of
ownership
 Virtual networking of business locations
(including partners & even customers)
1. Enhanced employee productivity &
customer satisfaction from applications
integration
Top 5 Reasons For VARs
To Build An IPC Practice
 Today’s Buying Criteria Requires It
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Blended end-to-end technology requirements
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Converging CIO/TCM Depts./Decision Making
 Successful Service Practice Requires It
 2-3X Revenue Growth Opportunity
 Increased Prof/Mgd Services Opportunity
 Increased Customer Value Add / Retention
Top 5 Secrets To VAR Success
Building An IP Communications Practice
1. A Strong Foundation In Convergence Networking
(LAN, WAN, Security, QoS, Wireless, etc.)
2. Applications & Software Skills – Beyond Voice Apps (Directory Services,
MS Exchange, Lotus Notes, CRM, XML, etc.)
3. A business process improvement, consultative and financial sales
methodology - not technology selling. Likely requires significant sales
team changes.
4. Solid integration, professional services, managed services competencies
and offerings. Managed as a Professional Services P&L.
5. A vertical emphasis with a “unique” offer to the market which includes
a uniquely packaged group of IPC enabled business applications &
surround services.
ECA Sessions and Meetings
 ECA is exhibiting at Booth # 324
Meet at Booth at 8:00
 “The Challenge of E911 Regulation” Going on Now
 “Disaster Preparedness Discussion” Thursday, Jan
26, 1:30 – 2:30 Floridian Rm 316
Host Speakers: Max Schroeder and Rich Tehrani
ECA Information
 Enterprise Communications Association
1901 Pennsylvania Avenue, NW, 5th Floor
Washington, DC 20006
 Attention: Mary Bradshaw
Phone:
Fax:
202.467.4868
202-872-1331
www.encomm.org