06_PBXi_FAC_031006_JT.doc

Covad PBXi VoIP Solutions

TRANSFORMING COMMUNICATIONS THROUGH BROADBAND INNOVATION

Covad PBXi VoIP Solutions

Sales Training 1

Module Agenda

Content Outline Time EstimatesThe Covad Network 10 minutes

PBXi VoIP Solutions 10 minutes total

Versions of PBXi 5 minutes

PBXi Advantages 5 minutes

PBXi Plus 15 minutes total

Target Customers 5 minutes

Sales Messages 5 minutes

Disqualifiers 5 minutes

Activity and Review 20 minutes total

Activity 15 minutes

Review and Q&A 5 minutes

Total Time 1 hour

Materials Needed: Presentation

Handouts

Flip Chart

Computer and Projector

Whiteboard and Markers

Sales Training 2

MODULE OBJECTIVES At the end of this module, you will be able to:

State the benefits that PBXi brings to business.

Describe each component of Covad’s PBXi VoIP network.

Determine customer needs and recommend a Covad product and/or service to meet those

needs.

Notes to Instructor

Briefly go over the Performance Objectives listed on Slide 2. Explain that at the conclusion of this course

the participants should be able to:

State the benefits that PBXi brings to business.

Describe each component of Covad’s PBXi VoIP network.

Determine customer needs and recommend a Covad product and/or service to meet those

needs.

Sales Training 3

The Covad Network

Materials Needed: PowerPoint Presentation

Timing: 5 Minutes

Slide 3-5

3Covad Confidential

Covad VoIP Solution Overview

4Covad Confidential

Router

I nternet

PSTN

PBXiPlus

vPBX

Voice Mail Server

Media Gateway

Conference Server Follow Me Server

Instant Message Server

Web Server

Soft Switch

Covad Service Office

•Voice Mail – Centigram and IP Unity

•Conferencing – Latitude

•Find Me follow Me – Sylantro

•Instant Messaging – J abber

•Web (Dashboarding) – Servers

5Covad Confidential

Covad Broadband

Customer Premise

Ethernet IAD

Voice handoff to PBX/ Key System

Covad Service Office

LAN

PBXPRI

PBXi PlusTM – Managed PBX Solution

Sales Training 4

Instructor Notes

One at a time, name the five components listed below and ask the class to explain the component.

Review each of the three slides and the components.

Instructor Script

The Covad network consists of five (5) components.

Let’s review the various components.

1. Regional Network - links the Central Office (CO) with Covad partners.

2. Network Operations Center - monitors the Covad network 24 hours per day, 365 days per year.

3. Central Office (CO) - includes both Covad owned and managed equipment as well as that owned

and managed by ILECs.

4. ISP Connection - requires inside wiring and CPE be installed by the customer prior to linking with

the Covad network.

5. End User Connection - will vary between that for a small business vs. that for an employee or

consumer home.

Sales Training 5

Versions of PBXiMaterials Needed: PowerPoint Presentation

Timing: 5 minutes

Slide 6-7

6Covad Confidential

Four Versions of PBXi Plus

15,00015,00030,00015,000Number of Minutes

Outgoing Calls

Hosting

Target Business

Size

Equipment

Access

Interface

Premium ISP Hosting Service

Included


Included


Included

Premium ISP Hosting Service Included

60-100 employees

Higher Data Bandwidth

60-100 employees30-60 employees5-30 employees

Cisco 2431 included

Additional WIC card required

Cisco 2431 includedCisco 2431 includedCisco 2431

included

2 EON T1sEON T1EON,VOA T1EON,VOA T1

PRIPRI16 port/ trunk analog

8 port/ trunk analog

2 T1 PRI

(Digital I I )

1 T1 PRI

(Digital I )

16 Port

(Analog I I )

8 Port

(Analog I )

7Covad Confidential

Discussion

.

.

.

.

.

.

What do you already know or want to know about PBXi?

Notes to Instructor:

Display slide 6 for review.

Instructor Script:

We are now going to review the various versions of PBXi.

Covad’s PBXi is designed to function with the customer’s existing analog or digital telephones. The customer may be required to provide analog or digital adapter to interface with Covad system.

Sales Training 6

PBXi Advantages Materials Needed: PowerPoint Presentation

Timing: 5 minutes

Slide 6

Instructor Notes:

Slide 6 should not be displayed.

This section will provide the participants with an overview of the advantages PBXi offers to the customer.

Label the easel pad “Advantages of PBXi.”

As participants list advantages write them on the easel pad.

Instructor Script:

What is an advantage to PBXi for customers?

Are there any other advantages?

Display slide 6 at this time.

Let’s review the four major advantages.

Sales Training 7

Instructor Notes:

Review the advantages as shown on slide 6.

Target Customers Materials Needed: PowerPoint Presentation

Timing: 5 minutes

Slide 9

6Covad Confidential

Four Versions of PBXi Plus

15,00015,00030,00015,000Number of Minutes

Outgoing Calls

Hosting

Target Business

Size

Equipment

Access

Interface


Included


Included


Included

Premium ISP Hosting Service Included

60-100 employees

Higher Data Bandwidth

60-100 employees30-60 employees5-30 employees

Cisco 2431 included

Additional WIC card required

Cisco 2431 includedCisco 2431 includedCisco 2431

included

2 EON T1sEON T1EON,VOA T1EON,VOA T1

PRIPRI16 port/ trunk analog

8 port/ trunk analog

2 T1 PRI

(Digital I I )

1 T1 PRI

(Digital I )

16 Port

(Analog I I )

8 Port

(Analog I )

Notes to Instructor


Instructor Script:

What customers fit the profile for PBXi Plus?

What other customers might benefit from PBXi Plus?

Display slide 9 at this time.

Let’s review to see if any other customers might benefit from this product.

Sales Training 8

Sales Messages Materials Needed: PowerPoint Presentation

Timing: 5 minutes

Insert slide 10-11

10Covad Confidential

PBXi Plus - Key Sales Messages

Save Money

• Lower monthly telecommunications costs - by combining voice, broadband, and hosting requirements with one provider and taking advantage of Covad’s great pricing

• Generous amount of bundled minutes - 15K Analog I , 30K Analog I I

• Leverage existing equipment - keep existing PBX/KTS systems, as well as current phones and equipment

• No upfront capital investment required

• Free calling between different customer locations – four-digit dialing between on-net locations, just like interoffice calls

Easy to Manage

• Covad’s Office Administrator Portal - gives the administrator an intuitive Web-based interface so that moves, adds, and changes are simple and easy to manage

• Simplify and consolidate - by going with one provider, customers receive one bill, with one customer support number

Covad-Provided Telephony Features

• Telephony features – to complement/fill in for features not provided by customer’s onsite equipment, Covad provides caller ID, hunt group, call restriction capabilities, and more


PBXi Plus – Key Sales Messages (cont.)

Easy to I mplement!

• No changes to existing numbers - Covad manages installation and turn-up of service

• Same quality/ same experience – existing phones, head sets, and other equipment work the same as usual

J ust Plain Better!

• Better broadband – unlike some vendors who allocate a fixed amount of bandwidth for voice and data, Covad allocates voice and data bandwidth dynamically over the T1 line, so customers get maximum performance from their connection

• Future vision - be poised to adopt advanced, next-generation VoIP applications and features when the customer’s business is ready

Notes to Instructor


Label an easel pad “PBXi Plus – Key Sales Messages.”

As participants list benefits write them on the easel pad.

Instructor Script:

What benefits might sell customers on PBXi Plus?

Can anyone think of any other benefits?

Sales Training 9

Let’s review the major benefits.

Notes to Instructor

Display slide 10 at this time and review slide 10 and then 11.

Disqualifiers Materials Needed: PowerPoint Presentation

Timing: 5 minutes

Insert slide 12


PBXi Plus - Disqualifiers

Look for disqualifying areas such as:

• Dependent on current voice provider for certain telephony features that Covad or customer’s equipment does not provide• I f they consider those features business-critical, may not be a fit• Possible examples include hosted voicemail, call waiting, etc.

• Must be willing to support configuration requirements needed to use PBXi Plus • I f they are running certain apps that require other configurations,

may not be a fit

• Check fax requirements: if heavy faxing is required, discuss with SE to determine fit

Notes to Instructor


Label an easel pad “PBXi Plus - Disqualifiers.”

As participants list disqualifiers write them on the easel pad.

Instructor Script:

What might disqualifier customers from using PBXi Plus?

Can anyone think of any other disqualifiers?

Let’s review the major disqualifiers.

Notes to Instructor

Display slide 12 at this time and review.

Sales Training 10

Activity Materials Needed: Paper and pens or pencils for each participant

Timing: 15 minutes

Notes to Instructor

Divide the group into teams (two participants to each team).

Each participant will need paper and pen or pencil.

Instructor Script

We discussed the benefits and advantages of PBXi as well as the target customers for PBXi Plus. Now

we are going to have the chance for all of you to determine a customers needs.

We are going to work in the team, as divided earlier. Each participant needs to create the profile of a

potential Covad customer by developing the following information:

1. Number of Employees on site each day

2. Phone Needs (nature of business; ratio of stations to simultaneous calls)

3. Data Needs (type of industry engaged in; quantity of uploading and downloading required; email needs

4. Future and Growth (will changes occur in 3 to 6 months requiring greater capabilities)

Each participant will have approximately two (2) minutes to create his/her scenario before explaining the

needs expressed in the scenario to his/her partner. The partner will then ask pertinent questions and

suggest a Covad product to meet the expressed needs, including pricing options. After both participants

have explained their scenarios and recommended a plan to meet the needs, reconvene the group for a

discussion about the exercise and whether the “customer” feels the expressed needs were met.

Sales Training 11

Review and Q&A Materials Needed: PowerPoint presentation

Timing: 5 minutes

Insert slide 13


Review and Q&A

• State the benefits that PBXi brings to business.

• Describe each component of Covad’s PBXi VoIP network.

• Determine customer needs and recommend a Covad product and/or service to meet those needs.

Notes to Instructor

Display slide 13.

Instructor Script

We have learned a tremendous amount of information in a short time. Let’s review to see if we covered all

of our objectives. (Review slide 13)

Does anyone have any questions?

Are there any other ideas or comments on selling this product line?

Be sure to thank the participants for their participation in class.

Sales Training 12

Documents

06_PBXi_FAC_031006_JT.doc