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IntermediaEmpowering Profitability. Expanding Possibilities.
Eric Martorano, Chief Revenue OfficerMark Sher, VP Cloud Voice Solutions
F I N A N C I A L S
~$210MAnnualized revenue run rate
as of June 2017
Intermedia by the NumbersScale – Profitability – Growth
C U S TO M E R S
~111,000Accounts globally as of June 2017
PA RT N E R S
~6,600Active partners as of June 2017
OfficeDatacenter
Additional datacenter in Australia
E M P L O Y E E S
~800
The Business CloudIntegrated business cloud applications help SMBs focus on their business, not their IT
How Intermedia Maintains a Competitive Edge
4
Emphasis on Partner Program, Reliability, Support, Solution Breadth
Productivity and Email
• Choice between Office 365, Exchange Email or Private Cloud deployments• Broader range of features and services • All plans include award-winning support and white-glove migration and
onboarding• Private label channel model (reduces channel conflict, increases partner margin,
enables partner to own the customer)
Voice &Unified Communications
• Enterprise grade 99.999% SLA, security, support, migration
• One-stop shop—breadth of integrated services
• Private label channel model
Backup, File Sync & Share
• Enterprise grade 99.999% SLA, security, support, migration
• 2-in-1 file sharing and backup in one solution
• One-stop shop—breadth of integrated services
• Balance of enterprise-grade security/reliability and ease of use
• Private label channel model
Product Category Why We WinChannel partners prefer
Intermedia for:
✓ White label solutions
✓ Ownership of customer relationship
✓ Control over end user pricing
✓ Flexibility of choosing applications offered
✓ Platform integration with leading business management applications
✓ Security, support and reliability
✓ Go-to-market tools and ease of use
Voice is difficult to understand,
The BIG voice Myth
complex to install and support,
and best sold by “phone guys.”
The truth is, it can be.But, with the right partner and
the right services, it should be
EASY and PROFITABLE.
The BIG voice Myth
OKPROVE IT
The Market Numbers
$12BUCaaS Market
$31BMarket in
2022
17%YoY growth
through 2022
Unit Economics
$11K in Revenue
1Customer
5Seats
1%Churn
< 7Years
So, what if you had 20 customers?
$218KOver 7 years
$31KPer year
$2.5KPer month
Selling
Selling is tough
and sales support
is limited at best
• Online sales training
• Free automated marketing
platform
• Re-brandable material
• Easy online quoting
• Concierge sales support
With Intermedia:
Install & Onboarding
Install is complex
and expensive
With Intermedia:
• No downtime cutovers
• Free onboarding support
• Plug and play phones
• Your lowest cost labor
• Proactive network testing
Support and Billing
With Intermedia:
• Free J.D. Power-certified support
• We handle the taxationSupport and
Billing will eat up
my profits
Network and Quality
Cloud Voice doesn’t
have the quality
and reliability
With Intermedia:
• 99.999% SLA
• Redundant network architecture
• VoIP Scout network testing
• Automatic failover
Value Add
I can’t add value to
someone else's
solution
With Intermedia:
• Online phone configuration
• Network testing
• Bundle with other services
Account Ownership
I can’t own the
customer relationship
With Intermedia:
You own the
entire customer
relationship
So, askyourself
questions:these 3
If voice IS easy (and profitable),
what’s stopping you from getting
in the game?
And, for those in the game, are
you with the right voice partner?
If voice IS easy (and profitable),
what’s stopping your
competitors from selling
voice to YOUR customers?
And, if they sell voice to your
customers, what’s stopping
them from selling the services
you offer?
Scale & feature
richnessMeet needs of small
to mid sized business
99.999% uptimeThe system has to
work all the time!
Tighter mobile &
Desktop IntegrationAnywhere, Anytime,
Any device
Partner / Customer
EnablementEasy to deploy,
manage, and support
ArchitectureAllows quicker
feature development
Unified
communications Easier to enable UC
features
Tighter integration with Office 365 and
other Intermedia and
3rd party apps
Easier to support Partners / customer
analytics
Focus Pillars
REGISTERED PARTNER BENEFITSGiven to all Intermedia Partners
▪ Designated Telesales rep
▪ Ownership of customer
accounts
▪ Free or discounted
Intermedia services for use
at your company
▪ Free migrations with Cloud
Concierge onboarding
▪ Free license for automated
marketing platform
➢ Pre-built,
customizable emails
and social posts
➢ Dynamic landing pages
➢ Real-time analytics
▪ Brandable marketing assets
▪ 24/7 JD Power certified
technical support
▪ Sales Engineer support
▪ Partner Concierge Desk for
Voice sales support
▪ Educational material and
self-paced training
GOLD PARTNER BENEFITSAwarded when doing $1,000+ of MRR in a calendar year
Designated Telesales
support OR Field Sales
support*
Eligibility for Deal Desk
access for discounted
pricing
Eligibility for MDF on
opportunities under
$1k**
Customer prospects
per quarter local to
your zip code
Bi-annual Intermedia
executive updates Bi-annual Intermedia
product roadmap
updates
* Field Sales representatives are determined and assigned based on partner’s geographical location** Proposed business plan and outcome to be provided by partner, then reviewed and agreed upon by Intermedia before funds areallocated
PLATINUM PARTNER BENEFITSAwarded when doing $5,000+ of MRR in a calendar year
Eligibility for MDF on
opportunities under
$10k**
Customer prospects per
quarter local to your
zip code
White glove
automated marketing
support
Technical support Sales Engineer support Partner Concierge Desk support
PRIORITY CALL QUEUING
** Proposed business plan and outcome to be provided by partner, then reviewed and agreed upon by Intermedia before funds areallocated
Thank You