1. Business Connections Program Overview January 2007 v1.5

2. What is Business Connections?

Business Connections is a referral program that pays partners a one-time payment (check or bill credit) of50% of the MRC on closed leads -- not to exceed $5,000.

Business Connections is a strong fit for:

• • Telecommunications consultants

• • Hardware and software suppliers

• • ASPs and ISPs

• • Commercial property owners & managers

• • Technology consultants

• • Real estate companies

• • Customers happy with XO services

• • XO non-commissioned employees

3.

What types of referrals are eligible?

• The referred company must be a lead for a new XO customer.

• EXCEPTIONS:

• • • Previously entered lead that has not been worked for 120 days may be resubmitted via a request to Finance.Note: Sales Reps are responsible for determining if the assigned Rep is working the lead. Please email your request to[email_address] . If approved, Finance will change the status of the old lead to Lost. The vendor will then be able to enter the new lead and follow the regular process.

• • • Non-referred inactive LiNX/COE accounts may be resubmitted on a case-by-case basis to Finance for approval. Please email your request to[email_address] .

• • • New locations for pre-existing customers may be submitted if the new location warrants a new bill and invoice.

What is Business Connections? 4. Signing Up Your Vendor

Where to Go

Go towww.xo.com

Scroll down to referral program on left side

Click on Sign Up

5. Signing Up Your Vendor

How to Sign Up

SIGN UP as an

• INDIVIDUAL (SSN required)

• OR

• COMPANY (EIN or TAX ID) required

Provide address where checks will be sent

Whats Most Important

Select Market of Sales Rep

Select Sales Reps Name

Certify & Continue

6. Signing Up Your Vendor

Your Vendors Signature

Read Terms & Conditions

Accept Terms & Conditions

NOTE:This step is an electronic signature. Your vendor must perform this step. If anyone other than your vendor does this, it is considered a form of forgery. 7. Signing Up Your Vendor

Help Your Vendor

Select a password

• 8 characters or less

Make note of

• Username (Emailaddress)

• Password

Certify & Continue

8. Signing Up Your Vendor

Review Information

Verify vendor information

To make changes, clickUpdate

When finished, click Submit

9. Signing Up Your Vendor Your vendor is now registered and can log in to submit a lead! 10. Help Your Vendor Submit Leads 4. 1. 2. VENDOR LOGIN Step 1:www.xo.com Step 2: Scroll DownStep 3: Click on Referral Program Step 4: Login 3. 11. Help Your Vendor Submit Leads 2. 1.

Forgotten Password?

Click on Forgot Your Password

Enter Email Address & Mothers Maiden Name

12. Help Your Vendor Submit Leads Entering A Lead Enter company and contact information Make certain that your vendor selects YOUR market and name! You must be certified for your name to appear in the dropdown box! 13. Help Your Vendor Submit Leads Verify & submit the lead Lead successfully submitted! 14.

The most important step in Business Connections is to have your vendorsubmit the lead before ANYTHING is done in LiNX .

This step must be taken no matter what even if youre working with a potential XO One or XOI prospect.

Help Your Vendor Submit Leads 15. Vendor Payments

If you or your vendor does not follow the Business Connections process, your vendor will not receive payment for their leads.

• Only your Vendor is authorized to enroll in the Business Connections program.

• Only your Vendor is authorized to submit leads in the Business Connections program.

Successful leads will be paid to the Vendor within 45 days of installation.

• Checks are mailed to the address listed on the Vendors profile.

• Vendors change their mailing address by modifying their profile on the referral program web page.

16. The Life of a Business Connections Lead

Leads load into LiNX at the top of every hour.

With the grandfathering of ALGX products on 12/31/2006, it is no longer necessary for leads to also load into SPS.

17.

LiNX

The Life of a Business Connections Lead 18. The Life of a Business Connections Lead 3. 2. 1.

Finding & Logging into LiNX

Go to insideXO

Type xolinx in address field

Enter your User ID & Password (same as your network User ID & Password). Click on Log In.

19. The Life of a Business Connections Lead How to Find a Lead in LiNX 1. Click on the Campaigns Tab 1. 20. The Life of a Business Connections Lead How to Find a Lead in LiNX 1. Click on Vendor Referral NOTE: If a current customer submits a lead, you will locate this lead under Customer Referral. 21. The Life of a Business Connections Lead

How to Change a Lead to an Opportunity

Highlight your lead

Click Create Opportunity

2. 1. 22. The Life of a Business Connections Lead 2.

How to Change a Lead to an Opportunity

You may see this screen if the vendor did not provide an email address for this lead upon the lead being entered.

If so, click on the name of the lead

23. The Life of a Business Connections Lead

How to Change a Lead to an Opportunity

In the middle of the next screen, change Primary Contact Method from email to Work Phone #

Click the Menu icon to Save Record

1. After completing this step, click on your campaigns tab, then vendor referral and continue to promote the lead to an opportunity by highlighting the lead and clicking on Create Opportunity 2. 24. The Life of a Business Connections Lead

How to Change a Lead to an Opportunity

Confirm your lead has been promoted to an opportunity

Update the Probability Field & Expected Close Date

Click the Menu icon to Save Record

2. 1. 3. 25.

RFC

Request for Correction

26. The RFC Process 1. 2. RFC via Remedy Step 1: Go to insideXO Step 2: Click on IT Helpdesk Step 3: Click on OK 3. 27. The RFC Process RFC via Remedy Step 1: Click on Open A Ticket Step 2: Enter your User Name & Password Step 3: Click on Login 1. 2. 3. 28. The RFC Process RFC via RemedyStep 1: Case Type, chose Problem Step 2: Reported System, chose Business Connections Step 3: Select appropriate Reported Item 1. 2. 3. 29. The RFC Process RFC via RemedyStep 1: Short Description must include:Customer Name Account NumberOrder Number Step 2: Initial Description Field: Any additional comments 2. 1. 30. The RFC Process RFC via RemedyStep 1: Review all of the information provided Step 2: Note the information needed in the Short Description & Initial Description Step 3: ClickNext 31. The RFC Process RFC via RemedyStep 1: Click Add to attach additional information ifneededStep 2: Click Browse find desired document then click OK; Confirmation window will appear Step 3: Click Submit 3. 2. 1. 32. The RFC Process RFC via RemedyStep 1: Note your successful submission of a RFC via Remedy 1. 33. Resources Laura Byrd (703) 547-2049 Marketing Programs Manager Your Field Marketing Manager Business Connections Program Information: http://insidexo/sales/programs/referral.asp