Training AgendaTraining Agenda

• VoIP Basics• Top 5 Questions• Features• Equipment• Commercial Broadband offerings• Process• Support

What is VoIP?What is VoIP?

• Voice Over Internet Protocol• Phone service is delivered to you via any high speed Internet connection, anywhere

in the world

– Commercial Cable – Commercial DSL– T1

• Phone service that works over the Internet instead of over old-fashioned telephone lines

• Power and a high speed connection to the Internet are the only requirements to use our service

Why Sell Commercial?

• Money!• Positions!• Long term contracts drive long term

residuals!• Customer clubs!

VoIP BasicsVoIP Basics

Why would a customer use this service?– Save $money on calling– Many features, including email and web functionality– Unlimited calling in the U.S, Canada and Puerto Rico– Low International Rates– IP Phone can work anywhere there is Internet– No staff needed to manage phone system

Smooth ProcessSmooth Process

• Submit a 922 for accounts with more than 2 voice lines

• Point 1 and 2 line deals to the Internet site• Submit “warm” leads – pre-qualify them!

– Ask qualifying questions to customer (922)– Leverage the relationship you have or build a new

relationship with new customers– Ask the hard questions (contracts, broadband, existing

phone equipment) • Use GLOBALINX tools in your back office• IP Phones are not free.

922 Screenshot922 Screenshot

• Simple form – 1 page• Brief answers• Will help ensure the

solution fits customer needs• Don’t make information up,

ask the customer

Help Us Help You!Help Us Help You!

• Submit your 922 electronically- DO NOT FAX• Collect complete copy of phone bill from customer • Once we receive ALL required paperwork back from the

customer, they will be provisioned and have equipment within 2 weeks

• Ports take roughly 4 weeks from the time that we submit the request.

• Reps will receive credit as of the date we receive ALL completed paperwork

• Average sale is 8-10 lines.

ConvergenceConvergence

ConvergenceConvergence

ConvergenceConvergence

Top 5 Qualifying QuestionsTop 5 Qualifying Questions

1. Is the customer under any type of contract today for their existing services?

2. What type of Internet service do they have?1. Provider2. Bandwidth

3. Do they have an existing PBX or Key System today? Make and Model?

4. How many phones do they have/need?5. How many CONCURRENT CALLS do they

need to support?

Some Key SpecificsSome Key Specifics

• Product sets:– Hosted PBX – SIP Trunking

• Some solutions require site surveys prior to provisioning• $54.95 set up fee waived with 36 month term• 4 Inside sales reps, 2 dedicated provisioners, 5 dedicated

account managers• Installations available at a per/hr charge plus trip charge

and materials if applicable

Hosted PBX ApplicationsHosted PBX Applications• Designed for the company that has the need for one or two main

phone numbers coming into that place of business but has multiple extensions behind those numbers

• Customers can mix and match plans and extensions• Must have a minimum of 3 lines (this may increase), one main

plan and 2 extensions. Fax lines are not included.• Linksys and Cisco equipment can be bundled into the MRC to

eliminate higher up front costs and further reduce objections from customer’s who had a hard time paying the initial up front costs.

• Dedicated Phone Number can be put on extensions but all outbound calls roll through main plan.

Hosted PBX PricingHosted PBX Pricing

• Choose your -Each plan is worth 1 Point– $49.95 Business Unlimited-$5 CV– $24.95 Business Local-Free Inbound, Free Local, 1.9 cents per minute

Domestic LD, and separate instate LD rate (varies by state)-$2CV– Business International $59.95- $5.00 CV per line- Same countries as

Home International!

• Extensions- Access all features of your PBX including extension to extension calling. Each extension on the new pricing is now worth 1 Point Each!!– $14.95 no phone included-$1 CV– $24.95 (includes Linksys) 2 yr minimum- $1CV– 34.95 (includes Cisco) 2 yr minimum-$2CV

SIP TrunkingSIP Trunking

• Ideal solution for customers who are happy with the PBX solution they already have in place

• They maintain features and functionality of that PBX• Use same handsets they have today• Easy transition to VoIP• We provide the phone numbers (DID/Trunks) for the

company and save them money on their local and LD.• We provide E911/911 and basic feature set• Extension dialing, music on hold etc. are

all provided by their PBX

SIP TrunkingSIP Trunking

• PRICING- $24.95-44.95 per phone number, FREE inbound, FREE Local, Domestic LD $.019, Intrastate (see separate rate deck)– 1 Point per plan– $2.00 CV!

• IAD (integrated access device) required to put between the customers PBX and our service

• Some customers may already have a device in place that we can work with

• Device required is determined case by case

Hosted Features and PricingHosted Features and Pricing

• Extension to extension calling- FREE anywhere in the world! Available on our Hosted PBX or IP Centrex Products.

• Auto Attendant- Free with a minimum of 3 lines (minimum may increase to 5) on our Hosted PBX or IP Centrex

• Auto Attendant Recording- $49.95 NRC, only applies if we do the recording for the customer up to 5 button presses. Dial by name and more complex directories are quoted individually.

• Music on Hold- FREE– Background music heard when someone is put on hold, letting

them know they are still connected.• Hunt Group- $9.95 1x set up fee and $9.95 per month

– A series of telephone lines organized in such a way that if the first line is busy, the next line is hunted and so on until a free line is found.

Features and PricingFeatures and Pricing

• Virtual Number 1x set up fee of $9.95 and $4.95 per month– US Only

• Voice Mail- FREE– Voice mail to email included, platform is feature rich and scalable,

access messages from web or any phone• Call Park/Call Pick Up- FREE• Do not disturb-FREE• Out of Service Forwarding-FREE

– Ensures customer’s never miss an inbound call due to power outage or broadband outage

• Find Me Follow Me- FREE– Allows multiple numbers to be called sequentially or simultaneously

• Switch Board Console- $19.95 per month, $54.95 1x set up fee– Gives receptionist ability to view all calls at a place of business via their

computer – $1 CV and 1PT!

Features and PricingFeatures and Pricing

• Toll Free 800 numbers $4.95 per month, $4.95 NRC, $.05 per minute, can only be ordered through commercial services

• Fax Plan $9.95 per month, $54.95 NRC, 250 outbound, Free inbound, $.039 overage. $.50 CV!

• Conference Bridge- NO MRC, customer’s pay by the minute per leg, $.12 per minute for toll and $.14 per minute for toll free calls. Up to 20 participants at 1 time.

• Web Portal- Used to access all features-FREE• GLOBALTalk- NO MRC- Enables cell phone users to take

advantage of our lower international rates when calling abroad.

GLOBALINX VideophoneGLOBALINX Videophone

• Voice & Video service*– $199.95 videophone– 5" HD LCD Display – External microphone input – Built-in high quality CCD camera with cover protection – Digital Photo Frame for slide show using an external SD card or USB

device– Built-in Web browser enabling the user to authenticate over private

networks in hotels or other locations, plus Internet surfing– Additional RJ-11 phone jack for connecting to a regular telephone– Built-in 2-port switch to connect two LANs – Can be used as an extension on Hosted PBX for $19.95. *Video is compatible with GLOBALINX customers only

Linksys 2 port DTALinksys 2 port DTA

• COST-Promotional Offering• FREE with service normally $19.95!• Includes:• Features two POTS (Plain Old Telephone

Service) ports for connection to existing analog telephones, fax machines, PBX and key system communication platforms. Includes an Ethernet interface for connecting to a home or office PC (LAN) as well as an Ethernet connection to the broadband modem or router (WAN).

Linksys 942Linksys 942

• SIP based executive desk phone• Can be bundled into monthly price of certain plans• up to (4) line appearances with pc port• (1) RJ-45 10BaseT Ethernet Port • High Quality, Distinctive ID • Hi-Resolution Pixel Based Display • Larger Display 128 x 64• Four Line Keys • Four Soft Keys • Headset Port 2.5mm • Full Duplex Speakerphone

Cisco 7960/7940Cisco 7960/7940

• Phones can be bundled into monthly price of certain plans

• The Cisco IP Phone 7960G, a key offering in the IP Phone portfolio, is a full-featured IP phone primarily for manager and executive needs.

• Provides six programmable line/feature buttons and four interactive soft keys that guide a user through call features and functions.

• Audio controls for duplex speakerphone, handset and headset.

• The Cisco IP Phone 7960G also features a large, pixel-based LCD display. The display provides features such as date and time, calling party name, calling party number, and digits dialed.

GLOBALINX Commercial DSL

• It’s finally here! Partnership with COVAD!• DSL service available in most NFL cities!• ADSL, SDSL and T1 options available• No traditional phone line required!• Speeds vary based on customers distance from

the local serving central office• 1 bill for voice and data service• Allows us to offer a separate broadband

connection for voice • Typically a 30 day interval for install

Eastern Coverage

Midwest Coverage

Western Coverage

DSL and T1 Pricing• Different flavors based on customers needs• 2 points per DSL line and a $7.00 CV• 2 Points per T-1 and a $10 CV!• ADSL-$89.95-109.95

– 6.0/768kbps or 10.0/1.0M• SDSL- $179.95-$239.95

– 768k or 1.5M• T1’s- $349.95!

– Dedicated 1.5M– Not distance sensitive

• Industry Leading SLA’s– 2.5 hr time to repair-T1

• 99.99% service availability– 24 hr time to repair-SDSL– 36 hr time to repair-ADSL– 99.9% service availability

Who Should I Target?Who Should I Target?

• Opportunities that can Close in 30 days (in most cases)– Businesses with 5-20 lines

• Sweet spots:– 14 to 16 concurrent calls

– Multi Location businesses or retail establishments• Franchises such as- Midas Muffler, Subway etc.

– Real Estate offices (Brokers and Development)– Mortgage/Financial Offices– Accounting Firms– Law Offices– Churches

Who Should I Target?Who Should I Target?

– Insurance Offices• We can quote larger enterprise accounts

– Longer sales cycle– More engineering involvement– If standard pricing is reduced, field compensation will be

adjusted case by case

Dedicated Account Management

• 5 dedicated people• AM assigned to every Hosted or Trunking

customer• Responsible for provisioning, porting,

training and on going support of commercial customers

• Supervisor overseeing group driving customer satisfaction

Webinars

• Run multiple times per month• Review of commercial services and process• Hosted by our sales or sales management

staff• Designed to help arm you and make you

successful with offering commercial services

Case Studies

Support Contact InfoSupport Contact Info• Direct customers to their escalation list in the event of a

service or billing related issue. • customersupport@globalinx.com• techsupport@globalinx.com• billing@globalinx.com• sales@globalinx.com• GLOBALINX General Customer Service Line – 866-

418-1495• GLOBALINX Business Customer Service Line-

866-909-8253- Customers Only

Questions?