Confidential

Rapid Troubleshooting for Data, VoIP, and Video

Sales Training

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Three License ModelsPerpetual License

Customer purchases, owns, and manages installation

Managed Service License MSP purchases license and manages installation on behalf of

customer, provides notification of discovered issues

Network Assessment License One month “rental” of the software to assess network

conditions prior to a VoIP deployment

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Two ProductsPathSolutions Network Performance Manager

Core package focuses on solving problems on data networks• Performance on every link• NetFlow module (unique offering)

PathSolutions VoIP Performance Manager Adds specific capabilities for rapid VoIP troubleshooting

• Call Simulator• Call Path map report• Phone locator report

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Sales Cycle: Duration & ContactSMB

2-3 weeks IT Manager

SME 1-2 months IT Director/Network Manager

Enterprise 60-90 days CIO/Network Director/Director of VoIP Services

Duration exception: If the customer has a serious network problem, this may be reduced to 2-3 weeks.

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Sales Cycle: Process

Prospect Anyone running a network Any vertical

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Sales Cycle: Process

ProspectQualify

Any customer that has “network gremlins” and a desire to solve the problems

Budget source: Network Operations

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Sales Cycle: Process

ProspectQualifyPitch

Elevator pitches Email pitches Flash demos Flash videos Powerpoint presentations ROI

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Sales Cycle: Process

ProspectQualifyPitchQuote

Network Manager or VoIP Manager? Number of interfaces/phones on the customer’s network?

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Sales Cycle: ProcessProspectQualifyPitchQuoteClose

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Sales Cycle: Process

ProspectQualifyPitchQuoteCloseFollow-up

Professional services add-on Annual support renewals

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Sales Aids Customer PowerPoint presentations Elevator pitches Email pitches ROI Document/Value Proposition Positioning Document Competitive Document Customer Flash presentations/videos PDF Marketing slicks

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Summary

The offerings cover three major areas:

As a “Gateway” to get you in to new accounts and establish a trusted relationship

As an easy add-on sale to all VoIP offerings As a quick follow-on sale to existing customers

Nobody else has a solution so easy to implement and get to the root causes of problems.