Sales Playbook Cisco Meraki MC

Proprietary and confidential. © 2016 IntelePeer, Inc. All rights reserved.

Sales Playbook

Cisco Meraki MC


INTELEPEER BACKGROUND

We bring the power of the cloud and software to

business communications

2


IntelePeer at a Glance

BACKED BY STRONG INVESTORS

To transform and bring the power

of the cloud and software to

Business Communications

OUR MISSION

WHAT WE DO

MANAGE & TRACK

Powerful Self-Service Portal for on-demand Changes and

comprehensive analytics

• Stable, reliable leader in SIP

since 2003

• Rooted in carrier quality, applied

to Enterprise

• Joined forces in 2015 with

Advantone to provide a

complete contact center solution

OUR HISTORY

Our cloud Platform as a Service provides a suite of business

communication services including voice, messaging and contact center

solutions for enterprises and contact centers without the restraints and

complexities of a telecom network.

3


IntelePeer Cloud Communications Infrastructure

4

Accessible Over-the-Top via

public internet

Direct/private reachability to over

15 million US commercial

addresses through NNI network

Highly available switching

facilities located in Denver,

Dallas & Chicago, with:

- 10Gbps dedicated waves

- Redundant core routers

- Diverse, fully-meshed

backbone with 7-13

milliseconds latency between

switching facilities

- Diverse 10Gbps Internet

connections

- Diverse NNI providers

Chicago

Dallas

IntelePeer Cloud

Denver K

EY

IntelePeer NNI network footprint

IntelePeer Switching Facility

IntelePeer router

NNI Provider 1 router

NNI Provider 2 router

10Gbps Internet Circuit

10Gbps Backbone Circuit

10Gbps NNI Circuit Atmosphere ® Data Centers

Voice Aggregation Data Centers


IntelePeer & Cisco

IntelePeer’s History with Cisco To Date

5

2003 IntelePeer Creates All-IP Platform Delivering SIP Trunking

2011 IntelePeer SIP Trunks certified on Cisco products starting with CUCM 8.5

2012 SIP Certified with CUCM 8.5


2015 IntelePeer and Cisco engage on Spark Call PSTN enablement

2016 Spark Call launches with IntelePeer as first integrated media provider

2016 Meraki launches with IntelePeer as first integrated media provider


2016 Achieved Cisco Solutions Partner status

2016 – Q4 IntelePeer adding Canada and Mexico bundles for Spark & Meraki


PRODUCT OVERVIEW

Meraki features, benefits, licensing, and positioning

6


7

Meraki & Spark : Key Features

Meraki MC Spark

Services Voice only Voice, Video, Conferencing,

Messaging, Mobility

Delivery One device (software-centric user

experience)

Mobile first application

experience with multiple

voice & video endpoint

options

License/subscription Meraki cloud license

Spark subscription (hybrid

cases require additional

licenses)

Management Meraki dashboard

Cisco Cloud Collaboration

Management portal (partner

and customer views)


8

Meraki Benefits

Complete cloud-managed IT solution

Leader in simplifying technology

Streamlined deployment

Simplified management

Monitor networks with robust analytics

Reduce administrative overhead with simple, all-inclusive

licensing models and tools

View full product features and benefits Meraki MC74

https://www.meraki.com/products/communications


9

Product Positioning

Existing customer base: 3,000+ voice subscribers

Target customer: – Lean IT, distributed locations, basic voice requirements

– Best fit: retail, small professional offices (i.e. law, healthcare,

consultants), existing Meraki customer base

Verticals: – Retail: quick and easy deployment, management anywhere, sleek

design adds to customer brand

– Commercial offices: scalable, reduce operational expenses, advanced

features deployed in seconds (free up IT resources)

– Teleworkers: remove VPN/complex design, live with internet connection,

streamline employee onboarding


10

Trigger Opportunities and Buying Events

• Current service or solution no longer suits business needs

• Service contract has expired, is running out, or is too expensive

• No longer satisfied with existing provider

• Business has grown beyond capabilities of existing solution

• Business has adopted a cloud strategy

Compelling Events

• Increase speed to market, improve customer engagement

• Gain greater control over costs, greater visibility into service usage

• Require managed services due to insufficient internal resources

New Business Demands

• Dispersed workforce

• Wants greater collaboration among employees and remote workers

• Needs to prepare for future growth

• Looking for ways to control communication and operational costs

Organizational Structure


INTELEPEER VOICE SERVICES

Benefits, pricing, onboarding, support

11


12

Voice Services for Cisco Meraki

As the first PSTN provider for Cisco Meraki, IntelePeer

voice services are directly integrated with Meraki MC to

deliver nationwide local, long distance, toll-free and E911

services.

IntelePeer’s cloud-based approach and powerful

platform delivers the highest quality in HD audio,

reliability and security. – Seamless turn up and fast voice provisioning (up and running within

minutes of order placement)

– Reduce costs and streamline telecom operations

– Automated customer sign-up and activation through Meraki dashboard


13

Voice Services for Cisco Meraki

IntelePeer provides Meraki end users PSTN access for

US and Canada, including E911 and Legal Intercept

support

Optional Internet fax and toll-free service bundle

available

IntelePeer signs contract and bills customer directly

PSTN support is escalated via Cisco

Customer may contact IntelePeer directly for billing and

usage inquiries


14

Pricing (1-year term)*

Vanity/specialty numbers: $75 per request

International long distance: Full price list

Product Frequency Price

Meraki MC74 VoIP Phone** One-time $599

Meraki Cloud License** One-time $150

IntelePeer Voice Services bundle • 1 number per user

• Unlimited inbound/outbound calling

• Carrier port/transfer fee

• E911

• Taxes and Fees

Monthly $8.95 per user

*3, 5, 7, 10 year license options are available and have built-in multi-year discounts *

**MC74 VoIP Phone and Meraki Cloud License are sold through authorized Cisco partners

http://www.intelepeer.com/terms/spark_it_pricelist/


Customers may participate in a 90-day free trial for IntelePeer voice services

Initiated in the Meraki Dashboard

Separate from IntelePeer’s MSA/Contract

IntelePeer coincides with Meraki Free Trial

Up To 20 Voice Service Bundles

Restrictions

• Number Porting / RespOrg

• Ordering Numbers Not In Inventory

• International Dialing

• No 911 Testing (Live Service)

15

Voice Services Trial

https://account.meraki.com/secure/login/dashboard_login


Meraki users can activate voice services trials and phones through the

Meraki Dashboard

IntelePeer manages voice services contracting, number ordering, and billing

processes

Full onboarding instructions can be found in IntelePeer Ordering Services

for Meraki

16

Contracting, Ordering, Billing

http://partnerportal.intelepeer.com/wp-content/uploads/IntelePeer-Ordering-Services-for-Cisco-Meraki.pdf

http://partnerportal.intelepeer.com/wp-content/uploads/IntelePeer-Ordering-Services-for-Cisco-Meraki.pdf


Description

IntelePeer’s Cloud Fax solution allows customers to replace their old fax servers and telephony with a cloud-based

service that offers a superior user experience and integrates seamlessly with Microsoft Outlook and most email

clients.

Availability/Requirements

Not Available for customers currently in ‘Trial’ unless they have a signed IntelePeer MSA

• Any customer that has signed a contract before 9/9/16 will require an amendment

Not orderable via the CCMP, Customer/Partner must engage an IntelePeer sales representative to obtain

more information and/or order service

• At this time, since development between IntelePeer and Cisco has not been completed, we encourage

partner/customer to wait until the product is released and orderable via the CCMP

Highlights

3 bundle sizes to fit all business needs

Inbound & Outbound faxing included

Canada and international faxing available

HIPAA & PCI Compliant

• Customer must execute a BAA with IntelePeer

Base Pricing

$15 per month for Cloud Fax Essentials

$1.25 per additional outbound only user

$5 per additional number per month

International faxing

Atmosphere Fax

17


Sales Phase Sales Channel Department Email

Pre-Sales

Partner Channel Sales [email protected]

+1 (877) 336-9171

Direct Account Management [email protected]

+1 (888) 680-8754

All License/Subscriptions/Phone

Orders Submit through Meraki Dashboard

Post-Sales

Partner Service Delivery [email protected]

+1 (888) 680-8754

Direct Service Delivery [email protected]

+1 (888) 680-8754

Trial Conversion

Partner Account Management [email protected]

+1 (888) 680-8754

Direct Account Management [email protected]

+1 (888) 680-8754

Technical

Support All Cisco Submit through Meraki Dashboard

18

Support


SALES TOOLS

Datasheets, whitepapers, presentations, FAQ’s

19


20

SALES TOOLS

Meraki

Log onto Meraki Partner Portal for additional resources

General product information can be found on the Meraki product webpage

IntelePeer

IntelePeer Partner Program for Meraki MC

Voice Services for Cisco Meraki datasheet

SIP Trunking

SIP 101 whitepaper

SIP datasheet

Gartner Report: How to use SIP Trunking to Attain High-Availability Voice

Frost & Sullivan: The Business of Value of SIP

http://www.merakipartners.com/

https://meraki.cisco.com/products/communications

http://www.intelepeer.com/wp-content/uploads/IntelePeer_Partner_Program_For_Meraki_MC_05_09_16.pdf



http://www.intelepeer.com/wp-content/uploads/data-sheet_cisco-meraki.pdf

http://www.intelepeer.com/wp-content/uploads/Intelepeer_WhitePaper_SIPTrunk_Summary.pdf

http://www.intelepeer.com/wp-content/uploads/IntelePeer-General-SIP-DS-0114.pdf

https://www.gartner.com/doc/reprints?id=1-39RGPZK&ct=160620&st=sb



http://www2.intelepeer.com/l/20192/2016-01-29/xd1956/20192/75167/FS_EB_Intelepeer_121015_CAM_v2__11___1_.pdf

Documents

Sales Playbook Cisco Meraki MC