Vertical Selling Series - Professional Services Webinar v2.1

BroadSoft, Inc. Proprietary & Confidential, Do Not Copy, Duplicate or Distribute.BroadSoft ®, Proprietary and Confidential

Presenter: Paul RoweGo To Market, BroadSoft

Selling Cloud Communications to the Professional Services Market

Thursday Dec. 17th 2015 1:00pm - 2:00pm EST

BroadSoft, Inc. Proprietary & Confidential, Do Not Copy, Duplicate or Distribute.

What’s In It For Me?

Sell to a sector embracing the cloudBased on BroadSoft estimates, 20% of customers are from the Professional Services industry

Get 2x more revenue from licensesProfessional services firms have a higher % of knowledge workers requiring value-add applications

Close deals quicklyUp to 95% of pro services firms are <20 seats and can be closed in one meeting and demo


It’s a Big Opportunity!

Source: Bureau Labor Statistics 2015

8.7 million employed

1.1 million businesses

Using the cloud to increase efficiency

Legal

Accountants & Auditors

ManagementConsultancy

Architects


Professional Services Key Persona:Knowledge Worker

• Highly skilled• Solve non-routine problems• Clients expect to contact them

anytime• Flexible worker• Use laptop, tablet, smartphone• Expect to use UC&C tools

Require:BC Premium seat licenseUC-One suiteMobility / BYODCall RecordingCRM Connect


Professional Services Key Persona:Office Administrator

• Office based• Regular hours• Repetitive tasks• Use desktop PC and phone• Frequent calls, mostly internal

5

Require:BC Premium seat licenseUC-One desktop IM/PDesk phone


20 Seat Example:Pro Services Firm Pays 2x More

80%

20%Knowledge Workers

Office Admin

General Worker

Professional Services Firm

10%20%

70%

Knowledge WorkersOffice AdminGeneral Worker

Retail Firm

Type Qty MRR Cum.MRR

Knowledge Worker (BC Premium Seat + CR + CRM)

16 45 720

Office Admin(BC Premium Seat)

4 25 100

General Worker 0 15 0

Call Queue Agent 5 18 90

Site Services (AA) 1 20 20

Total (US$) 930

Type Qty MRR (US$)

Cum.MRR

Knowledge Worker (BC Premium Seat + CR + CRM)

2 45 90

Office Admin (BC Premium Seat)

4 25 100

General Worker 14 15 210

Site Services (AA) 1 20 20

Site Services (HG) 2 10 20

Total (US$) 440


BroadCloud CustomerLaw Firm

Law firm protecting everyone's right to have access to justice. They promote the vital role legal services play in the economy. • 11 premium seats with UC-One app & collaboration bundle• 6 soft-phone only users• 5 desk phones• Call Recording• 1 Receptionist Console

They had an old system and were finding it hard to manage and wanted a more modern, easier to use solution so that they could turn their attention on improving their business productivity.


BroadCloud CustomerManagement Consultancy

A creative agency offering a range of consultancy, design, development, marketing and management services for business events.

• 20 premium seats with UC-One app & collaboration bundle• 90% soft-phone only users• 2 desk phones

As a dynamic, creative company, they needed a flexible solution to enable mobile knowledge workers to work more efficiently. With business relying on professional communications, they needed the extra resilience of a cloud-based service.


BroadCloud CustomerProperty Management Services

Manages property on behalf of private residential leaseholders

• 30 premium seats with UC-One app & collaboration bundle• 100% soft-phone only users• 0 desk phones

The customer had lost business as a result of downtime on their old, on-premises PBX. A key selling point for BroadCloud is the resiliency and business continuity it provides to customers. They also benefit from flexible working.


The Sales Process: Consultative Selling Framework

CloseProve

Objection Handling

?

QualifyingData CaptureBuyersAccount

Planning


10 Lawyers, 10 admin staff 2 offices cross 2 US States Subcontract lower value work

Law Firm Scenario

Legal ExpressChallenges

Increase efficiencyProvide professional client service

Monica – AttorneyKnowledge Worker PersonaWorks long hoursWorried about missing deadlines and client callsOften away from officeUses laptop, smart phoneNeeds to log time spent on client

Sophia – Billing ClerkOffice Admin PersonaWorks regular hoursMost calls are internalUses a desk phone and PC


In Small Law Firms, The Buyer is the Attorney

Sales Tips• Meet face to face• Provide an agenda• Be patient, establish rapport• Get them talking:

• Prospect should do 60% of talking• Use references and company news• Establish what you’re selling is a must-have• Provide a demo• Make the close


The Perfect Pitch

Recap Customer Challenges

Show how challenges can be resolved (features & benefits)

Demonstrate ROI or improved TCO

Reinforce why us

Close

Handle Objections


With Hosted UC

Law Firm Scenario: Increasing EfficiencyWithout Hosted UC Excessive use of voicemail Delay of several hours No collaboration Multiple calls for multiple

participants Delayed time to resolution Excessive time wasted

Conclusion

Communicate more efficiently Identify resolutions more

quickly Click to call and storage of

calls using CRM Connect

Client paid bill?

IM: yes, funds arrived this morning

Free

‘My Room’ collaboration Client

3rd partyresearcher

Monica

Sophia

Busy

IM: has client paid bill for last case work?

Legal Express

Client

CR

M C

lick

to C

all


With Hosted UC

Law Firm Scenario: Improving Client Service

Without Hosted UC

Calls to the office will be missed Non-integrated voicemail systems Response delayed for hours or even

days Multiple numbers for different devices Mobile calls not recorded or logged

Key client calls Monica’s business number

Monica is out of the office on her way to a court hearing.

Hosted UC routes the call to Monica’s mobile phone and she takes the call. Recorded call.

Conclusion

Monica never misses a call Client responsiveness improves Call Recording for audit trail

Legal Express

Client


Why Us?

• No Capex• Transparent OpEx• Scalable• Always latest version• Rapid deployment• Low TCO

Hosted UC Solution

• Mobile• Fixed• IM• Presence• My Room• Any Device

Network

One Contact

One Bill

$Service Level Agreements


Objection Handling

I’m worried about the reliability of the solution – is the cloud service reliable?

Our services are located in geo-redundant, secure data facilities that deliver carrier- and enterprise-grade services. Any maintenance is performed by us at no extra charge to you and does not cause you any downtime. Plus

the service provides business continuity features to withstand local premise outage –

fire, flood, electrical failure.


Proof Point: Law Firm Case Study

Commercial law firm with 170 employees across 13 offices. Limited IT staff. Needed to replace outdated, expensive premise-based PBX with simpler to manage solution with business continuity.

• Full UC-One suite of applications• Auto attendant with dial-by-name• Web receptionist console

Becker and Poliakoff has reduced costs, improved client service, increased efficiency, improve scalability


Top 3 Things to Remember

19

Professional services market is a huge market opportunity for Cloud UC

Get 2x more revenue for BroadCloud licenses

Up to 95% of pro services firms are <20 seats. You can close them in one meeting


Your Call to Action

1. Devise an account plan to target Pro Services firms in your territory today

2. Follow the eLearning sales curriculum*• Benefits-led, consultative selling course• BroadCloud Sales Configuration modules

3. View the online BroadCloud video demo tutorials• Register for free access here:

• http://broadcloud.smart-lynk.com/login/

* Contact your Manager if you are not enrolled on the eLearning curriculum

BroadSoft, Inc. Proprietary & Confidential, Do Not Copy, Duplicate or Distribute.BroadSoft ®, Proprietary and Confidential

Look out for the post-webinarSpotlight email with links to the

deck and playback recording

Documents

Vertical Selling Series - Professional Services Webinar v2.1