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.