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THE BRAINS OF THE NEW GLOBAL NETWORK HOSTED BUSINESS SERVICES BRINGING YOUR SERVICES TO MARKET Bryan GrimmFebruary 5 th, 2015 Metaswitch Networks | Proprietary.

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Presentation on theme: "THE BRAINS OF THE NEW GLOBAL NETWORK HOSTED BUSINESS SERVICES BRINGING YOUR SERVICES TO MARKET Bryan GrimmFebruary 5 th, 2015 Metaswitch Networks | Proprietary."— Presentation transcript:

1 THE BRAINS OF THE NEW GLOBAL NETWORK HOSTED BUSINESS SERVICES BRINGING YOUR SERVICES TO MARKET Bryan GrimmFebruary 5 th, 2015 Metaswitch Networks | Proprietary and confidential | © 2015 | 1

2 THE NETWORK BRAINS ARE ON THE MOVE… COMMODITY COMPUTECOMMODITY STORAGECOMMODITY SWITCHING SERVICE INTELLIGENCE NETWORK INTELLIGENCE …FROM DEDICATED HARDWARE APPLIANCES TO PRIVATE AND PUBLIC CLOUDS INTELLIGENT SOFTWARE GENERIC HARDWARE

3 THE NEW GLOBAL NETWORK IS MORE… COST EFFECTIVEFLEXIBLEPROGRAMMABLE INTELLIGENTREVENUE- GENERATING COMPETITIVE

4 METASWITCH: THE BRAINS OF THE NEW GLOBAL NETWORK  Unmatched Communication Software DNA  30+ years of software development; broad portfolio  proven business model; financial stability  Cloud, NFV, SDN leadership  Industry experts, first-to-market virtualized applications  650 employees  High retention of engineering expertise  Innovative, agile development methods  1000+ global customers  Service Providers  Equipment Manufacturers  Large Enterprises  Built on  Innovation  Quality Engineering  Reliability  Exceptional customer support

5  Hosted Voice Market Observations  Product Positioning  Sales Engagement  Support Services AGENDA Metaswitch Networks | Proprietary and confidential | © 2015 | 5

6 MARKET OBSERVATIONS Metaswitch Networks | Proprietary and confidential | © 2015 | 6

7 LEGACY PBX IS IN DECLINE WHILE HOSTED IS GROWING Metaswitch Networks | Proprietary and confidential | © 2015 | 7 Though PBX systems have had stagnant-to-declining sales over the past few years, the market for cloud services continues to expand, with businesses worldwide seeking out hosted alternatives. * Infonetics, 2014

8 YES PLEASE!!! WOULD YOU LIKE A SLICE?

9 COMPETITIVE LANDSCAPE North America 14.9 million seats (YE 2014)  Over 100 providers  8x8, RingCentral, West, Verizon, Vonage Business, Thinking Phone Networks, Comcast, Broadview Networks, Star2Star, Mitel, ShoreTel, Cox, Intermedia, Telesphere, Megapath EMEA 6.5 million seats  BT, Telenor, Orange, TeliaSoneria, Telefonica, TDC, Vonafone, DT, SFR, Bezeq, KPN  Country level activity with dominate providers  UK has broad competitive landscape CALA 1.6 million seats  Still nascent market with slower competitive activity  Mexico, Brazil, Argentina Asia Pacific 7.3 million seats  Healthy markets in S. Korea, Australia, China, Japan  Telestra, Optus, KT, Samsung Networks, China Unicom, China Telecom, * Infonetics, 2014

10 IP ADOPTION RATES BY COUNTRY Low adoption rates are an opportunity for service providers willing to address the needs of the SME market

11 VOIP DEPLOYMENT BY COMPANY SIZE Plenty of opportunity…

12 TIMING?

13 Early 90’s Business as Usual Late 90’s Build up to Y2K ’08 Global Economic Recession 2014 Opportunity Future Window closes HISTORY LESSON Early 90’s Business as usual Late 90’s Build up to Y2K ‘08 Global Economic Recession 2015 Opportunity Future Window closes

14  Hosted PBX has a high opportunity cost factor  Once the customer chooses another provider they are “lost” for at least 3 years – probably much longer  Given you may have a limited number of businesses to go after, this has a big economic impact OPPORTUNITY COST Metaswitch Networks | Proprietary and confidential | © 2015 | 14 Market Example:  ILEC with CLEC markets  1,600 businesses in a single target market  6 month delay results in $900K less revenue over 5 years – 20% less!

15 THE TIME IS NOW 60% in the next 2 years <50 employees >50 employees 73% in the next 2 years

16 FIRST JOB IS TO…

17 COMMON UNDERSTANDING OF IP COMMUNICATIONS Opportunity to educate

18 CURRENT PHONES SYSTEM ISSUES ~ 1/3 of the market is content with their current solution

19 COMMON PERCEPTION Better About the same Worse Perception is that Hosted is cheap but not as good

20 STILL INTERESTED <50 >50

21 INTERESTED IN WHAT THOUGH…

22  An attractive market with good returns = competition  Hosted PBX is also a disruption on how companies purchase telephony services  Most haven’t thought about it in some time (or at all)  Two emerging players – large MSO’s and Over-the-Top  Both have aggressive pricing and a lot of marketing  US Pricing – normalizing in the $30/seat/month range  Slightly higher in EMEA  Slightly lower in APAC and CALA MARKET RESPONSE – MORE COMPETITIVE PRESSURE Metaswitch Networks | Proprietary and confidential | © 2015 | 22

23  Not only can you deliver a best in class product at an attractive price, you can deliver:  Personalized service  Local sales force  On-call technicians nearby  Reference customers in the community  This needs to be central to your marketing messaging and sales model! YOU HAVE THE HOME FIELD ADVANTAGE Metaswitch Networks | Proprietary and confidential | © 2015 | 23

24 PRODUCT DESIGN AND PACKAGING Metaswitch Networks | Proprietary and confidential | © 2015 | 24

25 THINK SIMPLE WITH YOUR OFFER! Simple for… Sales to position Simple for… Customers to under- stand Simple for… Operations to turn-up and support Metaswitch Networks | Proprietary and confidential | © 2015 | 25

26 RECOMMENDED HOSTED PBX PACKAGING AND PRICING Basic SeatStandard Seat Premium Seat Global Features (included in every sale) Includes: PBX Feature Set CommPortal Unified Messaging Easy Call Manager Mobility (Accession) E-fax Admin Portal Auto Attendant Music on Hold Target Conference room Break room Typical end user configuration Mobile Worker Lines Included Pricing (MRC) $$$$$$ Long Distance Unlimited or large bucket of minutes Phone Price $-$$$ per month based on chosen phone with option to purchase Non-recurring Minimal Metaswitch Networks | Proprietary and confidential | © 2015 | 26

27 SEGMENTATION  Understand your marketplace and what customers are looking for  Put a dollar value on those segments so you know where to focus  This might minor changes to your offer to meet business requirements of a certain type of customer (size or vertical)  Also examine your salesforce and their capabilities

28 SEGMENTATION NEEDS BY MARKET SIZE  Bigger companies have more specialized needs Smaller BusinessesMid-Size Businesses ProductSimpler needsMore complexity TimingFaster sales cyclesSlower sales cycle SLA’sSLA’s generally not needed SLA’s desired Multi-site requirements Generally noYes Call CenterExisting hosted capabilities OK (MLHG) Generally will need ACD and call recording Network RedundancyNot an issueMany will want geographically diverse servers Network Security Design ConcernedCritical concern

29  Mobility package would enable integration of desk phone environment with any device  For instance, if the end user has an iPhone, iPad, and Windows laptop, they can load the application on all devices for the same price  Would allow “mobile-only” users – no desk phone, just client(s) – would still need to buy a “seat”  Research points to a $5/month price point MOBILITY – GET IT INTO YOUR OFFER 29

30  Hosted has lots of moving parts THINK THROUGH YOUR OPERATIONAL PLAN Metaswitch Networks | Proprietary and confidential | © 2015 | 30

31  Strive to get a quote to a prospect within 48 hours  Once the sale is made, target a customer turn-up within 30 days  Clearly communicate timelines with the customer  Be professional throughout  Research shows that a positive up-front experience is a big indicator of a long term relationship – go the extra mile! OPERATIONS MAKES A HUGE DIFFERENCE Metaswitch Networks | Proprietary and confidential | © 2015 | 31 Outreach Referral to Sales Initial Sales Conversation Draft Quote Revise Quote Final Quote Outreach to first sales conversation Time from sales call to first quote Time from initial quote to final quote

32  Front door to your product and your company  Prospects (that don’t know you) will almost certainly research you using your website  Invest in it and make it current! YOUR WEBSITE Metaswitch Networks | Proprietary and confidential | © 2015 | 32

33 PRODUCT MESSAGING Not a single acronym used Easy Call to action

34 PRODUCT MESSAGING Metaswitch Networks | Proprietary and confidential | © 2015 | 34 Let videos with real employees tell the story

35 SELLING HOSTED UC Metaswitch Networks | Proprietary and confidential | © 2015 | 35

36 THE WRONG APPROACH TO SALES TRAINING  Jargon and Network Diagrams in advance of customer benefits  No benefits statements to features or practical applications  Offer Training vs. Sales Training -- Lack of Solutions Selling and practical use cases Slide 1 – “Hosted Voice Service is Service Provider X’s answer to the communication needs of today’s Small and Medium Business Customer.” Slide 2 –

37 SOLUTION SELLING  Solution selling involves asking clarifying questions to understand a customer’s needs before you propose a solution  Key is to become the trusted advisor – helping them solve a business problem using your expertise  A short video: http://smallbusiness.chron.com/solution-selling-sales-training-71867.html It is critical that sales know this product inside and out…this is a competitive market with very experienced sales people Metaswitch Networks | Proprietary and confidential | © 2015 | 37

38 THREE SIMPLE STEPS Metaswitch Networks | Proprietary and confidential | © 2015 | 38 5 Questions that are not specific to technology What are the business’ core values Ask From the customer’s responses you can begin to formulate your solution Listen for indicators about who else will be involved in the decision making process Listen Craft your solution to address the customer’s stated business needs Acknowledge where your recommended solution is a good fit/where it is not Advise

39 THE BRAINS OF THE NEW GLOBAL NETWORK QUESTIONS?


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