Presentation is loading. Please wait.

Presentation is loading. Please wait.

Welcome to ANPI VIP Training. Confidential and Proprietary. Subject to Non-Disclosure Agreement. Objectives By the end of this training session you will…

Similar presentations


Presentation on theme: "Welcome to ANPI VIP Training. Confidential and Proprietary. Subject to Non-Disclosure Agreement. Objectives By the end of this training session you will…"— Presentation transcript:

1 Welcome to ANPI VIP Training

2 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Objectives By the end of this training session you will… Understand why a customer would choose a Hosted Unified Communications solution Understand why a customer should choose ANPI VIP Understand the consultative approach to selling ANPI VIP Understand the bundles and components of the service Understand the tools available to conduct effective sales calls Be ready to sell ANPI VIP!

3 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Hosted Unified Communications

4 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Why Hosted Unified Communications Decreased Total Cost of OwnershipIncreased ProductivityIncreased ScalabilityVendor ConsolidationBusiness Continuity

5 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Decreased Total Cost of Ownership Minimal capital expense requiredMaintenance includedIT resources can be allocated to core tasks and functionsBuilt in Business Continuity SolutionSimple, self service, intuitive web portal managementPredictable monthly fees

6 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Increased Productivity Business Productivity features : Auto Attendants, Hunt Groups User Productivity features : Mobility, Collaboration, Unified Messaging Hosted UC Hosted IP PBX Fax-to- Web Collab Audio/ Video Conf MobilityPresence Instant Message

7 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Scale with business demands Add incrementally or change service as business grows Always provide the latest features and services

8 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Vendor Consolidation Data Voice Toll Free Phone Equipment Long Distance Others…

9 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Business Continuity Cloud based call routing protects customers’ offices from disasters (natural disaster, fire, flood, etc.) All features and services can be managed through a web portal – from anywhere. Auto Attendants, Hunt Groups, Integrated Mobility, Call Forwarding enable calls to be connected regardless of the situation.

10 Confidential and Proprietary. Subject to Non-Disclosure Agreement. How the service is delivered 1.Can be delivered “over the top” as customers can provide their own broadband connection. 2.Can be delivered over ANPI provided broadband services.

11 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Hosted IP PBX Compatibility Speed Test should always be conducted on site due to unknown broadband connection configuration. Bandwidth Calculator will help guide and determine the optimal bandwidth required for customers call capacity.

12 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Understanding the Customer’s Current Phone System Key Systems User selects an outgoing line to place a call. Other users in the office will see that the line is in-use. User answers an incoming call, can place the call on hold and another user can pick up that line. PBX Phone System Connects to the PSTN with trunk lines (PRIs, T1s or other form of broadband) Provides extension dialing, transferring, hunt groups, voice mail and many other features. IP PBX Use of packet switching. PBX that holds features remains at the customer location. Provides extension dialing, transferring, hunt groups, voice mail and many other features. Hosted IP PBX Same as IP IPBX but is not premise based. Features/functionality located in Service Provider’s cloud or data center.

13 Confidential and Proprietary. Subject to Non-Disclosure Agreement. ANPI VIP

14 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Why ANPI VIP? More Features, More Services, More Innovation Fully integrated - Hosted IP PBX, Unified Messaging, Instant Messaging, Presence, Fax, Audio Conferencing, Web Collaboration, Desktop and PC clients, and more Free unlimited local and long distance calling, International calling to 22 countries Customer Portal designed with users and administrators in mind No Activation Fee Powered by the leading technology innovators: Sonus and BroadSoft

15 Confidential and Proprietary. Subject to Non-Disclosure Agreement. How we measure up… ANPIOther hosted providers Hosted IP PBXYes Unified MessagingYesProbably Audio ConferencingYesProbably Mobile AppYesDoubtful VideoYesDoubtful Chat and PresenceYesDoubtful Fax to YesDoubtful Web CollaborationYesDoubtful Fully IntegratedYesNo

16 Confidential and Proprietary. Subject to Non-Disclosure Agreement. What does the Offering Include? Chargeable ServicesIncluded Services User/Seat Package Value Added Services IP Phones/devices Local, Long Distance and International Calling to 22 countries Users own Local DID number with unlimited MOU Music on Hold 1 GB of Storage for each User Customer Portal Administrator End User Activation and Porting Services Standard PBX Features Basic Auto Attendant

17 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Customer Portals https://vip.anpi.com https://vip.anpi.com Administrator PortalEnd User Portal Modify Auto Attendant, Hunt Group and location services Reset users’ passwords Modify User Profile information Modify any user level features and services Order services and view billing View Number Porting Status Manage feature settings Listen to voice mail messages Download applications

18 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Value-Added Optional Services Virtual Phone Number (phone number without any services) Toll-free Number Virtual Extension Advanced Auto Attendant Audio Conference Fax Line Hosted Fax Call Recording

19 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Can be mixed and matched across an account Set of features bundled together and assigned to a user Designed for various user types What is a User Package or Seat?

20 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Feature Packs Full UC Seat Web collab Desktop sharing Video sharing VIPremier UC Client Includes Chat Includes Presence Includes Mobility VIProfessional Basic Purpose built for Receptionists and Conferencing rooms VIPrecision User Package Options

21 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Are there places in your office that have phones that are used by a variety of people? When a visitor needs to make a call is there a phone he/she can use? Do you ever have customers into your conference room? Would your admin be more productive if they could park/pick up calls from the copy room instead of going back and forth from their desk? Does the quality of the call from your conference room reflect well on your organization? Ask the Right Questions

22 Confidential and Proprietary. Subject to Non-Disclosure Agreement. VIPrecision Phone Number (DID) Each user has a direct inward dial number (customers will refer to these as ‘direct lines.’) Caller ID can be set for outbound calls to either their direct line or the business main number. Great for customers with outside sales reps!

23 Confidential and Proprietary. Subject to Non-Disclosure Agreement. VIPrecision Voic to Also referred to as ‘Unified Messaging’ Includes Voice Mail to delivery Messages are stored in the Voice Portal and can be retrieved remotely 15 MB of storage per mail box Options to forward all message as.wav files to ‘Zero Out’ option to allow callers to escape to another destination Destination can be any extension Destination can be any 10-digit phone number

24 Confidential and Proprietary. Subject to Non-Disclosure Agreement. VIPrecision Call Forwarding Call Forwarding TypeDescriptionUse case Call Forwarding AlwaysForwards all incoming calls Forward all calls to a mobile phone Call Forwarding BusyForwards calls when: - user is on the phone - user has DND enabled Need a live answer Call Forwarding No Answer Forward calls when no answer Need a live answer Call Forwarding Not Reachable Forwards calls when phone is not registered Business Continuity! Customer is never down! Call Forward SelectiveForwards calls based upon Caller ID Only forward to mobile if important client *FEATURE NOTE: Voice Mail will be left on forward to destination voice mail service.

25 Confidential and Proprietary. Subject to Non-Disclosure Agreement. VIPrecision Call Notify What it does Allows a user to be notified by when specific calls matching pre- defined criteria are received. This criterion can be a list of up to 12 phone numbers, a specified time schedule, or a specified holiday schedule. Ask the right question Ever worried about missing an important call from a top customer? Use case Customer is waiting for a call back from a high priority client and wants to be notified via if they receive a call from that number.

26 Confidential and Proprietary. Subject to Non-Disclosure Agreement. VIPrecision Do Not Disturb What it does Allows a user to automatically forward all incoming calls to voic . If voice mail is not configured, the caller will hear a busy tone. It includes a Ring Reminder option. Ask the right question Do you ever need to temporarily send all calls to voic ? Use case User is working on a busy project and doesn't want to be distracted.

27 Confidential and Proprietary. Subject to Non-Disclosure Agreement. VIPrecision Automatic Hold/Retrieve What it doesAllows a user to set a timer for recalling held calls. Ask the right questionDoes your receptionist receive a high volume of calls? Use case Receptionist handles a number of calls at a time and wishes to receive a ring back if a caller has been on hold for a pre-set amount of time.

28 Confidential and Proprietary. Subject to Non-Disclosure Agreement. VIPrecision Automatic Call Back What it does Allows a user to monitor a busy caller and perform a call back when that caller is no longer busy. Ask the right question Do you have a hard time reaching particular people in your company? Use case A team of people are working on a project with tight deadlines and need answers quickly.

29 Confidential and Proprietary. Subject to Non-Disclosure Agreement. VIPrecision Speed Dial 100 What it does Allows a user to place a call by pressing a reduced number of keys on the dial pad instead of the entire phone number. Speed Dial 100 requires a 2 digit prefix. Ask the right question Do you currently have a list of contacts in your Speed Dial? Use case Customer calls a specified list of phone numbers on a frequent basis - for example, a vendor list.

30 Confidential and Proprietary. Subject to Non-Disclosure Agreement. VIPrecision Other features:  Call Return - return their most recently placed call  Call Waiting – answer a second call when already on the first call  Call Transfer - transfer a call to another user  Last Number Redial – used to call back the last number your called

31 Confidential and Proprietary. Subject to Non-Disclosure Agreement. VIPrecision Shared Call Appearance (scenario #1) What it does Allows a user to share his/her line with another user. Once configured, the user can make and receive calls from the new line appearance. Use case Businesses that have multiple business under one roof… i.e. Real Estate/Title Company/Mortgage Broker Your line. Another ‘business’ line.

32 Confidential and Proprietary. Subject to Non-Disclosure Agreement. VIPrecision What it does Allows all users within the office to share lines, replicating a Key System. Use case Business that require a key system environment. Line 1 Line 2 Shared Call Appearance (scenario #2) Line 3

33 Confidential and Proprietary. Subject to Non-Disclosure Agreement. VIPrecision Busy Lamp Field What it does Enables users to view another users' 'busy' status from their phone. When configured, it is also a speed dial to that user. Use case Receptionist wants to view who is on/off the phone before transferring a call. Your line. Busy line status of another user’s line.

34 Confidential and Proprietary. Subject to Non-Disclosure Agreement. VIPrecision Call Park/Call Retrieve PARK: *68 + extension + # RETRIEVE: *88 + extension + # What it does Allows a user to park a call on an extension. The call can then be retrieved from another phone in the office. Ask the right question What is the process for handling calls you receive on the main number? Use case Receptionist receives a call, parks it on an available extension then makes a page announcement for the party that is called. “Parts – you have a call parked on extension 1234.”

35 Confidential and Proprietary. Subject to Non-Disclosure Agreement. VIPrecision Call Pickup What it does Allows a user to pick up another user's ringing line. Use case Small team of workers can answer each others ringing lines. TO PICKUP: *98 + ringing extension

36 Confidential and Proprietary. Subject to Non-Disclosure Agreement. VIPrecision Direct to Voic transfer What it does Allows a user to transfer a call directly to another user's voice mail. Ask the right question How do you handle calls if the user the person is calling for is busy? Use case Receptionist does an assisted transfer and the person would prefer the caller is sent to voice mail. TO TRANSFER DIRECT TO VM: Transfer + *55 + extension

37 Confidential and Proprietary. Subject to Non-Disclosure Agreement. VIPrecision 3- Way Conferencing What it does Allows a user to conference a 3rd party in to an active call. Ask the right questionTell me about your conferencing needs. Use case A user is speaking with a customer and has a question for their manager. They need to conference the manager in.

38 Confidential and Proprietary. Subject to Non-Disclosure Agreement. VIProfessional Mobility and Collaboration: Time to turn up the heat! One-Number service Call push/pull Soft clients Chat Presence

39 Confidential and Proprietary. Subject to Non-Disclosure Agreement. VIProfessional App for iPhone and Android Desktop client for PCs and Macs Includes chat and presence Ability to place business calls from mobile phone Pull and push calls between mobile and office device VIPresence Rings devices simultaneously Busy office worker Simultaneous Ring Feature Rings devices sequentially Someone that works out of multiple offices Sequential Ring Place receive calls from mobile phone Pull and push calls between mobile and office device Anywhere Mobility

40 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Mobile Clarity Mobility means different things to different businesses: Mobile workforce (outside sales, field technicians) Occasional work from home workers Full-Time work from home workers Business travelers Understand your customer’s definition of ‘mobile’ workers. Dig deeper.

41 Confidential and Proprietary. Subject to Non-Disclosure Agreement. VIProfessional Mobility: VIPresence App available for iPhone and Android / Desktop Client for PCs and Macs Receive calls on a mobile device or client softphone No-Answer goes to business voic Place calls using business caller ID from mobile device or computer Includes chat and presence functionality from mobile device and desktop client Includes corporate directory from mobile device

42 Confidential and Proprietary. Subject to Non-Disclosure Agreement. VIProfessional Ring up to 10 devices at one time. Voic Messages left at business VM Answer Confirmation Options Mobile Office Home Mobility: Simultaneous Ring Mobility: Simultaneous Ring

43 Confidential and Proprietary. Subject to Non-Disclosure Agreement. VIProfessional Mobility: Sequential Ring Ring up to 5 locations in addition to your office phone Voic Messages left at business VM Answer Confirmation Options Mobile Office Home

44 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Mobility Scenarios Scenario 1: “We have employees that work from home. How can we connect them to our business?” Scenario 2: “We have outside sales reps that are always giving out their personal phone numbers to customers. I want to protect my business.” Scenario 3: “We have 2 offices and some workers are constantly commuting back and forth between the two. What solutions go you have for these mobile workers?”

45 Confidential and Proprietary. Subject to Non-Disclosure Agreement. VIPremier Desktop sharing Audio Conferencing VIPresence Presentation Sharing Presenter Video Sharing Audio Conferencing VIPresent Now

46 Confidential and Proprietary. Subject to Non-Disclosure Agreement. VIPremier Supported on Windows and iOS devices Includes: Desktop Sharing (one-to-one or group) Chat (one-to-one or group) Presence Audio Conferencing Video Conferencing Call control (transfer, three way calling)

47 Confidential and Proprietary. Subject to Non-Disclosure Agreement. VIPremier Access at: https://present.now.anpi.com https://present.now.anpi.com Includes: Desktop and Application Sharing (one-to-one or group) On-Demand or scheduled meetings In meeting chat / Q&A Audio Conferencing Includes15 users/session, usage charges apply for additional users

48 Confidential and Proprietary. Subject to Non-Disclosure Agreement. VIPremier Non-Overlapping Conferences 15 participants per conference Usage fees 1c /min/user/conf Includes local dial-in number, Conference Access # and Moderator Pin Overage Charges of $2.99/user/conf for participants over 15 participants

49 Confidential and Proprietary. Subject to Non-Disclosure Agreement. IP Phones Polycom HD phones 10 options – each with a Power Supply or PoE option Sold separately from the seat packages Can be mixed/matched with seat packages There are recommended seat/phone combos Phones can be installed at the customer’s home office and have E911 supported.

50 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Suggested VIPrecision Phones Polycom VVX300 w/ Expansion Module Expansion Module adds an additional 40 line programmable line keys Up to 3 expansion modules can be attached to an VVX phone Available PoE (VVX 310)

51 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Suggested VIProfessional Phones  Polycom VVX 400  12 programmable line keys  Color display  Also compatible with the expansion module  Available PoE (VVX 410)

52 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Suggested VIPremier Phones Polycom VVX programmable line keys Color Touchscreen Display Support video calling with USB camera

53 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Additional Phone Options VVX500 VVX500 SoundStation 5000 SoundStation 5000 SoundStation 6000 SoundStation 6000 SoundPoint 335, 450, and 550 are supported and sold, but are not the recommended ANPI VIP Phone

54 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Account Level Features

55 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Account Level Features Included with each accountAdd-Ons Company Local DID Basic Auto Attendant (1 level) 1 Hunt Group for each User Music On Hold 1 GB of Storage per PBX Corporate Directory LNP Porting No Activation Fees Virtual Extension Toll-Free Number Advanced Auto Attendant Audio Conferencing (excluding VIPremier User Packs) Fax Line Hosted Fax Call Recording

56 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Ask the right Questions What happens when someone calls your main number? How do calls to your sales reps get routed? Do you ever need to have incoming calls routed to another office? How would being able to route some calls to another office impact your business? Would freeing up your receptionist to do other things be helpful? Would balancing your calls evenly between Support Reps help with customer satisfaction?

57 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Included Virtual Number: Main Number (local) - No porting costs - Unlimited inbound

58 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Add-On Toll-Free Number Virtual Extension (includes call forwarding) Additional Virtual Numbers Used for… Marketing in different geographies Running promotions Keep existing numbers

59 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Included Basic Auto Attendant Used to route calls to extensions within an office, across office locations, Hunt Groups, external numbers **, remote users, other Auto Attendants, etc. Includes menu options for both Business and After Hours.Includes greeting options for both Business and After Hours. Multiple auto attendants can be assigned to a single location (one is include at no cost). Can be assigned a Holiday Schedule.

60 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Included Auto Attendants Sales Hunt Group Press 1 for the Dial by Name Directory Press 2 for Sales Main Number Options can be configured for 0-9, * and # for both Business and After Hours.

61 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Add-On Advanced Auto Attendants

62 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Routing Calls to remote users

63 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Included Hunt Group Feature Overview Used to ring groups of users in a pre-determined pattern within or across locations One hunt group is included for each 3 user package purchased Call Forwarding No Answer settings can be configured to route calls when no one answers Each hunt group is assigned a call distribution policy: Circular, Regular, Simultaneous, Uniform, Weighted

64 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Call Distribution Policies Simultaneous: Rings all the phones at the same time Regular: Rings the phones one at a time, always starting with the same user and ringing in the same order Circular: Rings the phones one at a time, always ringing the users in the same order. The order in which the users’ phones will ring begins with the individual that follows the last user who received a hunt group call Uniform: Rings the user in the group who has been idle the longest Weighted : Administrators may choose to direct a certain percentage of calls to individual hunt group users.

65 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Pilot Number Hunting Overview Kelly Toni Gabe Leon

66 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Add-On Audio Conferencing Included with VIP Premier Non-Overlapping Conferences Includes local dial-in number, Conference Access # and Moderator Pin 15 participants per conference Usage fees 1c /min/user/conf Overage Charges of $2.99/user/conf for participants over 15

67 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Business Continuity Tools Auto Attendants Route calls to another office location, remote users or hunt groups Hunt Groups Hunt to remote users, workers using mobility features, another office location Call Forwarding Not Reachable Route calls to another off-net device automatically if service is lost

68 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Solution Selling

69 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Who to target? Companies with employees Why: Robust offering designed for mid to large sized businesses with mobile workforces Sweet spot for hosted services – typically ‘cloud ready’ Multi-location businesses Why: Enables them to reach new markets Remove geographical boundaries Deliver a unified solution across all office

70 Confidential and Proprietary. Subject to Non-Disclosure Agreement. The Phone Bill Pledge “I” “ANPI Sales Professional Promise to never lead by asking for the phone bills And if I do I understand That my chances of selling a Hosted Voice Account Are Basically Zero” “I” “ANPI Sales Professional Promise to never lead by asking for the phone bills And if I do I understand That my chances of selling a Hosted Voice Account Are Basically Zero”

71 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Consultative Approach.. Upfront ContractNeeds AnalysisPresenting the solutionAddressing demo requestsProposal

72 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Upfront Contract: Verbal agreement to be had at the beginning of your meeting so all parties understand how the meeting will go and what will warrant “next steps”…

73 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Needs Analysis Used to determine customer requirements by:  Asking probing questions about their business  Map the customer’s challenges to features to present value  Sharing customer success stories  Asking specific questions regarding existing hardware, bandwidth requirements and user information

74 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Sales Presentation When to use the Sales Presentation: After the Needs Analysis during a first appointment On a second meeting if you are presenting the solution to a larger audience ‘How’ to use the Sales Presentation: Cover slides and content that are applicable to the customer Focus on the services that address their hot buttons! PRACTICE PRACTICE PRACTICE!

75 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Phone Bills

76 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Resolving Objections Be understanding. Be sure YOU understand. Be a problem solver. Bring home the order.

77 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Be understanding

78 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Be sure YOU understand

79 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Be a problem solver

80 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Bring home the order

81 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Objection #1: We can’t have all our services on the same connection because we can’t be down! Step Acknowledge“Making sure that you have services available is certainly important” Ask“What kind of redundancy do you have built into your current voice service?” Address“Well – our solution is actually more redundant and less impacted by an outage than your current PBX. Because it is cloud based, many of your voice services are never down. We can assist you with setting up Call Forwarding Not Reachable so everyone can receive calls even if your Internet connection is down. Also – your Auto Attendant will never be down – so customer can always reach that greeting. In fact that is one of the most significant benefits of a hosted solution” Advance“Does that address your concern? The redundant nature of hosted voice has been a source of peace of mind for many of our existing customers.”

82 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Objection #2: Do you have a Trial Period? Can We get a Month to Month Contract? Step Acknowledge“Making sure the solution is right before committing to a long term contract is something many businesses do.” Ask“What would you evaluate during this trial period that would help you be comfortable signing a contract?” AddressThe “address” in this situation depends on their answer to the “Ask”. If they’re concerned with call quality do a demo call and talk about QoS, if they’re concerned with ease of use of the phones send them the “demo kit”, if they’re concerned about outages, share SLA information. As a LAST RESORT we DO have a 30 day satisfaction guarantee. Advance“Can you see from our (SLAs, recent test call, whatever we did to ADDRESS) that signing a 3 year contract to obtain the corresponding discounts makes sense?”

83 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Demos and Scenarios

84 Confidential and Proprietary. Subject to Non-Disclosure Agreement. When to conduct a customer demo 1. Customer states it is a requirement before making a decision. 2. Your next meeting will include various types of users within the organization. They have asked for a presentation and demonstration. Ask the customer what specifically they are looking to validate. Ensure you provide a demo that meets their needs. Find out who is attending and prepare use case stories to run through during the demonstration.

85 Confidential and Proprietary. Subject to Non-Disclosure Agreement. When to conduct a customer demo 3. Based on conversation, you feel that providing a demo at the next meeting will help to land the deal. Cues: 4. Competition has provided demos and you know VIP will crush it! “We had a bad experience with VoIP - we don’t know if the technology will even work.” “Our current solution is complicated – I’d like to see if this is easier to use.” “Our current system is very cumbersome to manage and only one resource even knows how to use it. Is this system easy to manage?”

86 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Set Up Demo Kit and Review Script….

87 Confidential and Proprietary. Subject to Non-Disclosure Agreement. How to conduct a customer demo: VIP Presence for Desktop 1. Login to VIP Presence app on your computer. 2. Tell a story that relates to their business: FOR EXAMPLE: “Mr. Customer, let’s say you are working on a design project with 3 other team members. You have a question about the images. You see that Joe is on the phone, so you send him a quick chat message. (send chat) Joe replies that he is stuck on a conference call but needs to confirm some things with Kelli. You suggest they meet in your MyRoom for a group chat. (click MyRoom and drag Joe and Kelli into your MyRoom.) To better communicate your questions on the images, you initiate a desktop sharing session. (click Desktop share). Joe replies that he is off of his conference call and can talk, so you escalate the chat to a call and tell Joe and Sue to call your Room. (Click the Call button to initiate the audio bridge).” Demo elements you have accomplished with a simple story: Presence, Chat, Desktop Sharing, and Audio Conferencing.

88 Confidential and Proprietary. Subject to Non-Disclosure Agreement. Scenarios

89


Download ppt "Welcome to ANPI VIP Training. Confidential and Proprietary. Subject to Non-Disclosure Agreement. Objectives By the end of this training session you will…"

Similar presentations


Ads by Google