Sales / Marketing Meeting Knology Matrix Sales / Marketing Meeting

Selling Knology Matrix Competition Ideal Customer Prospecting Agenda Terminology Selling Knology Matrix Competition Ideal Customer Prospecting Value Proposition CPE Requirements Please Note: When copy is approved, the presentation will be “programmed” into PowerPoint. At that point, colors, animation, graphics, and other effects will be added. Until then, we are presenting you with a blank presentation (with NO bells & whistles) so we can concentrate on the content first. The notes in this section describe what we intend to do from a layout/programming standpoint. As we execute the layout/programming, we may alter these plans if appropriate. First slide will leverage the SuperDesign look. “…to world class technology and a history of great service” will use the type treatment style of other materials. Three services are listed horizontally to show equal evidence.

Hosted PBX, IP Centrex, Virtual PBX Managed vs. Unmanaged Terminology Ports vs. Lines Numbers vs. Ports Hosted PBX, IP Centrex, Virtual PBX Managed vs. Unmanaged Experience points listed under the categories of Credibility, Value and Integrity. These three points are listed horizontally to show equal importance (and visual interest).

Selling Knology Matrix Traditional PBX pros and cons Centrex pros and cons IP PBX pros and cons Business Pains and Knology Solutions will come into the presentation using an appropriate animation effect.

Traditional Services Pros Cons Proven Technology Available everywhere Well known user interface Can do toll bypass over TDM / ATM / IP Feature Rich Numerous people versed in in support of technology Closed System, at the mercy of the manufacturer Limited or no interoperability Must purchase all components from the same vendor Incremental upgrades can be expensive Need specialized staff to maintain Moves, adds, changes require central programming This slide is intended to portray two points: No matter what size of business you are, Knology can help you. Migration: as you grow; we can grow with you. To illustrate these two points, we will do the following: Before the first bullet point, show icons of buildings of different sizes to represent the various sizes of business Knology serves Before the second bullet point, an arrow will animate (left to right) with the subhead title “We grow with you”

Centrex Pros Cons No proprietary PBX Off-the-shelf phones Expansion one phone at a time No support staff Simple support for multiple locations Basic features found in traditional PBX systems Expensive advanced features Expensive moves, adds, and changes (MACs) Dependant on phone company for MACs Difficult user operation Inflexible feature set Limited interoperation This slide is intended to portray two points: No matter what size of business you are, Knology can help you. Migration: as you grow; we can grow with you. To illustrate these two points, we will do the following: Before the first bullet point, show icons of buildings of different sizes to represent the various sizes of business Knology serves Before the second bullet point, an arrow will animate (left to right) with the subhead title “We grow with you”

IP PBX Pros Cons Converged Infrastructure – lower operating costs Low software upgrades costs Can do toll bypass over IP Low incremental costs Highly flexible in moving extensions Easy to maintain and make changes Same support organization as network Open platforms, easy and quick to implement new features Based on unreliable platforms or expensive, proprietary PBXs Server hardware becomes obsolete Limited interoperability Steep learning curve for administrators Must retrain staff to support new technology Limited knowledge base Bullet points will appear in a random order on the page (i.e., some will start in different places, so they’re not all flush left and straight in a row)

Matrix Pros and Cons Pros Cons Limited availability No proprietary PBX Standards based hardware Server hardware managed and upgraded by provider No software upgrade costs Converged infrastructure – lower operating costs Expansion one phone at a time Bullet points will appear in a random order on the page (i.e., some will start in different places, so they’re not all flush left and straight in a row) Logos of select stations will also appear

Matrix Pros and Cons Pros Cons Advanced feature set Simple support for multiple locations, including data Toll bypass Low incremental costs Moves and changes are simple and inexpensive Same internal support organization as data network Open platform, easy and quick to implement new features Bullet points will appear in a random order on the page (i.e., some will start in different places, so they’re not all flush left and straight in a row) Logos of select stations will also appear

Matrix Selling Features Guaranteed call delivery business continuity Destruction of traditional voice paradigms Simplified billing Future Proof Architecture Bullet points will appear in a random order on the page (i.e., some will start in different places, so they’re not all flush left and straight in a row) Logos of select stations will also appear

Competition Traditional PBX – Toshiba, Nortel, Avaya Traditional Carrier – Channelized T1 providers, DSL IP PBX – Cisco, 3Com, Altigen This page will include an interactive graphic, with one side representing small businesses and one side representing medium-sized businesses. If a person clicks on the small business side, they will be taken down the small business path for the rest of the presentation—which covers technology and customer care as appropriate for a small business. Please see drawing in the attached pdf with illustrates the different “paths” a user can take. If a person clicks on the medium business side, they will be taken down the medium business path for the rest of the presentation—which covers technology and customer care as appropriate for a medium business. A smaller (thumbnail) version of this graphic will appear on the subsequent pages of the presentation, which will serve as a navigational aid for the presenter.

Ideal Customers Start-Up Growing or expanding Dissatisfied with existing provider Size – Ten or more ports Heavy user of either voice or data Multi-site based This is the small business version of the Internet/Bandwidth slide. Bullet points will appear in a random order on the page (i.e., some will start in different places, so they’re not all flush left and straight in a row) Bullet points are short and to-the-point. Our understanding is that sales reps will talk through these and will not need long words on the page. The navigational aid will appear in the top corner of this page to show that the presenter is in the “small business” portion of the presentation.

Direct Sales Partners Affiliations Prospecting Cold calls This is the small business version of the Customer Care slide. For locally based, arrows will animate in from opposite sides, with the words “locally based” appearing in the middle to imply a local presence. The navigational aid will appear in the top corner of this page to show that the presenter is in the “small business” portion of the presentation.

Value Proposition One provider vs. Six Local, LD, Internet, PBX, Email, Web Hosting Efficiencies of Network Convergence – Advanced feature set Data rules applied to voice Price, Price, Price! This is the small business version of the Customer Care slide. For locally based, arrows will animate in from opposite sides, with the words “locally based” appearing in the middle to imply a local presence. The navigational aid will appear in the top corner of this page to show that the presenter is in the “small business” portion of the presentation.

CPE Requirements Switches Routers Cabling This is the small business version of the Customer Care slide. For locally based, arrows will animate in from opposite sides, with the words “locally based” appearing in the middle to imply a local presence. The navigational aid will appear in the top corner of this page to show that the presenter is in the “small business” portion of the presentation.

Moving Forward….. Visit each Division Marines then Army On-site presentations Training and certification Marines then Army This is the medium business version of the Internet/Bandwidth slide. Bullet points will appear in a random order on the page (i.e., some will start in different places, so they’re not all flush left and straight in a row) The navigational aid will appear in the top corner of this page to show that the presenter is in the “medium business” portion of the presentation.

Basic Features Features 4-digit extension dialing Multiple line appearances Call waiting Caller-ID Toll restriction Billing account codes Message waiting notification Call pick-up groups Station-to station intercom Hold Hold recall Redial Speaker Mute Do-not-disturb Speed dials Music on hold Overhead paging access This is the medium business version of the Internet/Bandwidth slide. Bullet points will appear in a random order on the page (i.e., some will start in different places, so they’re not all flush left and straight in a row) The navigational aid will appear in the top corner of this page to show that the presenter is in the “medium business” portion of the presentation.

Guaranteed Call Delivery Features Advanced Features Guaranteed Call Delivery SmartMove Enhanced voicemail Automated attendants/ACDs Call forwarding (Internal/External) Call transfers (Internal/External) Digital conference calling Direct extension assignment 911 notification Direct Inward Dialing (DIDs) Unified Messaging PC Based Voice Client Call Filtering Directory Services TAPI Integration XML based applications This is the medium business version of the Internet/Bandwidth slide. Bullet points will appear in a random order on the page (i.e., some will start in different places, so they’re not all flush left and straight in a row) The navigational aid will appear in the top corner of this page to show that the presenter is in the “medium business” portion of the presentation.