1. Xfinity Home Product and Sales Support

2. Xfinity Home Training Agenda Head, Heart, Hands Why Xfinity Home –What customers want Product Overview –Secure & Control –Top Benefits –Comparison –How it all works Sales Approach –Need to know –Discovery –Presentation –Value and benefits to meet needs –Ask for the Sale –Overcome Objections –Top objections and responses –Make it Stick 2

3. Head Heart Hands

4. Head, Heart, Hands … the foundation to your success Head KNOWLEDGEABLE … about the benefits of Xfinity Home, how it works and meets customers needs Heart BELIEF … in the benefits, how it improves customers lives and saves them money Hands PRESENT … the benefits of Xfinity Home to every customer and ask them what level of Xfinity Home is right for them 4

5. Why Xfinity Home?

6. As technology continues to evolve with new products and benefits ….. Customers lives are improved by use of technology 6

7. Why Xfinity Home? Our customers are looking for ways ….. To keep their home and family safe To use technology to make their lives easier To keep track of what’s going on in their home when they are away To save money on their energy costs 7

8. Home automation historically isolated to high end Integrated solutions with MRC based model have stronger distribution with innovation challenges Combination of the two will win over time $11B Market within 3 years The home security market is large and mature 20% to 25% growth over next 5 years… … And there is a ton of opportunity to get new customers 14M Security subs in Comcast footprint; ~ $4B opty. ADT - 25% of the market. 66% ~2500 small players. Most with older wired solutions HOME SECURITY HOME CONTROL Early Stage Product Adoption There are lots of options … …and customers need help to understand what’s best for them 8 Why Xfinity Home? 8

9. Internet, Cable and Satellite TV and Cellular providers are now providing solutions for Customers And a huge selection of products are now available at stores like Best Buy, Home Depot, Lowes and Staples 9

10. Why Xfinity Home? Customers want products they can interact with by using devices they use everyday BUT they want something that goes way beyond Traditional security systems Programmable thermostats Timers for lights 10

11. Why Xfinity Home? DID YOU KNOW? 20% - 40% of customers who do not have a security system are very interested in a smarthome (home management) system Customers want more than protection against break- ins. They want home safety AND convenience too!!! 79% of customers intending to buy a security system are likely to subscribe to professional monitoring 11

12. More than a Security System Not just a home security system, but a state-of-the-art system that CONTROLS and PROTECTS the customers home, family and valuables The key to the system is the Hub and the Xfinity Home App that provides total control …. from devices customer CONSTANTLY USE Xfinity Home is superior to other solutions that may require more than one App or methods to operate the system It’s easy to create a customized SMART HOME and to expand the systems capabilities as the customers needs change

13. Why Xfinity Home? So....... To meet these customer needs Comcast developed Xfinity Home An easy to use product that combines use of the Internet, Smarthome Devices, Smartphones, PC’s and Tablets 13

14. Why Xfinity Home? Simply put … Xfinity Home helps customers To be sure their home and family is safe and comfortable AND While having the ability to optimize and control their home remotely with devices they use every day 14

15. 15 Why Xfinity Home?

16. 16 Why Xfinity Home?

17. Knowledge Check Why is Xfinity Home something that customers are interested in? To keep their home and family safe To use technology to make their lives easier To keep track of what’s going on in their home when they are away To save money on their energy costs How is Xfinity Home Different than DIY Products, like WeMo or Nest? ONE application and platform covers MULTIPLE functions (Thermostat, Light control, etc.) Finish this statement: Up to 40% of customers who do not have a security system are very interested in a smarthome (home management) system 17

18. Prepare for the Sale Know our product. Know the market. Check Knowledge Base and websites. Prepare for the Sale Know our product. Know the market. Check Knowledge Base and websites. Position the Value/Fill the Need Link solution to needs. Focus on customer experience. Gain customer commitment. Overcome objections. Position the Value/Fill the Need Link solution to needs. Focus on customer experience. Gain customer commitment. Overcome objections. Start the Conversation Right: Engage Build trust and rapport. Pre-qualify the customer. Start the Conversation Right: Engage Build trust and rapport. Pre-qualify the customer. Discover the Needs Listen for clues. Ask questions. Discover the Needs Listen for clues. Ask questions. Finish Strong/Close the Sale Explain contract term (Secure) Explain billing. Set install expectations (SIK/pro). Explain insurance discount. Finish Strong/Close the Sale Explain contract term (Secure) Explain billing. Set install expectations (SIK/pro). Explain insurance discount. Selling Xfinity Home

19. Xfinity Home Product Overview

20. Prepare for the Sale Know our product.Know our product. Know the market.Know the market. Check Knowledge Base and websites.Check Knowledge Base and websites. Prepare for the Sale Know our product.Know our product. Know the market.Know the market. Check Knowledge Base and websites.Check Knowledge Base and websites. Position the Value/Fill the Need Link solution to needs.Link solution to needs. Focus on customer experience.Focus on customer experience. Gain customer commitment.Gain customer commitment. Overcome objections.Overcome objections. Position the Value/Fill the Need Link solution to needs.Link solution to needs. Focus on customer experience.Focus on customer experience. Gain customer commitment.Gain customer commitment. Overcome objections.Overcome objections. Start the Conversation Right: Engage Build trust and rapport.Build trust and rapport. Pre-qualify the customer.Pre-qualify the customer. Start the Conversation Right: Engage Build trust and rapport.Build trust and rapport. Pre-qualify the customer.Pre-qualify the customer. Discover the Needs Listen for clues.Listen for clues. Ask questions.Ask questions. Discover the Needs Listen for clues.Listen for clues. Ask questions.Ask questions. Finish Strong/Close the Sale Explain contract term (Secure)Explain contract term (Secure) Explain billing.Explain billing. Set install expectations (SIK/pro).Set install expectations (SIK/pro). Explain insurance discount.Explain insurance discount. Finish Strong/Close the Sale Explain contract term (Secure)Explain contract term (Secure) Explain billing.Explain billing. Set install expectations (SIK/pro).Set install expectations (SIK/pro). Explain insurance discount.Explain insurance discount.

21. Secure Packaging and Pricing Secure 350Secure 300 Contract Term 3 Year Price/MRC $49.95 $39.95 with Quad Play $39.95 $29.95 with Quad Play Core Features 24/7 Professional Monitoring Web Portal Access Cellular Backup Equipment Included Wireless Keypad Wireless Motion Detector Window/Door Sensor Touch Screen Key Chain Remote Indoor/Outdoor cameras Lighting/Appliance modules Thermostat Warranty Video Monitoring 1 3 1 Purchase 2 1 Included 1 3 1 Purchase $4.95 / month Purchase Professional Installation $399$99 Bolt-on Services Live Video Enhanced Video EcoSaver Warranty Included $6.95/month $4.95/month Add-on FeaturesFire Monitoring Secure 350 can be sold to MDUs because we can swap the thermostat for a third camera. 21

22. Control Packaging & Pricing Control 150 Contract TermNone MRC Requires a Starter Pack $19.95 Core Features Mobile access anywhere from a Smartphone, Laptop or Tablet Email & text alerts Additional Features *specific equipment required Basic Video Enhanced Video Monitoring EcoSaver Remote lighting/small appliance control Remote thermostat control Customer must choose a Starter Pack SIK included in each pack Professional Install available from $99 Warranty is $4.95 per month TotalEco $349.95$229.95 1 Hub 1 Indoor/ Outdoor Camera 1 Thermostat 1 Door/ Window Sensor 1 Light Module 1 Hub 1 Thermostat 1 Door/ Window Sensor 1 Light Module 22

23. Xfinity Home Secure vs Control XFINITY Home Secure Touchscreen XFINITY Internet service required Connection to Central Monitoring Station (CMS) Arm/Disarm functionality 3-year customer contract and declining ETF Combination of customer owned and leased equipment XFINITY Home Control No Touchscreen XFINITY Internet service not required No connection to Central Monitoring Station (CMS) No Arm/Disarm functionality No customer contract term or early termination fees (ETF) All equipment customer owned Mobile app Subscriber portal Email & text alerts 23

24. Video Monitoring and EcoSaver Basic Video Monitoring Enhanced Video Monitoring EcoSaver Live video monitoring from anywhere from a Smartphone, Laptop or Tablet Live video monitoring Set camera rules to send video when sensors are tripped Save video clips and pictures A new technology that learns the customers heating and cooling preferences to help them save energy Additional Costs Control 150Included Secure 300Included$6.95/month Secure 350Included *Must have camera, thermostat, lighting controls to enable Video Monitoring and EcoSaver. 24

25. Knowledge Check What are the core features that both Secure 350 & 300 share? 24/7 Professional Monitoring Web Portal Access Cellular Backup What are the devices that come with both Secure 350 & 300? Wireless Keypad Wireless Motion Detector Window/Door Sensor Touch Screen What are the additional devices that come with Secure 350? Indoor/Outdoor cameras Lighting/Appliance modules Thermostat 25

26. Knowledge Check What are the additional benefits that come with Secure 350? Enhanced Video Monitoring Eco Saver Warranty What does Enhanced Video Monitoring do? Allows the customer to set Video Rules to send video clips or images from tripped sensors or certain times Stores video and images What does ECO Saver do? It learns the customers heating and cooling preferences to help them save energy Provides a report that tracks settings and savings 26

27. Knowledge Check What are the core features of Control 150? Mobile access anywhere from a Smartphone, Laptop or Tablet Email & text alerts What additional features are available with Control 150? Basic Video Enhanced Video Monitoring EcoSaver Remote lighting/small appliance control Remote thermostat control What devices are included with Control 150? Customer must purchase a Starter Pack Total Starter Pack is the most complete 27

28. Xfinity Home Sales Approach

29. Start the Conversation Right: Engage Prepare for the Sale Know our product. Know the market. Check Knowledge Base and websites. Prepare for the Sale Know our product. Know the market. Check Knowledge Base and websites. Position the Value/Fill the Need Link solution to needs. Focus on customer experience. Gain customer commitment. Overcome objections. Position the Value/Fill the Need Link solution to needs. Focus on customer experience. Gain customer commitment. Overcome objections. Start the Conversation Right: Engage Build trust and rapport. Pre-qualify the customer. Start the Conversation Right: Engage Build trust and rapport. Pre-qualify the customer. Discover the Needs Listen for clues. Ask questions. Discover the Needs Listen for clues. Ask questions. Finish Strong/Close the Sale Explain contract term (Secure) Explain billing. Set install expectations (SIK/pro). Explain insurance discount. Finish Strong/Close the Sale Explain contract term (Secure) Explain billing. Set install expectations (SIK/pro). Explain insurance discount.

30. THE FIVE STEPS TO A SUCCESSFUL SALE Ask discovery questions and listen for answers that relate to Xfinity Home Tie what you have learned about the customer to the benefits of Xfinity Home Present Xfinity Home to every customer Ask for the Sale and be prepared to overcome their objections Ensure the customer understands the system requirements and the installation process 30 Selling Xfinity Home

31. You need to SELL Xfinity Home. So make it easier for yourself ….. …… Instill curiosity in the customer to want to KNOW more …… Paint a picture of what is possible (the cool factor) …… Tap into the emotions of SECURITY and SAVING MONEY 31 Selling Xfinity Home X

32. WOW the customer with the POSSIBLE Complete monitoring and controls for your smarter home. –With Xfinity Home, you can adjust energy-saving settings, monitor any room, control your home remotely, and more. Remote control for lights & appliances –Control your lights and other appliances from your smartphone or computer - a great way to keep energy costs down. Efficient thermostat settings –Keep a comfortable temperature while you're home, or turn down the heat while you're away to save big on bills. 32 Selling Xfinity Home

33. WOW the customer with the POSSIBLE Sensors for doors and windows –Get alerts when doors or windows are opened — then see who's there with a live video feed, or snap a photo for future reference. Cameras for monitoring any room –Watch over your family with cameras for playrooms or public areas during the day — or at night with infrared camera technology. Advanced water detection –Find leaks in basements or laundry rooms before they become floods, saving your home from expensive water damage Detector for carbon monoxide emissions –CO detector will detect and alert you to carbon monoxide in the home 33 Selling Xfinity Home

34. WOW the customer with the POSSIBLE Control it all from virtually anywhere From a computer The Subscriber Portal is your online home for all your automation settings. Set rules, check your home status and more. From a tablet or smartphone Access your Subscriber Portal from any Internet-ready device – or download the free, easy-to-use XFINTY Home app for one-touch access. 34 Selling Xfinity Home

35. Knowledge Check How can you make selling easier? Instill curiosity in the customer to want to KNOW more Paint a picture of what is possible (the cool factor) Tap into the emotions of SECURITY and SAVING MONEY What are the 5 steps to a successful sale? Ask discovery questions and listen for answers that relate to Xfinity Home Tie what you have learned about the customer to the benefits of Xfinity Home Present Xfinity Home to every customer Ask for the Sale and be prepared to overcome their objections Ensure the customer understands the system requirements and the installation process 35

36. Discover the Needs Prepare for the Sale Know our product.Know our product. Know the market.Know the market. Check Knowledge Base and websites.Check Knowledge Base and websites. Prepare for the Sale Know our product.Know our product. Know the market.Know the market. Check Knowledge Base and websites.Check Knowledge Base and websites. Position the Value/Fill the Need Link solution to needs.Link solution to needs. Focus on customer experience.Focus on customer experience. Gain customer commitment.Gain customer commitment. Overcome objections.Overcome objections. Position the Value/Fill the Need Link solution to needs.Link solution to needs. Focus on customer experience.Focus on customer experience. Gain customer commitment.Gain customer commitment. Overcome objections.Overcome objections. Start the Conversation Right: Engage Build trust and rapport.Build trust and rapport. Pre-qualify the customer.Pre-qualify the customer. Start the Conversation Right: Engage Build trust and rapport.Build trust and rapport. Pre-qualify the customer.Pre-qualify the customer. Discover the Needs Listen for clues.Listen for clues. Ask questions.Ask questions. Discover the Needs Listen for clues.Listen for clues. Ask questions.Ask questions. Finish Strong/Close the Sale Explain contract term (Secure)Explain contract term (Secure) Explain billing.Explain billing. Set install expectations (SIK/pro).Set install expectations (SIK/pro). Explain insurance discount.Explain insurance discount. Finish Strong/Close the Sale Explain contract term (Secure)Explain contract term (Secure) Explain billing.Explain billing. Set install expectations (SIK/pro).Set install expectations (SIK/pro). Explain insurance discount.Explain insurance discount.

37. Customer Requirements XFINITY Home Secure XFINITY Home Control Lives within Comcast footprint XX Has XFINITY Internet X Passed credit check X

38. Xfinity Home Discovery What you need to know to effectively Present Xfinity Home Do they own or rent? Who lives in the home? # of children and approximate ages? # and types of pets? Adults working? Travel out of town for work? Do they use a Nannie? Pet Sitter? Housecleaner? Other In Home Services?

39. Xfinity Home Secure: Listen for Clues …. “ I own my home.” “ I have children / live with elderly parents / have pets.” “ I work/travel a lot and have a very busy schedule.” “ I’d like to save money on heating/cooling.” “ I travel out of town nearly every week for work” “ I have XFINITY internet.” “ I have a Nannie” 39

40. Xfinity Home Control: Listen for Clues … “ I rent an apartment and I’m not able to install a home security system.” “ I have a lease (or may be moving soon) and am not interested in signing a 3-year agreement.” “ I have high speed internet with XYZ company.” “ A security system would be nice, but it’s not in my budget.” 40

41. Knowledge Check What key things to know about the customer? Do they own or rent Who lives in the home Ages of children Family schedule Household Services used What are the customer requirements for Secure? Live within the Comcast footprint Subscribe to Xfinity Internet Pass a Credit check When should you be listening for CLUES about Xfinity Home? As soon as you begin discovery for all products 41

42. Now, I’d like to tell you about a great service called Xfinity Home. … I've found that many people are looking for ways to secure their homes, save money on their energy costs, and are interested to learn how the technology they use every day can improve their lives. …it’s a total home security and control solution that will keep your home and family safe and save you money on your energy costs … its an easy to use product that combines use of the internet, wireless devices, Smartphones, PC’s and Tablets to keep your home and family safe and save you money on your energy costs Transition to Discovery X

43. Xfinity Home Discovery Questions How do you monitor your home, children and pets while you are away? What Smart Home devices are you using to secure your home and manage your energy costs? What are you doing for Home Monitoring and Automation ?

44. Additional Xfinity Home Discovery Questions Ask these questions if you have yet to discover enough about the customer to recommend Xfinity Home Do you travel for work? Are your children ever home alone? Do you use Home Services like a nannie, babysitter, cleaning, pet sitter ?

45. Knowledge Check Why is a smooth transition SO important? Avoid “do you want FRIES with that!” Don’t turn customer off with a cold sales pitch. Engage the customer in conversation about the benefits, possibilities, how Xfinity Home can improve their lives. Why is asking additional questions needed? Knowing specific details about the customers home and family leads to a more effective presentation What are the specific details that are important to know? How are they monitoring their home to keep it and their family safe What they are doing to save money on energy costs 45

46. Position the Value/Fill the Need Prepare for the Sale Know our product. Know the market. Check Knowledge Base and websites. Prepare for the Sale Know our product. Know the market. Check Knowledge Base and websites. Position the Value/Fill the Need Link solution to needs. Focus on customer experience. Gain customer commitment. Overcome objections. Position the Value/Fill the Need Link solution to needs. Focus on customer experience. Gain customer commitment. Overcome objections. Start the Conversation Right: Engage Build trust and rapport. Pre-qualify the customer. Start the Conversation Right: Engage Build trust and rapport. Pre-qualify the customer. Discover the Needs Listen for clues. Ask questions. Discover the Needs Listen for clues. Ask questions. Finish Strong/Close the Sale Explain contract term (Secure)Explain contract term (Secure) Explain billing.Explain billing. Set install expectations (SIK/pro).Set install expectations (SIK/pro). Explain insurance discount.Explain insurance discount. Finish Strong/Close the Sale Explain contract term (Secure)Explain contract term (Secure) Explain billing.Explain billing. Set install expectations (SIK/pro).Set install expectations (SIK/pro). Explain insurance discount.Explain insurance discount.

47. SECURE 350 or 300 key benefit statements Xfinity Home Secure is perfect for the customer who wants both total home control and 24/7 professionally monitored home security solutions. Help ensure the safety of their home and family with –24/7 professional monitoring by certified central security station Stay connected with their home and family from anywhere with –Real time text and email alerts and remote video monitoring Save money and control it all from their Smartphone, PC or Tablet –Save up to 10% on energy costs and up to 20% on Homeowners Insurance Automate and remotely adjust heating, cooling and lighting preferences Professional installation and assessment of their home to create a customized system 47 Selling Xfinity Home

48. Positioning your solution should be concise, organized, and linked to everything you’ve learned in the Discovery phase. “Based on what you’ve told me about your work schedule and your kids being home alone for a few hours … I recommend our Secure 350 level of service” “This will ensure the safety of your home and family with … 24/7 professional monitoring by a certified central security station Real time text and email alerts and remote video monitoring And you will stay connected with your home and family from anywhere ” Positioning the Solution

49. CONTROL 150 key benefit statements Xfinity Home Control is right for the customer who interested in home control and self monitoring their home without the 24/7 professional security monitoring Stay connected with their home and family from anywhere with –Real time text and email alerts and remote video monitoring Save money and control it all from their Smartphone, PC or Tablet –Save up to 10% on energy costs and remotely adjust heating, cooling and lighting preferences Easy and convenient self installation –Self-installation materials and instructions included, professional installation available starting at $99.99 49 Selling Xfinity Home

50. Positioning your solution should be concise, organized, and linked to what you’ve learned in the Discovery phase. “Based on what you’ve told me about wanting a lower cost service… I recommend our Control 150 level of service” “ You will stay connected with your home and family from anywhere with … Real time text and email alerts and remote video monitoring Be able to control heating, cooling and lighting And save money by self installing the equipment yourself and not having the 24/7 central monitoring” Positioning the Solution

51. ASK FOR THE SALE SAY: Xfinity Home has many benefits and as we have discussed, it will meet your needs for Home Security, Control and Automation. You will keep your home and family safe with 24/7 professional monitoring It will keep you informed about what is going on while you are not at home You will have the ability to manage your home from anywhere on your Smartphone, PC or Tablet You will save money by using technology to manage your heating/cooling and lighting ASK: Would you prefer going with the extra value and benefits of Secure 350 or do you want to start with Secure 300? 51 Selling Xfinity Home

52. COMMON OBJECTIONS & RESPONSES I don’t need a security system and I have programmable thermostat and light timers This system will provide instant alerts and live video monitoring to keep track of activity in your house You will have remote control of your thermostat, lights, and appliances all from one application My neighborhood is safe and I have outdoor lights on motion sensors No neighborhood is immune to break-ins or vandalism. This system will allow you to check in on your family from anywhere with your Smartphone and monitor Maintenance and Household Services I rent in a gated Townhome Community and I can’t have a security system This system is wireless, so you can take all of the devices with you and you will have control of your lights, and be able to check in on your home at anytime 52 Selling Xfinity Home

53. COMMON OBJECTIONS & RESPONSES It cost too much and I have a dog This system will provide instant alerts and live video monitoring to keep track of activity in your house You will have remote control of your thermostat, lights, and appliances all from one application I don’t need a security system, I have a gun This system is added security as it will allow you to check in on your family from anywhere with your Smartphone and save you money on your Energy Costs I’m happy with my current security system We can integrate our devices into your system and allow you to check in on your family from anywhere with your Smartphone and save you money on your Energy Costs 53 Selling Xfinity Home

54. Finish Strong/Close the Sale Prepare for the Sale Know our product. Know the market. Check Knowledge Base and websites. Prepare for the Sale Know our product. Know the market. Check Knowledge Base and websites. Position the Value/Fill the Need Link solution to needs. Focus on customer experience. Gain customer commitment. Overcome objections. Position the Value/Fill the Need Link solution to needs. Focus on customer experience. Gain customer commitment. Overcome objections. Start the Conversation Right: Engage Build trust and rapport. Pre-qualify the customer. Start the Conversation Right: Engage Build trust and rapport. Pre-qualify the customer. Discover the Needs Listen for clues. Ask questions. Discover the Needs Listen for clues. Ask questions. Finish Strong/Close the Sale Use excitement to reaffirm the benefitsUse excitement to reaffirm the benefits Explain contract term (Secure)Explain contract term (Secure) Explain billing.Explain billing. Set expectations (SIK/pro).Set install expectations (SIK/pro). Explain insurance.Explain insurance discount. Finish Strong/Close the Sale Use excitement to reaffirm the benefitsUse excitement to reaffirm the benefits Explain contract term (Secure)Explain contract term (Secure) Explain billing.Explain billing. Set expectations (SIK/pro).Set install expectations (SIK/pro). Explain insurance.Explain insurance discount.

55. Make it stick Understanding Full Cost of XH Review all monthly and one-time costs associated with XH service Ensure customer understands their bundle and the services they are buying Remind about contract commitment Equipment Needs & Costs Describe equipment that is included with package Set expectations that Customer may want or need additional equipment to complete their system based on their home and that charges will apply for the additional equipment Day of Install Expectations Remind customer that upfront payment is due via credit card on day of install Authorized user over 18 must be present Length of installation (4 hours or more) 55 Selling Xfinity Home

56. Make it stick Create excitement with the customer to use the system Focus on the emotions of security and money savings Reaffirm the sale with the benefits to meet their needs 56 Selling Xfinity Home

57. Appendix

58. XFINITY Home Control Starter Equipment Packs BasicViewEcoView-EcoTotal Price$99.95$229.95 $349.95 Included Equipment 1 Hub 1 Indoor/ Outdoor Camera 1 Hub 1 Indoor/ Outdoor Camera 1 Door/ Window Sensor 1 Light Module 1 Hub 1 Thermostat 1 Door/ Window Sensor 1 Light Module 1 Hub 1 Indoor/ Outdoor Camera 1 Thermostat 1 Hub 1 Indoor/ Outdoor Camera 1 Thermostat 1 Door/ Window Sensor 1 Light Module Professional Installation $99.99 XFINITY Control Customers are required to purchase one Starter Equipment Pack. Basic is only a Starter Equipment Pack. 58

59. XFINITY Home Add-On Equipment Packs ViewEcoView-EcoSensorTotal Price$229.95 $199.95$349.95 Included Equipment 1 Indoor/ Outdoor Camera 1 Door/ Window Sensor 1 Light Module 1 Thermostat 1 Door/ Window Sensor 1 Light Module 1 Indoor/ Outdoor Camera 1 Thermostat 4 Door/ Window Sensors 1 Motion Sensor 1 Indoor/ Outdoor Camera 1 Thermostat 1 Door/ Window Sensor 1 Light Module Professional Installation $60 $40$100$80 SIK Option for Secure No YesNo SIK Option for Control Yes 59

60. Video Monitoring and EcoSaver Basic Video Monitoring Enhanced Video Monitoring EcoSaver Live video monitoring from anywhere from a Smartphone, Laptop or Tablet Live video monitoring Set camera rules to send video when sensors are tripped Save video clips and pictures A new technology that learns the customers heating and cooling preferences to help them save energy Additional Costs Control 150Included Secure 300Included$6.95/month Secure 350Included *Must have camera, thermostat, lighting controls to enable Video Monitoring and EcoSaver. 60

61. Get a new Internet- enabled thermostat installed in your home. Go online and set your temperature preferences. Watch your savings add up…EcoSaver will work in the background to save you energy and money. At any time, use your computer or smartphone to control your thermostat. EcoSaver adjusts your temperature settings slightly throughout the day, continually working to optimize the way you heat and cool your home. 61

62. Hub for XFINITY Home Control The XFINITY Home Hub serves as a communication gateway to all the XFINITY Home Control devices, allowing customers to monitor and control cameras, thermostats, motion detectors, and more! As the central communication gateway, the Hub is required for ALL XFINITY Home Control systems and is included in all Starter Packs.

63. Touch Screen  Instant updates  Arm/disarm the system  View secure live video with cameras  Built-in cellular backup  24-hour back-up battery * Available with XFINITY Home Secure only

64. Wireless Keypad  Easy and simple to use  Mount near any entry or exit, or place on a convenient side table  Communicates directly with all security components  No unsightly wires  Available for XFINITY Home Secure only

65. Indoor/Outdoor & Indoor Camera  Day and night vision capabilities  Water and dust resistant  Not permanently installed to easily move to a different room  Instant, live, secure streaming video  View from Smartphone, Laptop or Tablet  Set up alerts in conjunction with home security system

66. Thermostat Control  Control from Smartphone, Laptop or Tablet  Use to manage energy costs  Enables hearting and cooling changes due to unexpected weather or change in plans  Not available for MDUs

67. Wireless Door/Window Sensors  Used for main doors and at risk windows  Detect entry and exit into the home  Most break-ins happen through doors  Wireless connection  Battery powered

68. Lighting/Appliance Control Module  Control from Smartphone, Laptop or Tablet  Schedule timer for security while away from home  Light dimmer  Available as SIK

69. Wireless Motion Sensor  Compliments Window & Door sensors  Pet immune up to 85 lbs.  Strategically placed in open areas to cover multiple windows, hallways and main traffic areas

70. Water Sensor  Detects floods and leaks  Uses a Lithium CR2 battery

71. Smoke/Heat Sensor  24-hour monitoring  Dual technology smoke and heat detector  Install anywhere in the home  May increase homeowners insurance discount

72. Carbon Monoxide Sensor  Monitors carbon monoxide levels in the home  Best located near the furnace or other heated appliances

73. Curtain Motion Sensor  Creates a protective “curtain” between two parallel motion detection beams  Perfect for homes with subdivided windows, doors and all-glass walls  6-18 foot range

74. Remote Siren  Secure only  Serves as a secondary siren in addition to the Touch Screen  Good for customers who:  Need louder volume level  Live in a very large home or a remote location  Have a hearing-impaired person living in the home

75. Keychain Remote  Arm or disarm the system from your keychain remote  Not included in traditional security plans  Panic button  Encrypted protection  Easy and simple to use  Popular for families on the go  Additional keypad functions  No additional monitoring fees  Available for Secure only

76. Warranty Program Covers cost of truck roll for following scenarios: Repair/replacement of equipment Battery replacement  Enrollment is free  $4.95 MRC for Secure 300 & Control 150 customers  Included in Secure 350  30-day waiting period, if purchased after installation 76

77. MDU Considerations Devices not available Thermostats Smoke/heat sensors Fire monitoring not available System upgrade is not available Secure 350 can be sold to MDUs because we can swap the thermostat for a third camera. 77

78. Knowledge Check What are the 2 key benefits to most of these devices? Battery powered (except the Hub and Camera) Wireless connection to the Hub Why is the Hub so important to the system? It serves as a communication gateway to all the XFINITY Home Control devices What devices are not available for MDU’s? Thermostats Smoke/heat sensors Secure 350 can be sold to MDU, why? The thermostat can be swapped for an additional camera 78

79. 2 Web Portal  Home status and past 48-hours (2, 4)  Live video or event- driven video clips/pictures (3)  Home management settings (5-6)  Home management schedule (7 – Rules)  Security History (4)  Email and text message alerts (7) 1 3 4 5 6 7

80. Xfinity Home Smartphone App

81. Popular Devices 81

82. How does it all work? The Hub connects to the customer’s personal wireless router with a supplied Ethernet Cable The various devices like the camera, thermostat, door/window/motion sensors and lighting controllers all connect to the hub wirelessly The Hub and the Camera are powered by AC, the other devices run on batteries

83. Floor Plan Front Door Door Sensor Motion Sensor Lighting Controller D/W Sensor Window Sensor Thermostat Camera Control Pad Key Pad Water Sensor

84. More than a Security System Not just a home security system, but a state-of-the-art system that CONTROLS and PROTECTS the customers home, family and valuables The key to the system is the Hub and the Xfinity Home App that provides total control …. from devices customer CONSTANTLY USE Xfinity Home is superior to other solutions that may require more than one App or methods to operate the system Xfinity Home makes it easy create a customized SMART HOME and to expand the systems capabilities as the customers needs change

85. 85 Why Xfinity Home?

86. Knowledge Check How does the Hub connect to the Internet? Through the customer’s personal wireless router with a supplied Ethernet Cable How do the other devices connect to the Hub? Wireless connection What devices are not available for MDU’s? Thermostats Smoke/heat sensors Secure 350 can be sold to MDU, why? The thermostat can be swapped for an additional camera 86

87. Practice Positioning Statements for Xfinity Home Customer 1: Callie works from home but also needs to be at her office 3 days a week Her husband travels for work every week They have 3 kids ages 7 – 12 They use a nanny to watch the kids on the days she is away working The kids are involved in sports and school activities Customer 2: Terry is single and owns his home He travels for work during the week and for fun on the weekends Uses pet sitting and house cleaning services Would like to be sure his secure while he is away Would like to save money on his energy costs 87

88. Creating Positioning Statements for Xfinity Home Customer 3: Jamie works nights and would like to know her home and pets are safe Jamie is interested in home security, but doesn’t want the extra expense of Xfinity Home Secure. She rents a townhouse Customer 4: The Johnson family lives in an townhouse community They would like to protect their home more than their current community security system allows. They have kids in high school 88