1. Sales / Marketing Meeting
Knology Matrix
Sales / Marketing Meeting

2. 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.

3. 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).

4. 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.

5. 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”

6. 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”

7. 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)

8. 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

9. 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

10. 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

11. 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.

12. 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.

13. 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.

14. Value Proposition One provider vs. Six
Local, LD, Internet, PBX, , 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.

15. 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.

16. 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.

17. 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.

18. Guaranteed Call Delivery
Features
Advanced Features
Guaranteed Call Delivery
SmartMove
Enhanced voic
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.