Daddis George

A Winning VoIP Solution For SMB ,[object Object],[object Object],[object Object],[object Object]

Overview ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

SMB Market Potential Source: US Census NAICS Data SMBs There are ~4.5M SMB with 2 to 100 employees* SMBs make up 97.6% of the business population! (but only 20% of the employee base!) * After eliminating 0 and 1 employee businesses

SMB – Local & LD Expense % of Total Telecom Expenditure 68.9% 74.0% 65.2% 62.5% 65.4% 74.7% 42.0% 54.7% 38.3% 37.7% 62.0% 58.6% 56.3% 67.0% 46.4% --- --- --- --- --- --- 57.9% # of SMB's (5-99 EE's) Market Value $ 153,781 $2,294,258,739 172,478 $1,204,213,800 84,005 $486,560,320 155,242 $842,181,640 115,262 $578,278,675 290,277 $1,100,625,884 60,456 $213,433,862 31,299 $102,820,971 201,388 $632,390,542 51,038 $158,258,630 208,596 $618,378,670 234,560 $661,374,758 455,446 $1,178,931,080 284,813 $726,444,038 3,250 $3,558,750 34,485 --- 22,336 --- 6,789 --- 5,275 --- 5,096 --- 1,402 --- 2,577,274 $10,801,710,360 KEY Market Segments

Target SMB Market ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

SMB Market Segmentation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Source: - "The State Of SMB Network And Telecom Adoption: Business Technographics North America“ – June 2006 - 2005 Telecom Report: Hot Issues Facing the Industry – Harris Interactive VoIP Study – October 2005 - A Survey of Small Businesses Telecommunications Use & Spending – TeleNomic Research – March 2004

SMB VoIP Concerns ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Sources: 2005 Telecom Report: Hot Issues Facing the Industry – Harris Interactive VoIP Study – October 2005 2007 Frost & Sullivan “North American Enterprise Telephony Sys”

SMB & VoIP Adoption ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Sources: - 2005 Telecom Report: Hot Issues Facing the Industry – Harris Interactive VoIP Study – October 2005 - SMB VoIP Research Study – Savatar – September 2006 - 2007 Forrester Research

SMB BUYING TRENDS AND MOTIVATIONS

SMB Purchasing Triggers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

SMB Selection Criteria ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

SMB Purchasing Concerns ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Source: SMB VoIP Research Study – Savatar – September 2006

SMBs Differ from Big Enterprise ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Common Pitfalls in Addressing SMBs ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

OPPORTUNITIES IN VOIP FOR THE SMB MARKET

Opportunity for The Reseller ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Opportunity for the SMB ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Opportunity for the SMB ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Example: Multi-site/Remote User

Example: Call Routing/Notification ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Example: Managed Services

Growing a Reseller into an MSP: ,[object Object],[object Object],[object Object],[object Object],Source: Wikipedia Managed Services

The Major Elements ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

To offer a true managed services product, a reseller should: ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The Major Elements

The SMB Customer Offering ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Example VoIP Solution ,[object Object],[object Object],[object Object],[object Object]

A Real World Example ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Initial Needs Analysis ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Acme’s Current Cost Structure Current Scenario Monthly Yearly 3 Years Data - DSL for Business Class (4 DSL Lines) $400 $4,800 $14,400 Local & Long Distance Charges with usage (16 CO Lines) $1,500 $18,000 $54,000 Service Contract: Data $100 $1,200 $3,600 Service Contract: Telephony $100 $1,200 $3,600 TOTAL $2,100 $25,200 $75,600

Acme’s Proposal ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Acme’s Proposed Cost Structure Managed Services Scenario Monthly Yearly 3 Years Monthly Managed Services Fee Telephony & Data Services Flat Rate Fee $1,110 $13,320 $39,960 Includes: 1. ITSP Services / 12 SIP trunks / Flat rate LD + 55 DID numbers ($25-$30mo each) 2. 2xHigh speed Internet Access (up to T1 @ $350/mo each) + DSL ($60/mo) 3. CO Lines - basic coverage for fall over ($50/mo w/o usage) Service Agreement - Data & Voice $300 $3,600 $10,800 TOTAL $1,410 $16,920 $50,760 Savings - % 33% 33% 33% Savings - $'s $690 $8,280 $24,840 One Time Charges: 1st Year 3 VoIP Ready New Phone Systems (e.g. Allworx) $5,400 55 12-button PBX/Key VoIP Phones $12,595 Software/Hardware Options $3,000 Other Hardware & Installation and Set-up $6,230 Total One Time Charge for Equipment $27,225

Conclusion ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Daddis George

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