2. Objective: How to effectively market and sell
hosted UC solutions
1. Share best practice tips for marketing and
selling Hosted UC
2. Summarise the service architecture
3. Review big reasons to consider HUC
4. Checklist to provoke questions…
10. PR
Video
Banners
Tweets
Light box
BIG IDEA Blogs
Whitepaper
DM
Mobile
Emails Business
Staff Owner
Internal
Operations
CEO
IT Management
CI0
Commercial
People
11. The Long Idea Time
Aware Customer
PR
Video
Banners
Tweets
Light box
Blogs
Whitepaper
DM
BIG IDEA
Mobile
Emails
HR
Staff
Internal CI0
CEO
Investors
IT Manager
Press
IT People
12.
13.
14. Market Size and Addressable Market
Addressable Market Customer Proposition
16M PBX end-points £30k/yr 100 UC users @ £25/m
9M B2B voice lines
• 4.6M digital 30 channels of
• 1.2M ISDN2 £8k/yr
ISDN30
• 3.4M ISDN30
2.2M business sites
• 1.2M B2B ADSL 100 employee site -
• 150k leased lines £2k/yr
EFM connectivity
• 100k ethernet
Customer
Value
16. What’s the architecture & customer connectivity
TalkTalk Business
Next Generation Network
Example
connections
17. 3 big reasons to consider HUC
1. Geographic and Product reach
2. Deliver a great UC service with an SLA
3. Create recurring revenues
18. Is HUC right for your prospects?
• Mix of large and small sites
• Require a consistent, integrated service
across all locations and remote workers
• Want to hot-desk at any site and bring
profile to current location
• Not interested in owning and running
telecoms equipment
• Keen on saving space, cooling and power
usage on site
19. Is HUC right for your prospects?
• Flexibility to add users and new sites
without needing to budget for CapEx
• Happy to see a known fixed OpEx cost per
user for 3 years
• Want to mix and match handsets from best
in class vendor
• System and network Resilience is a priority
• Want to benefit from improved business
effectiveness through Unified
Communications
These are just some of the types of things that you can create.Some elements require more resource and budget, but look at what you already have in your business, what can you re-edit to put back in the market. What can you create that’s unique to your market?If your in a technical business film one of you’re engineers in front of a whiteboard describing how your product works?Survey your clients and create an infographic, which can be posted with social channels.That’s the basics. If you want to get more strategic…
Revisit Andy’s slide to reinforce the large opportunity
Try to provoke / reinforce consideration of change
‘Off the shelf’ Managed Data CircuitsSelect size of pipe to match concurrent voice circuits plus any data needs (EAD & EFM)Intelligence up in the network
Geographic Reach: You can do more provisioning and support from the desk. You can be a national player without putting engineers in vansProduct Reach: If you don’t offer CPE PBX you can add hosted to your portfolio without a lot of engineer investment
