selling tips in the hosted world

Hosted Unified Communications

Mike Matthews – TalkTalk BusinessCraig Duxbury – IASRob Hutton - Mitel

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…

CONTACT STRATEGY

Developing your brand relationships

// SALES ENABLEMENT

// SALES ENABLEMENT

// SALES ENABLEMENT

// SALES ENABLEMENT

// COMMUNICATION TRENDS

Source: IAS technology client

// COMMUNICATION TRENDS

Source: Google

BIG

ID

EA Media Space

Light box

Banners

Video

Emails

PR

Blogs

Tweets

MobileDM

Whitepaper

CEO

StaffBusiness

Owner

IT Management

Commercial People

Operations

Mind Space

CI0

Internal

Light box

Banners

Video

Emails

PR

Blogs

Tweets

MobileDM

WhitepaperMedia Space

CEO

HRStaff

InvestorsIT Manager

IT People

Press

Mind Space

CI0InternalBIG

ID

EA

Time

CustomerAware

The Long Idea

Light box

Banners

Video

Emails

PR

Blogs

Tweets

MobileDM

WhitepaperMedia Space

CEO

HRStaff

InvestorsIT Manager

IT People

Press

Mind Space

CI0InternalBIG

ID

EA

Market Size and Addressable Market

2.2M business sites

9M B2B voice lines• 4.6M digital• 1.2M ISDN2• 3.4M ISDN30

16M PBX end-points

100 employee site - EFM connectivity

30 channels of ISDN30

100 UC users @ £25/m

£2k/yr

£8k/yr

£30k/yr

• 1.2M B2B ADSL• 150k leased lines• 100k ethernet

Customer PropositionAddressable Market

CustomerValue

Increasingly demanding environment

84%

of organizations have a remote workforce

MOBILE & DISTRIBUTED WORK

80%of new software offerings will be available as cloud services by the end of 2011

WEB DEVELOPMENT

Source: Microsoft 2011

2X From 2009 to 2014, the number of information

CONSUMERIZATION OF IT

workers using a smartphone for work is expected to nearly double

INFRASTRUCTURE COST& COMPLEXITY70

%of IT budgets is spent maintaininginflexible & siloed data

centre equipment

Are you ready?

What’s the architecture & customer connectivity

TalkTalk BusinessNext Generation Network

Exampleconnections

3 big reasons to consider HUC

1. Geographic and Product reach

2. Deliver a great UC service with an SLA

3. Create recurring revenues

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

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

Questions?