Enterprise Communicatioins Association(ECA) Mandate

Developing the Market for Convergence Solutions

The ECA promotes the growth of healthy markets and effective sales channels for IP telephony and other converged voice, data, fax and video communications products and applications deployed in the enterprise.

ECA Mandate

ECA programs help channel executives profitably transform a voice or data distribution business to pursue convergence markets. ECA’s sales and technical training helps employers retool the workforce to sell and support convergence solutions..

ECA Information

Richard Zimmermann, Chairman, Director, Network Solutions Forsythe

Technology, Inc. Mary Bradshaw, Executive Director Max Schroeder, Media Communications

Committee Chair, liaison with TMC

ECA Information

Enterprise Communications Association1901 Pennsylvania Avenue, NW, 5th FloorWashington, DC 20006

Attention: Mary BradshawPhone: 202.467.4868Fax: 202-872-1331

www.encomm.org

ECA and TMC Form Partnership to Promote Convergence Market

Growth January 7, 2005

Trade events –2004 & 2005 & continuing in Trade events –2004 & 2005 & continuing in 20062006

Internet Telephony -- Miami 2005Internet Telephony -- Miami 2005 Internet Telephony -- Los Angeles 2005Internet Telephony -- Los Angeles 2005 Internet Telephony – Ft.Lauderdale 2006Internet Telephony – Ft.Lauderdale 2006 Monthly Column – The Enterprise ViewMonthly Column – The Enterprise View Web Site LinksWeb Site Links Special ProjectsSpecial Projects

Iternet Telephony Miami 2006

The ECA is bringing back it’s very successful Miami panel format

Reseller Live is structured to maximize reseller participation

E911, VoIP security, FoIP, & top 5 Reasons to implement VoIP convergence

ECA Sessions and Meetings

ECA is exhibiting at Booth # 324 Meet at Booth at 8:00

“The Challenge of E911 Regulation” Going on Now

“Disaster Preparedness Discussion” Thursday, Jan 26, 1:30 – 2:30 Floridian Rm 316

Host Speakers: Max Schroeder and Rich Tehrani

Today’s PanelistsModerator Max SchroederMax Schroeder, Senior VP - FaxCore, Inc.

Panelists Richard N. McLeodRichard N. McLeod, Director, IP

Communications Solutions, Worldwide Channels, Cisco Systems, Inc.

C. Don Gant, C. Don Gant, VP Channel Marketing and Business Development, Iwatsu Voice Networks

Bob Sanders, Partner, AXIOM Sales Force Development

Submit Questions to TMC

The #1 challenge resellers must overcome to win customer acceptance of VoIP

The #1 closer (feature, price, etc.) to cinch the sale

The most important resource a vendor can provide to help you increase VoIP sales. 

First Panelist

Questions will be addressed when all panelists have completed their sessions

The #1 Challenge Resellers Must Overcome to win Customere Acceptance of VoIP

The fear of not understanding - voice packs, QoS and bandwidth requirements on the netwok.

Quality/Reliability of Calls – Real or imagined? Perspective -- Vendors getting dealers to push

VoIP. Many resellers are still in the TDM world which is a big hindrance

Concerns about the network going down and losing phone service is by far number one.

Resellers first need to understand and embrace VoIP themselves

The #1 Closer to Cinch The Sale Overall value offered to the customer & their

business – selling a full buy in of a converged system.

SIP -- The ability to use SIP clients and future technology with UM, FoIP and other applications.  SIP trunk capability is a huge advantage with some clients.

Campus Solution -- (Single Network w/transparency between nodes).

Are you providing real solutions that improve the business process of the end-user?

Customer control of add moves and changes The customers are looking for applications that can

reduce costs and improve productivity.

The Most Important Resource a Vendor Can Provide to Help Increase Sales Training -- Certified Technical Course,Web Base

Technical Course, Distributor Website, Regional Managers and Inside Sales Support Team.

A complete working kno-- wledge of VoIP implementation equipment, bandwidth requirements and application.

Configuration Assistance / Product and Application Training / Contact Strategy / offering the IPS services (Iwatsu).

The Most Important Resource a Vendor Can Provide to Help Increase Sales

Vendors need to be training resellers on IP, not just their own products.

A knowledgeable sales staff that can make the IT person feel comfortable with their solution.

Ability to promote applications to solve business problems is the primary tool.

The use of network assessment should be a strong tool in helping drive the final vendor selection.

The top 5 reasons an end-user should implement VoIP

Shared networking -- data, fax and voice can share the same route/path throughout the network.

Single network in a multi-node environment. Transparency between nodes. Tele-workers. SIP clients and applications. SIP trunks. Remote phones.

The top 5 reasons an end-user should implement VoIP

ROI IT personnel belileve this will make their position

more powerful – I.e. Job Security. Solutions to business problems by use of

applications and integrated in the solution Improving corporate communications by improved

networking  Better utilization of company's resources by sharing

network connections for voice, fax and data uses Improved control on telecommunications expenses Direct ability to implement moves and changes

Top 5 Reasons For Customers To Migrate To IPC

Technology obsolescence – the time is right

Redundancy & business resilience Reduced expenses & total cost of

ownership Virtual networking of business locations

(including partners & even customers)1. Enhanced employee productivity &

customer satisfaction from applications integration

Top 5 Reasons For VARs To Build An IPC Practice Today’s Buying Criteria Requires It

Blended end-to-end technology requirements

Converging CIO/TCM Depts./Decision Making

Successful Service Practice Requires It

2-3X Revenue Growth Opportunity

Increased Prof/Mgd Services Opportunity

Increased Customer Value Add / Retention

Top 5 Secrets To VAR Success Building An IP Communications Practice

1. A Strong Foundation In Convergence Networking (LAN, WAN, Security, QoS, Wireless, etc.)

2. Applications & Software Skills – Beyond Voice Apps (Directory Services, MS Exchange, Lotus Notes, CRM, XML, etc.)

3. A business process improvement, consultative and financial sales methodology - not technology selling. Likely requires significant sales team changes.

4. Solid integration, professional services, managed services competencies and offerings. Managed as a Professional Services P&L.

5. A vertical emphasis with a “unique” offer to the market which includes a uniquely packaged group of IPC enabled business applications & surround services.

ECA Sessions and Meetings

ECA is exhibiting at Booth # 324 Meet at Booth at 8:00

“The Challenge of E911 Regulation” Going on Now

“Disaster Preparedness Discussion” Thursday, Jan 26, 1:30 – 2:30 Floridian Rm 316

Host Speakers: Max Schroeder and Rich Tehrani

ECA Information

Enterprise Communications Association1901 Pennsylvania Avenue, NW, 5th FloorWashington, DC 20006

Attention: Mary BradshawPhone: 202.467.4868Fax: 202-872-1331

www.encomm.org