Partner Sales Playbook Atmosphere® Voice Services

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Introduction

Atmosphere® Voice Services

Features

Pricing

Why Atmosphere® Voice Services?

Our approach

Why customers choose us

Selling Atmosphere® Voice Services

Target customers

Trigger opportunities

Table of Contents

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Atmosphere® Services

Implementation process

Case Studies

Conclusion

IntelePeer: a winning platform backed by winning support

Partner resources

Table of Contents

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IntelePeer at a Glance

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To bring the power of the cloud and software to Business Communications

OUR MISSION

We unleash the power of software and cloud to give our customers unprecedented control over their communications We provide:

Full-Service Cloud Calling and Unified Communications

Complete Cloud Contact Center

Enterprise Voice Services and SIP Trunking

Complete UC Enablement for Carriers and Hosters

• Stable, reliable leader in Voice Services & SIP since 2003

• Rooted in carrier quality, applied to Enterprise

OUR HISTORY

BACKED BY STRONG INVESTORS

Our Customers

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Healthcare & Pharma Manufacturing Professional Services

Technology Consumer Goods Retail & DR Education & Non-Profit

Financial Services

What Makes Us the Right Choice?

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Expert Support

Deploy with confidence thanks to our expertise in voice services, call center,

and solution design

Customized Solutions

Our team of experts will design the best solution to fit your specific

business needs

Dedicated Account Managers

Work with a single point of contact from deployment to ramp up and

everything that comes after

Self-Service Portal

Scale on demand, deploy new features, and access reporting through

your portal account

Every IntelePeer product and sale is backed by:

Atmosphere® Voice Services

Features, capabilities, and pricing

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A powerful communications platform delivering global voice connectivity over an all-IP network

Atmosphere® Voice Services Overview

FLEXIBLE CALLING PLANS

Calling plans to meet the needs of every size enterprise and budget

SIP WITHOUT LIMITS

Deploy confidently with a leader in voice over IP since 2003

A LA CARTE PLATFORM SERVICES

Everything platform providers need to build a voice services solution

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An easy to understand billing model that matches up with existing software subscriptions

Good for: small to medium enterprises (SME)

No headaches tracking usage

All-inclusive features

Simplified management of account/features

Provides the ability to right size communications

Atmosphere® Voice Services Offerings for Enterprises

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User Bundles

An easy to understand billing model that allows the customer to manage their communications by capacity

Good for: mid-market to large enterprises

No headaches tracking usage

All-inclusive features

Can retain inactive numbers or manage larger number inventories

Simplified management of account/features

Provides the ability to right size communications

Port Bundles

Upgrade from PRIs

Good for: mid-market to large enterprises

Billing that matches up to the way PRIs are billed

Added flexibility (don’t have to add a whole PRI)

Simplified management of account/features

Circuit consolidation

Call Path

Different products for key enterprise needs and budgets

Atmosphere® Voice Services Calling Plans

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Calling

Local

Long Distance

Toll Free

International

Cloud Transfer

Set-up

Caller ID

CNAM

E911

Call Forwarding

DNIS

Failover

DID or Toll Free Number

International DID

Porting

Unlimited Unlimited Unlimited

Unlimited Unlimited Per Minute—Flat Rate

Unlimited Unlimited Per Minute—Flat Rate

Per Minute Varies by country

Per Minute Varies by country

Per Minute Varies by country

1 included 10 included A la carte

A la carte A la carte A la carte

A la carte A la carte A la carte

Included Included Included

Included Included Included

Included Included Included

Included Included Included

Included Included Included

Included Included Included

Included Included Included

Included Included Included

Features

User Bundles

Per-user pricing for simple, predictable monthly spend.

Port Bundles

Best for large quantities of numbers or

extension dialing plans

Call Path

Compare to traditional PRI pricing — but with more

flexibility

Calling plans for every size enterprise and budget

Port Bundle Use Case

Professional services

firm – servicing

government

Long time usage

customer that recently

switched to Port Bundle

Attracted to

manageability of Port:

DID ratio and unlimited

calling plans

Customer Use Cases: Calling Plans

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User Bundle Use Case

Public university – staff

offices

1:1 ratio of DIDs with

simultaneous calls

Needed ability to scale

on demand with their

PBX licenses

Wanted the all-inclusive

solution with unlimited

calling

Call Path Use Case

Healthcare Company

with regional campuses

Moving from PRIs and

wanted a comparable

billing model

Mostly local and toll-free

calling with limited long

distance

Call Path plan was

proposed

Create a more complete business phone system by easily adding on additional Atmosphere® functionality

Voice Services You Can Build On

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ADVANCED IVR

Create a tailored experience that allows customers to get the help they need

without frustration

CLOUD ROUTING

Route inbound calls to the best location while adjusting to changing demands and

site outages on the fly

Advanced configurable routing

Centralized administration of routing across locations

Toll Free Number management

Live monitoring & recording

CRM integration

Voice recognition

Inbound & outbound call flows

Outbound notifications

Multichannel integration

CRM integration

Analytics & reporting

Leverage Existing Equipment

Atmosphere® SIP Trunking

Secure, reliable, and flexible SIP Trunking…

Cost Savings

Scalable and Flexible

Security Disaster Recovery

Speed of Services Reliability

Choose Your Connection

With everything you've come to expect from a carrier and so much more

Self-Service

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Atmosphere® SIP Trunking

… seamlessly delivered to any technology or equipment

Certifications and validations for top PBX & SBC vendors

With deployment expertise for just about anything on the market

Cisco UCM 8.5 via Unified Border Element 1.3

Cisco CUCM with CUBE 1.6.2-129

Microsoft Skype for Business

Microsoft Lync Server 2013

Microsoft Lync Server 2010

Avaya Aura Comm Mgr Evolution Server 6.0.1

Avaya IP Office 7.0

Avaya IP Office R0.0.1

Mitel 3300 MCD 6.0

Mitel MiVB (3300) 7.2

Mitel MiVO 250 (5000) 6.1

ShoreTel 14.2

ShoreTel Connect Onsite 21.78.6410.0

ShoreWare ShoreTel 13.2

… plus more for 3CX, Allworx, Altigen, Asterisk, AudioCode, FreeSwitch, ININ, NEC, Panasonic, Samsung, Toshiba, and Vertical Wave

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Atmosphere® Connectivity

Private Connection

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Over the Top

MPLS

On-premise conversion device

IntelePeer Network Customer

PBX

PRI Cable SIP Trunk

On-premise conversion

device

PSTN

Enterprises who:

Want the benefits of cloud-based phone service but also want to protect current

investment – convert from on-premise PRI/TDM to SIP

Don’t already have IP capabilities and need a different connectivity option (other than OTT,

EPL, MPLS)

TDM/PRI to SIP Conversions: Bring your legacy PBX into the cloud

Benefits:

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Save on telecom costs by switching to VoIP without upgrading equipment

Provides an upgrade path to hosted voice, IP PBX, and full cloud communications

Quick and easy device installation

Take the first step to cloud communications while keeping existing equipment with a premises device that enables your non-IP PBX for SIP.

Perfect for:

TDM/PRI to SIP Conversions: How it Works

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IntelePeer will supply a device that is pre-configured to customer equipment specifications

Device supports either a single or dual PRI configuration in one box and converts the PRI

interface to SIP

Easy installation that consists of plugging in cables to connect device to PBX

Works with Atmosphere® Voice Services User Bundles, Port Bundles, Call Path and Usage plans

Simple installation, instant results.

IntelePeer Network

Customer PBX

PRI Cable SIP Trunk

On-premise conversion device

PSTN

Customer Promo: get the device for free! Sign-up and install service by March 31, 2018 and IntelePeer will waive the cost of the device(s). Customer must commit to $1,000 monthly minimum revenue guarantee for eligibility.

Why Atmosphere® Voice Services?

Benefits and differentiators

Our Approach

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We focus on the lifetime value of our customers. As a result, we work with them to build tailored solutions without breaking the bank. Customer success is our biggest priority. We provide an unmatched level of support from concept to launch and beyond. Backed by our carrier-grade network, we deliver reliable voice to highly-integrated business solutions.

Why Atmosphere® Voice Services?

Customized Solutions

Expert Support

Dedicated Account Manager

PLATFORM BENEFITS INTELEPEER BENEFITS

Deploy Quicker Our technology expertise gets you up and running quickly and correctly the first time

Manage Costs Built-in savings over legacy telecom with a complete set of features and predictable monthly spending

Increase Uptime Survive site outages with redundant connectivity, network-based routing, and automatic fail-over

Scale on Demand Quickly add capacity to meet changing demand and business needs

Get a solution and architecture that meets the unique needs of your business

Deploy with confidence thanks to our expertise in voice services for premises and hosted environments

One point of contact through deployment and everything that comes after

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Why Customers Choose IntelePeer

We beat the competition because:

We are not just a vendor, but a partner in customer success When customers sign on with IntelePeer, our team becomes an extension of theirs. We work beside customers every step of the way to design and deploy a solution that ensures their success.

We offer a truly flexible solution Our Atmosphere® platform is open for customers to build on, integrate, and control as they wish, providing a level of flexibility and customization not typically found in other providers.

Our knowledgeable team of account managers are the main point of contact for our customers and are always here to help whether it’s a major or minor problem. Our support center is available 24/7 to troubleshoot issues or answer any questions.

We can create tailored solutions We offer more than an out-of-the-box solution. Our team of experts can design solutions to match your network and business needs.

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We provide a dedicated account manger

Difficult to work with

Slow to respond

Call center support

Standard configurations only

Inflexible

Atmosphere® Voice Services Competitive Differentiators

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Traditional Carriers

Committed to customer success

Fast turnups

Dedicated account managers to address issues

Flexible solutions to fit your business needs

Self-service portal for on-demand scalability to

meet changing business needs

Future proof with seamless migration to Cisco,

Microsoft, Avaya, ShoreTel, Mitel cloud

environments

IntelePeer vs

Selling Atmosphere® Voice Services

How to identify qualified prospects

Customer profile

Mid-market and enterprises

UC Reseller/Value Added Reseller/Managed Service Provider

100+ users

Deployment types: on-premise equipment/PBX or hosted equipment in data center

Buying events

Looking to consolidate disparate locations

Need to upgrade or replace legacy telecom equipment

Have an initiative to streamline/simplify expenses

Want to simplify network architecture

Want to switch to a provider that offers better customer support

Want to future-proof for eventual move to cloud/UC

Don’t have disaster recovery plan or network-based capabilities

Have seasonal-based voice service demands and need to ability to scale quickly

Identifying Opportunities for Atmosphere® Voice Services

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Atmosphere® Voice Services Customer Economics Example

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If all channels are used, customers will have to add a new PRI (23 channels) ~$400+/mo

Requires a separate circuit to serve PRI (~$300 - $1000+/mo)

Customer may have to add a new physical PRI card ($160 - $900 one time, depending on card type)

Licensing & equipment maintenance fees

Legacy TDM Cost Considerations

As simple as adding a user/port/call path ($7.50 - $33.95)

No additional circuit required, may require additional data bandwidth

Licensing & equipment maintenance fees are often more competitive

New equipment investment is offset by savings vs legacy telecom expenses

Atmosphere® SIP requires IP capable PBX phone system (one time investment $10,000+)*

*Not required if PBX is IP-enabled

IntelePeer Cost Considerations

PRI cost ~ $2,600 vs $1,125 (User Bundle – savings of $1,475/mo)

Lose the PRI circuit cost (savings of ~$300 – $1,000+/mo)

PBX investment (one time investment $10,000+)

Breakeven on equipment investment in less than a year with money to spare

150 User Example

Implementation Process

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Our solution engineering & services teams get you up and running

and deliver solutions that fit your business needs

Scope and Design

Fact Finding

Solution Design

Atmosphere® Voice Services Implementation

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The right voice solution designed and implemented for your business

Onboarding

Guided Deployment

Network Verification

Activation Complete

Start Making Calls

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Case Studies

Unleashing the power of software and cloud to give our customers

unprecedented control over their communications

Customer Case Study - Transportation

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IntelePeer’s pricing, install, service, and support is the total package. I now feel comfortable every day.

Sean Kelley, Director of Technology Secure Transportation

“ “

While in the middle of a 400% growth stage, Secure Transportation turned to IntelePeer for a flexible and secure solution that could quickly expand call capacity to new locations.

200+ SIP trunks up and running in 4 days with no interruptions to normal business operations.

Designed a disaster recovery solution with multiple overflow locations to ensure business continuity and network reliability.

Customer Case Study - Healthcare

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IntelePeer’s familiarity and compliance with Avaya’s full range of equipment gave us confidence that IntelePeer SIP Trunking was the right choice.

Gary Harding Telecom Manager Longmont United

“ “ Replaced costly legacy PRIs with cloud-based SIP trunking for Avaya Session Border Control

IntelePeer’s automatic failover features integral part of disaster recovery plan

Use peak capacity data to adjust number of connections on-demand through IntelePeer’s CloudCentral portal.

Customer Case Study – Government

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IntelePeer’s large scale satisfies critical operational requirements while still being nimble to quickly act and meet customer needs

Major Metropolitan

Police Department

“ “ Received a call at 5:30 pm from a large system integrator that a major metropolitan area Police Dept was DOWN!!

IntelePeer NOC went to work testing a SIP connection and pulled DIDs for challenging area code. By 6:15 Police Dept was back in communications

Three weeks later we had to ask for the service back- they did not want to give it back

SIP trunking solution that was robust and flexible to meet the most challenging and mission-critical scenarios.

Hurricane Sandy Disaster Recovery

Customer Case Study

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We had a legacy PBX where adds, moves and changes were time-consuming and cost-prohibitive. It was time to upgrade

Travis Morrison Sr Systems Admin New Belgium Brewery

Mandate to have a communications environment that is easy to use and maintain, and is future ready

Leveraged the cost savings which produced big hard dollar savings and also softer ones from increased collaboration

Gave its people the tools they need, management of the information to make faster and more informed decisions, and cuts the time and cost of workflows

Customer Case Study - Retail

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“

“

This has significantly lowered our costs and made them very predictable and helped drive consistency in our processes, staff training, and member experience.

George Bedar CIO LA Fitness

Replaced 150 PBXs and Integrated voice, teleconferencing and IM onto a single communications platform

Consolidated and facilitated communications across 600 branches and 25,000+ voice users

Resulted in improved customer service, efficiency in operations and organization productivity

Customer Case Study - Technology

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The outages we had experienced with our previous SIP provider became a thing of the past and our service became rock solid with IntelePeer SIP trunking. In addition, IntelePeer’s support staff is very knowledgeable and resolves issues quickly and professionally.

Brian Meredith CIO Softcom

“ “

Deployed reliable, high-quality set of IntelePeer SIP Trunking capabilities for the ability to leverage full range of ShoreTel UC features

Guaranteed the reliability of business communications with failover trunk

Services up and running with no issues and no interruptions to normal business operations

Customer Case Study – IT Services

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IntelePeer’s ability to understand our communications needs from the moment we deployed spoke volumes. Small companies like ours that aren’t utilizing IntelePeer SIP Trunking for cost effective and seamless communications are really missing out on the technological innovation, rich set of features, and better time-to-market they offer.

Henry Creagh Consultant Horizons Consulting

“ “

Required a cost-effective communications solution that would also offer scalability and reliability for their small team of 20 remote workers.

Cost-effective service resiliency solution via the installation of a second trunk in Disaster Recovery (DR) data center

Saved nearly 60% on telecom costs while improving communication quality and enhanced collaboration

Customer Case Study – Industrial & Manufacturing

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IntelePeer brought everything we needed in our SIP trunking provider from security competence to global DID availability, making it the obvious choice.

Jason L. Skyberg Manager, Enterprise UC Albany International

“ “ With 18 plants in 11 countries, Albany turned to IntelePeer for a secure, reliable communications solution that could support their remote and international workers.

Significant decrease in bandwidth consumption on MPLS network for dial-in conference calls, inbound/outbound PSTN calls for their remote workers, and toll bypass from their non-U.S. sites

Ability to procure new or additional services using IntelePeer’s web-based customer tools and portal

Customer Case Study – Banking & Finance

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There is a level of comfort and assurance with having the IntelePeer service we currently use. No other provider so far is able to match the service offerings that IntelePeer provides

Steven Schwartz IT Director First Nations

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“ Full-Service Mortgage Banker deployed IntelePeer’s SIP Trunking and redundant trunk offering for an improved internal end point users’ VOIP experience with dual VPN bonding connectivity and VOIP monitoring

On-time, smooth deployment with no interruptions to the business and ability to scale UC services as the company grows

50% savings in monthly telecom costs

Customer Case Study – Education

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It's not that they're our SIP trunk provider. If I've got a problem and I can't figure it out, they have a support team and relationships we don't have. They get us a solution.

Robert Johnson, Senior Network Engineer Georgia Military College

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“ Junior College with 12 locations turned to IntelePeer when their servers went down and they experienced a major outage on one of their campuses

IntelePeer solution architects had technical expertise to accomplish objectives quickly and successfully

50% savings in monthly telecom costs

Most importantly, they were given the peace of mind of knowing their system will remain up and running should disaster strike with robust solution.

IN CONCLUSION

The days of one-size-fits-all communications are

over

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Why Atmosphere® with IntelePeer?

A WINNING PLATFORM WITH WINNING SUPPORT

Complete Communications Combine cloud, contact center, and premises to address every business need

Increase Uptime Survive site outages with redundant connectivity, network-based routing, and automatic fail-over

Scale on Demand Quickly add capacity to meet changing demand and business needs

Deploy Quicker Access functionality online without the need for software deployments

Spend Less No costly equipment to purchase or deploy

Customized Solutions Get a solution and architecture that meets the unique needs of your business

Expert Support Deploy with confidence thanks to our expertise in voice services for premises and hosted environments

Dedicated Account Manager One point of contact through deployment and everything that comes after

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Focused on Partner Success Fully-committed to delivering the tools and services that partners need

Partner Tools

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Additional resources:

Register for IntelePeer’s partner portal – sales collateral and product information

Atmosphere® Voice Services datasheet

Atmosphere® SIP Trunking datasheet

Implementation & Solution Design datasheet

2015 IntelePeer Confidential & Proprietary

Partner Programs

partnerprograms@intelepeer.com

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