Death of the PSTN - Webinar slides

Death of the PSTN

Overview

This deck provides sales teams guidance on how to use the retirement of the PSTN as a sales message when working on Hosted VoIP/UC opportunities.

Provides concepts you can weave into discussions with customers

Provides a different set of talking points

Provides a refresher on Hosted VoIP

The Changing Face of Business Communications

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Smart DevicesSmart phones, tablets, PCs

MobilityIncreasingly mobile workforce

Faster BroadbandBroadband speeds accelerating

Unified CommunicationsUsers using a variety of communications tools

Generation YExpect advanced

communications tools

Business Communications

Time is Running Out for the PSTN

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By 2018 only 6% of American household will use the PSTN

Of the 14M US business lines shipped in 2013 over 75% were VoIP based

FCC to switch off the PSTN by 2018

POTS revenue to decline by almost 70% by 2018

AT&T petitions for accelerated sunset plan for the PSTN to divert funds to Broadband

PSTN

All IP Network

Graphic Illustration of the Issue of PSTN Switch Off

1875 2018

Invention of PSTN

Alexander Graham Bell started American Bell …

You are Here!

Less than 4 years till the switch off date

4 Years Away from Switch off

PSTN

What Does This Mean To You?

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Content/topic to provide insight selling…bring value to your customer

A new and exciting sales opportunity to sell hosted UC and retire quota…the window is WIDE open

Potential to bundle services to make more commission (e.g Broadband and Hosted UC) and lock in customer with a “sticky” solution

Target PSTN installed customers

The Impact to Your Customers

Risk More chance of what he/she

buys could be end of life much earlier than expected

IP Cost Savings IP networks deliver

significant cost savings to the enterprise

Productivity IP networks provide advanced

productivity solutions for the business user

Flexibility Hosted IP Unified Communications is

flexible to the scale of your current and future business needs. Just buy what you need, when you need it. Downsizing is simple as well.

Improved Customer Interaction IP networks improve the responsiveness and

time to resolution for customer inquiries

Business Continuity IP based hosted

systems are more resilient than older premise based systems

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Instant access to your colleagues and customers availability

No more wasted time trying to find people

Integrates with traditional and new ways of working,

from a simple call to sharing your ideas

What is Unified Communications?

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Your own virtual meeting room, accesible anywhere, anytime

One identity, multiple devices, for all services

PC, Mac, Android and iOS

Simply drag or invite people into your room to communicate in the most efficient way, audio, video,

chat and share

Flexible configuration options

allows users to control how and when they can be contacted

Conversation Points That Start the Sales Process

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Leading Question? What?Tell me more

Have you heard about the issue of PSTN sunset and what that means for your

PBX?

What alternative solutions are out there?

What is the impact?

The major Telcos like AT&T and Verizon are moving quickly to turn

off the network into which your PBX is connected. The FCC is in

full support.

Your PBX will probably be discontinued very soon. PSTN

resources, support and investments are limited. You

should start to consider alternatives?

I would advise that you look at a hosted UC solution. It is much

more flexible and efficient than a PBX and provides numerous

productivity features.

How You Benefit From This Trend?

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A

CB

What are the major benefits to a sales rep from this market change?

Successful Hosted UC salespeople are typically ranked as top producers

Selling Hosted UC brings significant product bonuses and quota relief

Hosted UC has been proven to significantly increase customer stickiness yielding improved chances of selling other products and contract renewal.

Another twist on how to approach your prospects with insight and value

What Should I Do Next?

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STP-Strategyn

Stop Educate Sell

Stop selling TDM systems now. TDM premise based systems are out of date and will rapidly become end of life

Obtain training on the latest hosted systems which make use of all IP networks and deliver additional value to your customer

Sell hosted PBX systems to your customers. It is the right solution for their needs and will not suffer obsolesence issues like premise based systems

S E S

Death of the PSTN