Knology Matrix

Sales / Marketing Meeting

AgendaAgenda

TerminologySelling Knology MatrixCompetitionIdeal CustomerProspectingValue PropositionCPE Requirements

TerminologyTerminology

Ports vs. LinesNumbers vs. Ports

Hosted PBX, IP Centrex, Virtual PBXManaged vs. Unmanaged

Selling Knology MatrixSelling Knology Matrix

Traditional PBX pros and cons

IP PBX pros and cons

Centrex pros and cons

Traditional ServicesTraditional Services

Pros Cons

Proven Technology Available everywhere Well known user

interface Can do toll bypass over

TDM / ATM / IP Feature Rich Numerous people

versed in in support of technology

• Closed System, at the mercy of the manufacturer

• Limited or no interoperability• Must purchase all

components from the same vendor

• Incremental upgrades can be expensive

• Need specialized staff to maintain

• Moves, adds, changes require central programming

CentrexCentrex

Pros Cons

No proprietary PBX Off-the-shelf phones Expansion one phone

at a time No support staff Simple support for

multiple locations Basic features found

in traditional PBX systems

• Expensive advanced features• Expensive moves, adds, and

changes (MACs)• Dependant on phone

company for MACs• Difficult user operation• Inflexible feature set• Limited interoperation

IP PBXIP PBX

Converged Infrastructure – lower operating costs

Low software upgrades costs Can do toll bypass over IP Low incremental costs Highly flexible in moving

extensions Easy to maintain and make

changes Same support organization as

network Open platforms, easy and quick

to implement new features

• Based on unreliable platforms or expensive, proprietary PBXs

• Server hardware becomes obsolete

• Limited interoperability• Steep learning curve for

administrators• Must retrain staff to support

new technology• Limited knowledge base

Pros Cons

Matrix Pros and ConsMatrix Pros and Cons

Pros Cons

No proprietary PBX Standards based hardware Server hardware managed

and upgraded by provider No software upgrade costs Converged infrastructure –

lower operating costs Expansion one phone at a

time

• Limited availability

Matrix Pros and ConsMatrix Pros and Cons

Pros Cons

Advanced feature set Simple support for multiple

locations, including data Toll bypass Low incremental costs Moves and changes are

simple and inexpensive Same internal support

organization as data network

Open platform, easy and quick to implement new features

Matrix Selling FeaturesMatrix Selling Features

Guaranteed call delivery business continuity

Destruction of traditional voice paradigms

Simplified billing Future Proof Architecture

CompetitionCompetition

Traditional PBX – Toshiba, Nortel, Avaya

Traditional Carrier – Channelized T1 providers, DSL

IP PBX – Cisco, 3Com, Altigen

Ideal CustomersIdeal Customers

Start-Up Growing or expanding Dissatisfied with existing provider

Size – Ten or more ports Heavy user of either voice or data Multi-site based

ProspectingProspecting

Direct Sales Cold calls

Partners Affiliations

Value PropositionValue Proposition

One provider vs. Six Local, LD, Internet, PBX, Email, Web

Hosting Efficiencies of Network Convergence – Advanced feature set Data rules applied to voice Price, Price, Price!

CPE RequirementsCPE Requirements

Switches Routers Cabling

Moving Forward…..Moving Forward…..

Visit each Division On-site presentations Training and certification

Marines then Army

FeaturesFeatures

• Hold• Hold recall• Redial• Speaker• Mute• Do-not-disturb• Speed dials• Music on hold• Overhead paging

access

Basic Features

• 4-digit extension dialing• Multiple line appearances• Call waiting• Caller-ID• Toll restriction• Billing account codes• Message waiting

notification• Call pick-up groups• Station-to station

intercom

FeaturesFeatures

Enhanced voicemail Automated attendants/ACDs Call forwarding

(Internal/External) Call transfers (Internal/External) Digital conference calling Direct extension assignment 911 notification

• Direct Inward Dialing (DIDs)

• Unified Messaging• PC Based Voice Client• Call Filtering• Directory Services• TAPI Integration• XML based applications

Advanced FeaturesGuaranteed Call Delivery SmartMove