Positioning the Max PVN Versus the Competition - Net2Phone · Other complementary solutions often...

Positioning the Max PVN Versus the CompetitionPositioning the Max PVN Positioning the Max PVN Versus the CompetitionVersus the Competition

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TestimonialTestimonialTestimonial

“Previously we had tried similar solutions from Cisco and Quintum,

but we have made the right decision by choosing Net2Phone as our voice solution partner.”

-Can Azun, IT Manager of Onur Air (Turkish Airline)

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IntroductionIntroductionIntroduction

In order to effectively sell the Max PVN, you must be able to successfully position it against the competition. To do so, you will need to understand:

1)The strengths and weaknesses of the different types of solutions in the market

AND

2)The customer’s business, so you can address their most important requirements and concerns

In order to effectively sell the Max PVN, you must be able to successfully position it against the competition. To do so, you will need to understand:

1)The strengths and weaknesses of the different types of solutions in the market

AND

2)The customer’s business, so you can address their most important requirements and concerns

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Types of Corporate VoIP Solutions

Types of Corporate Types of Corporate VoIP SolutionsVoIP Solutions

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Corporate VoIP SolutionsCorporate VoIP SolutionsCorporate VoIP Solutions

Corporate VoIP solutions can be categorized by those that offer On-Net calling only and those that enable both On-Net and Off-Net calling

Corporate VoIP solutions can be categorized by those that offer On-Net calling only and those that enable both On-Net and Off-Net calling

On-Net OnlySolution

On-Net & Off-NetSolution

On-Net Calling = Calls utilizing VoIP hardware devices on both ends

Off-Net Calling = Calls to or from regular phones (PSTN)

On-Net Calling = Calls utilizing VoIP hardware devices on both ends

Off-Net Calling = Calls to or from regular phones (PSTN)

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Three Types of SolutionsThree Types of SolutionsThree Types of Solutions

Solutions that offer both On-Net and Off-Net calling can be separated into two categories, resulting in three main types of solutions in the market:

Solutions that offer both On-Net and Off-Net calling can be separated into two categories, resulting in three main types of solutions in the market:

On-Net OnlySolution

On-Net & Off-Net

Solutions

Replaces Current

TelephoneSystem

ComplementsCurrent Telephone

System (Added to)

Solution #1

Solution #2 Solution #3

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On-Net/Off-Net SolutionsOnOn--Net/OffNet/Off--Net SolutionsNet Solutions

Replacement System = A solution in which a company’s current telephone system is replaced with a new system

Complementary System = A solution which is added to company’s current telephone system (like the Max PVN)

Replacement System = A solution in which a company’s current telephone system is replaced with a new system

Complementary System = A solution which is added to company’s current telephone system (like the Max PVN)

On-Net & Off-Net

Solutions

Replaces Current

TelephoneSystem

ComplementsCurrent Telephone

System (Added to)

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The Max PVN vs. On-Net SolutionsThe Max PVN vs. The Max PVN vs. OnOn--Net SolutionsNet Solutions

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Feature ComparisonFeature ComparisonFeature Comparison

Here is how the Max PVN compares to a typical On-Net only product:Here is how the Max PVN compares to a typical On-Net only product:

Generic boxes, with limited feature sets, may be less expensive than the Max PVN in certain markets.

-

The Max PVN is scalable, unlike some generic boxes.+

The Max PVN often features better documentation and support than generic boxes.

+

The Max PVN often features more management functionality than generic boxes.

+

The Max PVN is often more feature-rich than generic On-Net only boxes.

+

With the Max PVN, a company can easily add Off-Net calling in the future if regulatory and/or their business needs change.

+

Feature+/-

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Key Differentiators Key Differentiators Key Differentiators

If you are selling the PVN vs. an On-Net only product, there are numerous advantages to highlight. In many cases, these advantages can more than compensate for a difference in product costs:

1) Off-Net CapabilitiesOff-Net calling is an integral feature of the PVN. So, it is imperative to understand why the customer is considering an On-Net only product:

• If it is for legal reasons, make sure you understand the regulatory climate. If deregulation is on the horizon, implementing the PVN now makes sense. A company can immediately benefit from On-Net calling and be in the position to quickly and easily add Off-Net calling when it becomes legal. If they implement an On-Net only solution now, they may face an expensive upgrade when the regulatory situation changes.

If you are selling the PVN vs. an On-Net only product, there are numerous advantages to highlight. In many cases, these advantages can more than compensate for a difference in product costs:

1) Off-Net CapabilitiesOff-Net calling is an integral feature of the PVN. So, it is imperative to understand why the customer is considering an On-Net only product:

• If it is for legal reasons, make sure you understand the regulatory climate. If deregulation is on the horizon, implementing the PVN now makes sense. A company can immediately benefit from On-Net calling and be in the position to quickly and easily add Off-Net calling when it becomes legal. If they implement an On-Net only solution now, they may face an expensive upgrade when the regulatory situation changes.

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• If regulatory issues are not a concern, make sure you clearly understand the customer’s business needs and calling patterns. Stress how the Max PVN provides many different ways to save (including remote calling for employees outside of the office):• On-Net to On-Net Calling

• One location on the PVN network to another location on the PVN network

• On-Net to Off-Net Calling• One location on the PVN network to a regular phone

outside the PVN network• Off-Net to On-Net Calling

• A regular phone outside the PVN network to a phone on the PVN network

• Off-Net to Off-Net Calling• A regular phone outside the PVN network to another

phone outside the PVN network

• If regulatory issues are not a concern, make sure you clearly understand the customer’s business needs and calling patterns. Stress how the Max PVN provides many different ways to save (including remote calling for employees outside of the office):• On-Net to On-Net Calling

• One location on the PVN network to another location on the PVN network

• On-Net to Off-Net Calling• One location on the PVN network to a regular phone

outside the PVN network• Off-Net to On-Net Calling

• A regular phone outside the PVN network to a phone on the PVN network

• Off-Net to Off-Net Calling• A regular phone outside the PVN network to another

phone outside the PVN network

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2) Support and Management

Many suppliers of generic On-Net devices provide little technical and sales support. So, be sure to:

• Compare our technical support vs. the competition. We offer email and phone technical support as well as on-line help guides.

• Compare manuals and other product documentation. On-Net only providers sometimes offer limited English documentation.

• Highlight the account management functionality available through our Partner Resource Center.

• Stress that our Web interface provides administrators with a powerful, easy to use tool to manage and monitor the PVN system.

2) Support and Management

Many suppliers of generic On-Net devices provide little technical and sales support. So, be sure to:

• Compare our technical support vs. the competition. We offer email and phone technical support as well as on-line help guides.

• Compare manuals and other product documentation. On-Net only providers sometimes offer limited English documentation.

• Highlight the account management functionality available through our Partner Resource Center.

• Stress that our Web interface provides administrators with a powerful, easy to use tool to manage and monitor the PVN system.

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3) Functionality

Many generic On-Net devices have limited functionality. In these cases, make sure to highlight the advanced features of our Max devices:

3) Functionality

Many generic On-Net devices have limited functionality. In these cases, make sure to highlight the advanced features of our Max devices:

?Can be enabled if available through the PBX

Conference Calling


Call Transfer

?√Call Forwarding

?√Speed Dialing

?√IVR

CompetitionMax PVNFeature

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The Max PVN vs. Replacement Solutions

The Max PVN vs. The Max PVN vs. Replacement SolutionsReplacement Solutions

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Here is how the Max PVN compares to a typical On-Net/Off-Net replacement system*:Here is how the Max PVN compares to a typical On-Net/Off-Net replacement system*:

Some replacement systems may provide more advanced features than the PVN, such as voice mail.

-

The Max PVN provides savings on On-Net to On-Net, On-Net to Off-Net, Off-Net to On-Net and Off-Net to Off-Net calls, which not all replacement systems do.

+

The Max PVN provides companies hesitant to completely replace their current phone system with a safer solution.

+

The Max PVN allows companies to protect their investment in their legacy systems (network & phone).

+

The Max PVN is typically a less expensive solution in terms of product costs, implementation and expansion.

+Feature+/-

*In addition, you will want to compare each system’s Off-Net rates, which can be done through our Web (http://dcs.net2phone.com/apps/pvn/roicalc.asp) or Excel-based calculators


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Here are the points you need to keep in mind when positioning the PVN against a replacement system: 1) CostsIn addition to the purchase price, the Max PVN is typically a lower-cost solution in many other ways:

• Since the PVN is compatible with existing network and phone systems and allows users to call from regular phones, implementation and training costs are low.

• The PVN is a scalable solution, keeping expansion costs to a minimum.

• Unlike many replacement systems, the PVN does not feature expensive hardware licensing fees.As a result, the Max PVN typically provides a quicker return on investment (ROI) than replacement solutions.

Here are the points you need to keep in mind when positioning the PVN against a replacement system: 1) CostsIn addition to the purchase price, the Max PVN is typically a lower-cost solution in many other ways:

• Since the PVN is compatible with existing network and phone systems and allows users to call from regular phones, implementation and training costs are low.

• The PVN is a scalable solution, keeping expansion costs to a minimum.

• Unlike many replacement systems, the PVN does not feature expensive hardware licensing fees.As a result, the Max PVN typically provides a quicker return on investment (ROI) than replacement solutions.

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2) Update without Replacing

The Max PVN enables a company to addfunctionality to their current system instead of replacing their entire system. So, the decision maker can please both his company’s technology advocates and finance managers by recommending a solution that:1)Utilizes proven, yet cutting-edge technology

AND2)Saves the company money while protecting the

it’s investment in their current phone system

2) Update without Replacing

The Max PVN enables a company to addfunctionality to their current system instead of replacing their entire system. So, the decision maker can please both his company’s technology advocates and finance managers by recommending a solution that:1)Utilizes proven, yet cutting-edge technology

AND2)Saves the company money while protecting the

it’s investment in their current phone system

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3) Safer Solution

In some instances, you may find that a key decision maker is hesitant to completely and thoroughly implement VoIP technology, despite the potential savings. In these cases, you should stress that the Max PVN is a “safer” solution than replacing their current systems:

• The PVN is a complementary solution that is added to their current network and phone systems

• There is no need to discard their current system in order to benefit from VoIP calling

• Employees can call from regular phones, reducing training costs and any learning curves

3) Safer Solution

In some instances, you may find that a key decision maker is hesitant to completely and thoroughly implement VoIP technology, despite the potential savings. In these cases, you should stress that the Max PVN is a “safer” solution than replacing their current systems:

• The PVN is a complementary solution that is added to their current network and phone systems

• There is no need to discard their current system in order to benefit from VoIP calling

• Employees can call from regular phones, reducing training costs and any learning curves

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The Max PVN vs. other Complementary Solutions

The Max PVN vs. other The Max PVN vs. other Complementary SolutionsComplementary Solutions

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Here is how the Max PVN compares to other complementary systems*:Here is how the Max PVN compares to other complementary systems*:

The functionality of the Max gateways is often more advanced than other complementary solutions.

+

Net2Phone enables both On-Net and Off-Net calling through the Max PVN. Many other products that offer both simply bundle one company’s On-Net solution and another’s Off-Net product.

+Feature+/-



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Here are the points you need to keep in mind when positioning the PVN against other complementary solutions: 1) All-In-One SolutionOther complementary solutions often consist of a generic On-Net calling device bundled with a different provider’s Off-Net calling service. If this is the case, you should stress that Net2Phone offers a complete, unified solution. So, the customer:

• Will be working with one company, an industry leader with over 8 years experience in VoIP telephony

• Does not have to worry about dealing with two separate vendors in the future, which could result with a bundled solution

Here are the points you need to keep in mind when positioning the PVN against other complementary solutions: 1) All-In-One SolutionOther complementary solutions often consist of a generic On-Net calling device bundled with a different provider’s Off-Net calling service. If this is the case, you should stress that Net2Phone offers a complete, unified solution. So, the customer:

• Will be working with one company, an industry leader with over 8 years experience in VoIP telephony

• Does not have to worry about dealing with two separate vendors in the future, which could result with a bundled solution

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2) Functionality

The Max PVN provides advanced functionality not available with all other systems:

2) Functionality

The Max PVN provides advanced functionality not available with all other systems:

?√PSTN Operability (Users can access the PSTN from a phone connected to the Max in cases where local PSTN calls may be free or very inexpensive)

?√Extension Calling (Being able to call a Max extension from an outside line lessens the need for a 2nd line as a user can receive incoming calls)

?√Remote Calling (Enables additional savings since employees can make cost-saving calls whether they are in the office or not)


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2) Functionality (continued)2) Functionality (continued)


Conference Calling


Call Transfer

?√Call Forwarding

?√Speed Dialing

?√IVR (Adds security for remote calling applications)


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Summary Summary Summary

• Corporate VoIP solutions can be categorized as:• On-Net calling solutions• Replacement solutions (On-Net & Off-Net calling)• Complementary solutions (On-Net & Off-Net calling)

• To successfully position the PVN against these solutions, you will need to understand:• The customer’s business needs, so you know the

functionality that should be highlighted• The strengths and weaknesses of each type of solution

• In addition to the content on the previous slides, you can use the attached template to help highlight the differences between the Max PVN and the competition

• Corporate VoIP solutions can be categorized as:• On-Net calling solutions• Replacement solutions (On-Net & Off-Net calling)• Complementary solutions (On-Net & Off-Net calling)

• To successfully position the PVN against these solutions, you will need to understand:• The customer’s business needs, so you know the

functionality that should be highlighted• The strengths and weaknesses of each type of solution

• In addition to the content on the previous slides, you can use the attached template to help highlight the differences between the Max PVN and the competition

Comparison Template

Positioning the Max PVN Versus the Competition - Net2Phone · Other complementary solutions often...

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