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