Covad ClearEdge Pro VoIP Solutions

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Covad ClearEdge Pro VoIP Solutions
Sales Training August 2006
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Objectives

• State the benefits that Covad ClearEdge Pro
  brings to business
• Describe each component of Covads ClearEdge Pro
  network
• State the benefits of Covads services
• Determine a customers needs and recommend a
  Covad product and/or service to meet those needs

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The New Voice of Business

• Combine telephone and high-speed Internet service
• Reduce costs by up to 20
• Reduced capital equipment and hardware
  maintenance
• Reduced long distance calls
• Improve productivity
• Manage Moves-Adds-Changes online from the Covad
  Dashboard
• Award-winning Covad Dashboard
• Best-in-class quality of service through voice
  optimized access

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Nationwide Coverage
The broadest reach with one reliable nationwide
network

• A single provider to serve all your business
  locations
• Available in 900 cities in 125 major metropolitan
  marketsOver 50M Homes and Businesses passed
• Network designed to provide business-class voice
  and data services

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Benefits and Advantages of Covad Pro

• Designed for medium to large businesses
• Includes voice conferencing capabilities
• Individual 10-digit numbers can be provided to
  each employee for direct access
• Find me/follow me allows employees a single
  number that travels with them
• Soft Console
• Covad Dashboard management tool
• Call logs for incoming, outgoing, and missed
  calls
• Web and email options are divided into two plans

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Covad VoIP Solution Overview
Covad ClearEdge Pro
Covad ClearEdge Integrated Access
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Covad Service Office
Internet
Voice Mail Server
Web Server
Conference Server
Follow Me Server
Instant Message Server
PSTN
Media Gateway
Soft Switch
Covad Integrated Access
Covad Pro

• Voice Mail Centigram and IP Unity
• Conferencing Latitude

• Instant Messaging Jabber
• Find Me follow Me Sylantro

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Covad Pro - Hosted VoIP Solution
Covad Service Office
Customer Premise
Covad Broadband T1 or SDSL

• Converged voice and data applications
• Leverages industry leading routers, switches and
  IP Phones
• Single Ethernet connection serves both VoIP
  telephone and PC requirements
• Transparent for callers
• Existing DID
• Existing toll-free
• Employees leverage optional ISP service package

LAN
Router
IP Phones on Ethernet Segment
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Exercise
Student Guide Exercise Draw the Covad Pro
Network
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End User Value Proposition

• Substantially better AND substantially more
  affordable!
• Productivity enhancement creates raving fans
• One number for remote/mobile workforce
• Click to dial from call logs and Outlook
• Convenient, inexpensive conferencing
• Visual voicemail
• WAP phone integration
• Savings of 20 are common
• Converged voice and data over common broadband
  pipe
• Avoid CapEx and OpEx cost of PBX
• Free 4-digit dialing between locations
• Unlimited Usage Plan

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Covad Pro Advantages

• Lower Capital Investment
• Protected from Technology Obsolescence
• Maintenance
• Scalability
• PSTN Connectivity
• Disaster Vulnerability
• Transparent for callers
• Transparent for employees
• Easy to implement
• Includes Covad broadband package
• Provides simplified management

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Covad Pro over SDSL Product Offering

• Covads access offering for Covad Pro over SDSL
  available with the Siemens 5950 Router (Covad
  Provided)
• Line Speeds Available
• 384 Kbps
• 768 Kbps
• 1.1 Mbps
• 1.5 Mbps (Full T1 Speed)
• Service SLA on SDSL
• Target Time To Repair 12 hours
• If down 2 hours 30 minutes, you receive ½ day
  credit for each calendar day
• If the Covad T1 is down 15 minutes, you receive 1
  day credit for each calendar day on total (voice
  and data) monthly VoIP service charge

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Highest Quality Broadband for Reliable VoIP
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VBR with VOA works

• Example
• 768 Kbps for Data 700 Variable Bit Rate (VBR)
  (G.711 example)
• 100 VBR per phone/fax call. (i.e., if you have
  8 stations but only 4 simultaneous calls, then
  400 VBR is being used)

G.729 available upon request
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Discovering the Customers Needs

• Four main areas to discuss with your customers.
  In each of these areas, what are some questions
  you should ask?
• 1)Number of Employees
• How many employees are on site each day?
• 2) Phone Needs
• What is the nature of your business? Ratio of
  stations to simultaneous calls may be 11 for
  call centers, very small sites. Higher station
  counts may be 41 or 51 for typical companies
  with 20 or more stations.
• General rules Low station count, 11,
  higher station count 4 or 51
• 3) Data Needs
• What type of industry is your business?
• Heavy quantities of documents, uploading, and
  downloading? If so, higher bandwidth required.
• Mostly email? Less bandwidth is tolerable.
• 4) Future and Growth
• Ask yourself these same questions 3-6 months
  from now? Do they remain the same?
• This helps determine speed of the service
  that is appropriate for the customer.

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Concurrent Calls by CODEC Circuit Type
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What is Different?

• What is different for Covad Pro T1 and SDSL?
• SDSL is a different technology than T1
• SLA Target Time To Repair 12 hour vs. 4 hour
• Data Prequal through CONNECT
• Router Siemens 5950 359
• Switches purchased if multiple IP Phones or PCs
• Example 2 NetGear Switches - 120-360 OR 1
  Cisco Switch - 900
• Quote Generator includes Siemens 5950 pricing
• MRC
• 384 169.95
• 768 199.95
• 1.1 259.95
• 1.5 309.95
• Installation prices for SDSL loop 225
• Optimal solution for sub 20 employee office

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Examples and Solutions

• Example 1
• 15 person business with a requirement for 7
  concurrent calls
• Qualifies for SDSL 768, 1.1, 1.5
• Solutions Though 768 would meet the concurrent
  call need, this leaves no bandwidth for data.
  Consider offering 1.1 or 1.5 full T1 speed.
• Example 2
• Satellite office with 5 people with a requirement
  for 2 concurrent calls
• Qualifies for SDSL 384, 768, 1.1
• Solutions While 384 may be the most cost
  effective solution for this customer, consider
  offering 768 or 1.1 as it allows for future
  business and/or station growth.
• Example 3
• 30 person office with a requirement for 20
  concurrent calls
• Qualifies for SDSL 384, 768, 1.1, 1.5
• Solutions Full SDSL 1.5 speed is needed with a
  G.729a configuration however, fax machines use
  G.711 CODEC. If downgrade occurs, this customer
  likely needs to be upgraded to a T1 solution.

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Excellence in Features
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Covad VoIP Dashboard Demonstration
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Dashboard

• Get your Logins
• Watch Demo
• Play in your dashboard
• What questions do you have?

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Covad Pro - Complete Business Communication Suite

• Local Long Distance
  
• Call Log
• Find Me/Follow Me
• Unified Visual Voice Fax Mail
• Voice Web Conferencing
• Instant Messaging
• Directory services

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Cost-Effective Remote Agent and Telecommuter
Solutions

• Deploy your employees in remote locations
• Support all standard functions
• Dashboard
• Remote dialing, conferencing, voicemail, instant
  messaging
• Voice VPN dial plans
• Transparent for callers
• No impact on inbound calls
• Flexible alternatives
• Solutions for Fixed or Dynamic IP addresses
• Supports broadband connections gt384k

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Integrated Call Center Applications

• Leverage out-of-the-box integrated solutions
• Deploy call center applications in minutes
• Enable remote agents solution at any location
• Generate business reports for agent activity
• Eliminate dedicated ACD equipment and software
  CAPEX

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Call Monitoring/Call Recording

• Partnership with Telrex to offer a third party
  Call Monitoring/Call Recording for our end
  customers
• Allows customers to
• Record and monitor phones calls
• Key Features
• Ability to record and monitor phone calls
• Supports call triggers based on user ID,
  percentage, area code, etc.
• Supports G.711 and G.729a and IP phones only
• Retail price of 425 per seat one time charge
• Key Benefits
• Customers have complete control of
  recording/monitoring
• Time to market is greatly reduced with this
  partnership
• Working Model
• Covad provides referral to Telrex and presales,
  questions, demo, quote, and billing by Telrex
• Telrex certified dealer does install

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Summary Benefits

• Scalable solutions for any number of employees
• The industrys most comprehensive voice and
  Internet service available
• Industry standard routers, switches and sets
• State-of-the-art VoIP technologies
• Support from our communication experts

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Covad Broadband Service Package

• High speed broadband Internet access
• 1.54mbps available in both directions
• Automatic bandwidth allocation for Covad
  Integrated Access or Covad Pro Service
• Bandwidth is dynamically allocated based on the
  number of calls in progress over the Covad loop.
  
• Includes E-mail and Web Hosting
• Toll-free 24x7 technical support
• Dedicated ISP bandwidth services available

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Unlimited Advantage Plan

• One year price guarantee
• New flat-rate usage program
• Unlimited calls
• Domestic long distance
• Local
• Inbound
• Find Me / Follow Me
• ISP Service for each T1
• Includes Web hosting
• Includes e-mail
• All Dashboard services
• Current rated plan still offered
• Free DID porting for ALL new Covad Pro
  installations

Certain high usage businesses such as outbound
call centers and predictive dialer applications
are not eligible
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Unlimited Advantage Plan

• Some additional charges
• Meet Conferencing - 17/14/11 per minute
• 800 Service 3/4/5 per minute
• International calls - current rates

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Unlimited Advantage Plan

• Ideal for businesses that desire
• greater cost management
• Provides expense predictability
• Avoids seasonal spikes
• Eliminates uncertainty
• Includes Internet expense
• Reduces toll charges
• Simplifies billing statements
• Alleviates department billing complexity

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Customer Satisfaction Guarantee

• We are confident of our ability to provide a
  high-quality solution that provides true value.
  If at any time you are not satisfied with your
  service for any reason let us know right away. If
  we cant make it right we will support your
  decision to discontinue service and assist with
  the transition to another service provider.
  Earning your business everyday helps us stay
  focused on providing a valuable service that
  continues to meet your evolving needs.

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Wrap-Up

• The successful Covad sales professional must be
  an expert in Covad products and services to
  enable the needs of the customer to be matched
  with the right product or service.