Developing a Strategic VoIP Plan

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Developing a Strategic VoIP Plan
Dan La Perriere The Lattitude Group Sharon
Solomon Convergent Technologies October 19,
2005
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Todays Discussion Points
Developing a Strategic VoIP Plan

• Why Strategic Business Planning is important to
  your VoIP implementation
• Building Your Strategic Business Plan
• Technology as an Enabler of Your Strategic Plan

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Alignment
Model
Developing a Strategic VoIP Plan

• LOYAL EXTERNAL CUSTOMERS

MOMENTS OF TRUTH
ALIGNED RESOURCES
PEOPLE
TECHNOLOGY, SYSTEMS, PROCESSES
STRATEGY
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The Business Planning Process
Developing a Strategic VoIP Plan
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Vision and Values
Developing a Strategic VoIP Plan

• Vision
• What I/we can be best in the world at!
• What I/we will be best in the world at!
• Values
• Whats important
• What I feel best being
• What I like to do best

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Internal and External Assessments
Developing a Strategic VoIP Plan

• Internal Assessment
• What does it cost me/my business to do different
  types of business in different markets?
• What am I/are we equipped to do?
• What will it take and cost to support the
  intersection of excellence, passion and
  profitability?
• External Assessment
• What will it take and cost to establish my and my
  companys unique brand/image of excellence in the
  marketplace?
• How will competitors and other external forces
  impact our ability to sustain excellence and
  profitability?

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How do I ensure that my business works the Best?
Developing a Strategic VoIP Plan

• Set the Direction
• Market Plan
• Sales Plan
• Technology Plan
• Budget
• Turn the Business Plan into Reality
• Execute the Plan
• Adjust the Plan
• Execute the Adjusted Plan

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Characteristics of a Good Strategic Business Plan
Developing a Strategic VoIP Plan

• Unique and appropriate to your business
• Right level of detail for your business
• Easy to deploy throughout organization
• Roadmap to align resources
• Roadmap for decision-making and culture
• Easy to use
• Results-focused

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Developing a Strategic VoIP Plan
Strategic Plan Recap
VISION STATEMENT Our Company is dedicated to
serving the community by providing
client-focused, superior quality, and
comprehensive services.
VALUES Integrity Act with integrity, honesty
and ethics in all that we do Respect Treat every
individual with respect and dignity Customer
Focus Create premium value for our
clients Opportunity Help people achieve their
full potential

• BUSINESS PLAN OBJECTIVES (By End-of-Year 2006)
• Achieve sales of at least 8M annually
• Double number of major clients (500k) to at
  least six
• Enter at least two new market segments
• Have integrated business/marketing plan in
  place
• Expand staff to meet needs
• Implement Process and Organization improvements
• Improve operations in key areas
• Develop customer service strategy
• Restructure sales organization compensation
  plan
• Expand facilities

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Strategic Plan Recap
Developing a Strategic VoIP Plan
CRITICAL SUCCESS FACTORS

• Best-in-Class Business Development   V.
  Infrastructure/Business Processes
• Improved Operations VI. Technology
• New Product Development VII. Marketing
  and Sales
• Customer Relationship Management VIII.
  Facilities and Equipment

GOALS

• DDevelop and execute marketing plan Prioritize
  target markets industries and specific
  potential major clients Generate at least 1M
  incremental revenue from current clients in
  2006Develop specific new-business development
  goals and timelineDevelop relationship building
  plan with current clientsLeverage
  relationships with current vendorsDefine
  optimal process flow to drive improved
  efficiency in the businessCreate new
  organization structure and clarify roles
  responsibilities Investigate use of technology
  to improve productivity throughout the business

• DDefine and implement training/development plan
  for all employeesIdentify key metrics and setup
  visible tracking systemCreate staffing plan to
  address increased business volumeCreate
  succession plan to ensure business
  continuityCreate new sales organization aligned
  by key customers and sales territoriesDefine
  and deploy new compensation plan for sales
  teamEvaluate current facilities and develop
  five year plan for facility expansionReduce
  time-to-market for new products by 50Establish
  Monthly Business Review for Execution of
  Strategic Plan

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Businesses need to ask key questions
Developing a Strategic VoIP Plan

• How will deploying IP Telephony bring about
  change in the way I do business?
• How will deploying IP Telephony enable me to
  better _________________ in my organization?
  (ties back to your business goals)
• Attract retain customers (It really IS all
  about the customer!)
• Generate revenue
• Control costs
• Hire employees and enable them to be more
  productive
• Differentiate my business from competitors
• How will deploying IP Telephony enable me to more
  easily achieve the business goals my company has
  in place?

IP Telephony enables new ways of doing business!
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Developing a Strategic VoIP Plan
Key to success is twofold
Follow a high-level strategic approach that
considers all the potential benefits and pitfalls
Plus
Set realistic, objective metrics to measure the
success of the projects i.e. Measurements for
Success
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Developing a Strategic VoIP Plan
Five Steps to Success

• Step 1 Identify business goals that can be
  impacted using IP Telephony set metrics
  for measuring success (i.e. return on
  investment (ROI), increased revenue, etc.)
• Step 2 Choose wisely partner with a trusted,
  experienced technology provider
• Step 3 Assess, assess, assess!!! (ex. Voice,
  Network, Mobility Security)
• Understand and document your current state
• Define the obstacles to success risk (i.e. gap
  between current state goals)
• Step 4 Develop actionable, implementation
  plans that eliminate obstacles, manage risks
  deliver business value as defined by your
  metrics from Stage 1
• Step 5 Monitor and optimize to maximize
  impact. Inspect what you expect!

Deploying technology is not a destination, but
rather a journey . . .
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Developing a Strategic VoIP Plan
Collaboration is the single most important
organizational principle behind convergence
success.
The Converged IT Organization Best
Practiced Approach for Ensuring Success with
IP Telephony. Dated May 2005 InfoTech