Enterprise Communicatioins Association(ECA) Mandate

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Enterprise Communicatioins Association(ECA)
Mandate

• Developing the Market for Convergence Solutions
• The ECA promotes the growth of healthy markets
  and effective sales channels for IP telephony and
  other converged voice, data, fax and video
  communications products and applications deployed
  in the enterprise.

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ECA Mandate

• ECA programs help channel executives
  profitably transform a voice or data distribution
  business to pursue convergence markets. ECAs
  sales and technical training helps employers
  retool the workforce to sell and support
  convergence solutions..

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ECA Information

• Richard Zimmermann, Chairman,
• Director, Network Solutions Forsythe Technology,
  Inc.
• Mary Bradshaw, Executive Director
• Max Schroeder, Media Communications Committee
  Chair, liaison with TMC

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ECA Information

• Enterprise Communications Association
• 1901 Pennsylvania Avenue, NW, 5th Floor
• Washington, DC 20006
• Attention Mary Bradshaw
• Phone [phone]
• Fax [phone]
• www.encomm.org

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ECA and TMC Form Partnership to Promote
Convergence Market Growth January 7, 2005

• Trade events 2004 2005 continuing in 2006
• Internet Telephony -- Miami 2005
• Internet Telephony -- Los Angeles 2005
• Internet Telephony Ft.Lauderdale 2006
• Monthly Column The Enterprise View
• Web Site Links
• Special Projects

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Iternet Telephony Miami 2006

• The ECA is bringing back its very successful
  Miami panel format
• Reseller Live is structured to maximize reseller
  participation
• E911, VoIP security, FoIP, top 5 Reasons to
  implement VoIP convergence

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ECA Sessions and Meetings

• ECA is exhibiting at Booth 324
• Meet at Booth at 800
• The Challenge of E911 Regulation Going on Now
• Disaster Preparedness Discussion Thursday,
  Jan 26, 130 230 Floridian Rm 316
• Host Speakers Max Schroeder and Rich Tehrani

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Todays Panelists

• Moderator
• Max Schroeder, Senior VP - FaxCore, Inc.
• Panelists
• Richard N. McLeod, Director, IP Communications
  Solutions, Worldwide Channels, Cisco Systems,
  Inc.
• C. Don Gant, VP Channel Marketing and Business
  Development, Iwatsu Voice Networks
• Bob Sanders, Partner, AXIOM Sales Force
  Development

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Submit Questions to TMC

• The 1 challenge resellers must overcome to win
  customer acceptance of VoIP
• The 1 closer (feature, price, etc.) to cinch the
  sale
• The most important resource a vendor can provide
  to help you increase VoIP sales. 

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First Panelist

• Questions will be addressed when all panelists
  have completed their sessions

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The 1 Challenge Resellers Must Overcome to win
Customere Acceptance of VoIP

• The fear of not understanding - voice packs, QoS
  and bandwidth requirements on the netwok.
• Quality/Reliability of Calls Real or imagined?
• Perspective -- Vendors getting dealers to push
  VoIP. Many resellers are still in the TDM world
  which is a big hindrance
• Concerns about the network going down and losing
  phone service is by far number one.
• Resellers first need to understand and embrace
  VoIP themselves

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The 1 Closer to Cinch The Sale

• Overall value offered to the customer their
  business selling a full buy in of a converged
  system.
• SIP -- The ability to use SIP clients and future
  technology with UM, FoIP and other applications. 
  SIP trunk capability is a huge advantage with
  some clients.
• Campus Solution -- (Single Network w/transparency
  between nodes).
• Are you providing real solutions that improve the
  business process of the end-user?
• Customer control of add moves and changes
• The customers are looking for applications that
  can reduce costs and improve productivity.

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The Most Important Resource a Vendor Can Provide
to Help Increase Sales

• Training -- Certified Technical Course,Web Base
  Technical Course, Distributor Website, Regional
  Managers and Inside Sales Support Team.
• A complete working kno-- wledge of VoIP
  implementation equipment, bandwidth requirements
  and application.
• Configuration Assistance / Product and
  Application Training / Contact Strategy /
  offering the IPS services (Iwatsu).

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The Most Important Resource a Vendor Can Provide
to Help Increase Sales

• Vendors need to be training resellers on IP, not
  just their own products.
• A knowledgeable sales staff that can make the IT
  person feel comfortable with their solution.
• Ability to promote applications to solve business
  problems is the primary tool.
• The use of network assessment should be a
  strong tool in helping drive the final vendor
  selection.

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The top 5 reasons an end-user should implement
VoIP

• Shared networking -- data, fax and voice can
  share the same route/path throughout the network.
  
• Single network in a multi-node environment.
• Transparency between nodes.
• Tele-workers.
• SIP clients and applications.
• SIP trunks.
• Remote phones.

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The top 5 reasons an end-user should implement
VoIP

• ROI
• IT personnel belileve this will make their
  position more powerful I.e. Job Security.
• Solutions to business problems by use of
  applications and integrated in the solution
• Improving corporate communications by improved
  networking 
• Better utilization of company's resources by
  sharing network connections for voice, fax and
  data uses
• Improved control on telecommunications expenses
• Direct ability to implement moves and changes

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Top 5 Reasons For Customers To
Migrate To IPC

• Technology obsolescence the time is right
• Redundancy business resilience
• Reduced expenses total cost of ownership
• Virtual networking of business locations
  (including partners even customers)
• Enhanced employee productivity customer
  satisfaction from applications integration

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Top 5 Reasons For VARs To
Build An IPC Practice

• Todays Buying Criteria Requires It
• Blended end-to-end technology requirements
• Converging CIO/TCM Depts./Decision Making
• Successful Service Practice Requires It
• 2-3X Revenue Growth Opportunity
• Increased Prof/Mgd Services Opportunity
• Increased Customer Value Add / Retention

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Top 5 Secrets To VAR Success Building An IP
Communications Practice

1. A Strong Foundation In Convergence Networking
   (LAN, WAN, Security, QoS,
   Wireless, etc.)
2. Applications Software Skills Beyond Voice
   Apps (Directory Services, MS Exchange, Lotus
   Notes, CRM, XML, etc.)
3. A business process improvement, consultative and
   financial sales methodology - not technology
   selling. Likely requires significant sales team
   changes.
4. Solid integration, professional services, managed
   services competencies and offerings. Managed as
   a Professional Services PL.
5. A vertical emphasis with a unique offer to the
   market which includes a uniquely packaged group
   of IPC enabled business applications surround
   services.

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ECA Sessions and Meetings

• ECA is exhibiting at Booth 324
• Meet at Booth at 800
• The Challenge of E911 Regulation Going on Now
• Disaster Preparedness Discussion Thursday,
  Jan 26, 130 230 Floridian Rm 316
• Host Speakers Max Schroeder and Rich Tehrani

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ECA Information

• Enterprise Communications Association
• 1901 Pennsylvania Avenue, NW, 5th Floor
• Washington, DC 20006
• Attention Mary Bradshaw
• Phone [phone]
• Fax [phone]
• www.encomm.org