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Using Voice Apps to Drive UCaaS Adoption
1. Selling UCaaS Using Voice Apps
Michael Sterl Dave Gilbert
VP North American Sales Founder/CEO
SimpleSignal SimpleSignal
2. Defining UCaaS
• SaaS typically looks at one particular software capability
such as CRM or desktop office productivity suites
• UCaaS encompasses a number of complex capabilities:
Shared Workspaces Unified Messaging
Desktop, Group &
Presence Telepresence Video Conferencing
Mobility
Voice
IM Voice Conferencing
3. Hosted Unified Communications
• Size of the UCaaS Market Now - $200 Million
• Size of the UCaaS Market in 5 Years - $5.6 BILLION!
Are You Positioned To Profit
From This Explosive Growth?
2009
2010
2011
2012
2013
Source: Wainhouse Research June 2009 2014
4. Challenge - Selling it Effectively
• FACT: 28 - 32% of potential buyers with less than 100
employees Continue to Think VoIP Suffers From
Major Quality of Service Issues
• Selling MUST begin with quality, assurance of reliability and
ease of migration (keep your existing number)
• Bottom line is they need to know “it works!”
• Next, establish the fact that it will save them money
You can’t sell UCaaS if your prospect
doesn’t trust VoIP to start with.
6. Why SimpleSignal is RELIABLE
• Geographically-redundant co-lo’s in CA and CO
• Auto-Failover
• Broadsoft Switch
• QoS - Constant monitoring of our edge router performance
• Nationwide carrier-class hosted VoIP network
• Trusted by thousands of business customers nationwide
7. SimpleSignal is AFFORDABLE
• Millions of $$ in “shared” cloud-based PBX technology
available for a dollar a day per user
• Pricing model flexibility ensures the most cost-effective
solution for each unique customer’s needs
• Domestic long distance included (no metering)
• Low international long distance rates
8. SimpleSignal is FLEXIBLE
• BYOB - One of the only service providers to allow
customers to keep their existing bandwidth provider.
We’ve cracked the code to provision on any network.
• Keep your existing phone number
• Choose from per seat or concurrent call pricing models
9. We’re There When You Need Us
• Fanatical Customer Service - Above all else,
we are a service organization!
• 24/7 Dedicated Technical Support
• Must communicate the importance of working with:
• A Tried and True VoIP Service Provider - Us!
• Experienced, Knowledgeable, Trusted Advisors - You!
10. Where Do We Start?
• Baby Steps!
• Understand the progression to integrating UCaaS
• Understand your client’s business process and problems
• Use UCaaS to improve business processes and solve
problems
11. Voice Apps Bridge the Gap!
• Prospects understand the concept of Apps (Thanks to Apple!)
• Voice apps allow you to improve business
processes by customizing the UCaaS solution
• Voice apps are scalable, flexible, affordable
• Use Voice Apps to ease your customer one
level at a time into a satisfied, “sticky,”
UCaaS customer.
12. 3 Levels of UCaaS - Level 1
• The Basics (Don’t Assume Prospects Get This!)
• Call Control Toolbar - Desktop access to all key features
• The Power of One!
• One Unified point of access - one number rings all
your phones
• One voicemail inbox to check
13. 3 Levels of UCaaS - Level 2
Mobility and Mobile/Desktop Integration
Voicemail to Text (Read your voicemails)
Call Swap Seamlessly swap calls between mobile and desk phone
Experience the Power of
Device Unification!
14. 3 Levels of UCaaS - Level 3
Voice/Application Integration
Salesforce.com
Microsoft Outlook
Connector
Hosted ACT! Connector
Microsoft Exchange
Google Analytics Facebook Connector
Integration
15. Summary
• Sell reliability and quality of the phone system first and why
• Next they must understand ease of migration and keeping
their existing phone numbers
• Then explain how they will save money
• Only then will they be open to the benefits of UC and now
the features and game changing voice apps become appealing
• Use baby steps to walk your customers through the
adoption process
• Have a thorough understand of how apps improve
16. THANK YOU!
Email: dave@simplesignal.com
Twitter: http://twitter.com/simplebigcheese
SimpleSignal.com
Dave Gilbert
Founder/CEO
SimpleSignal
Email: michael@simplesignal.com
Twitter: http://twitter.com/ss_telecombum
SimpleSignal.com
Michael Sterl
VP North American Sales
SimpleSignal