CLOUD SUMMIT 2014
CLOUD SUMMIT 2014 Register Now for the Cloud Channel Event of the Year!
April 7-9, 2014 IngramMicroCloud.com CS14SMP2 The Westin Diplomat in Hollywood, Florida Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
1 130501_1
Cash In On The Cloud Voice Opportunity Without Being An Expert! Mark Sher Director, Cloud Voice Product Marketing
2
Agenda What Is Hosted PBX? Intermedia Makes Selling Hosted PBX Simple How to Sell It
3
What Is Hosted PBX?
4
Office in the Cloud: Our Suite of Services
Identity & Access Management Email Services
File Sync & Share
Collaboration & File Management
Archiving & Backup
Mobility
HostPilot® Control Panel Application Infrastructure
Voice Services
INTERMEDIA’S DIFFERENCE: THE WORRY-FREE EXPERIENCE Reliability
Empowerment
Support
You can trust the cloud to securely underpin your business.
You can manage and use your cloud any way you want.
You can rely on us 24/7 to assure ease of doing business.
Confidential
5
How Big Is the Hosted PBX Market Opportunity?
Only 17% of SMBs with 20-500 employees in the U.S. have moved to Hosted PBX1 17%
3.5M
8M
Lines
Lines
2012
2015
US SMB (1-1500) Hosted VoIP lines2 1
J.P. Morgan and Infonetics Research (2013)
2 Frost
& Sullivan (2012); internal analysis
6
On-Premises Phone Systems Are a Thing of the Past With Intermedia Hosted PBX, These Problems Go Away… •
Expensive hardware
•
Weeks to deploy
•
Requires a technician
•
Difficult to configure
•
Complex moves, adds & changes
•
Complex wiring diagram
•
Proprietary phones
•
Managing phone company lines
•
Monthly phone company charges
•
Upgrade charges
7
Hosted PBX Overview High Quality, Feature Rich System • Business-class features • Auto Attendant, ACD, Desktop
Reliable, Scalable, Brandable • 99.999% uptime • Switching over 1 billion min/yr • Completely white label
Inexpensive to Install & Maintain • Plug and play installation • Web-based portal for users and admin
Easy to Buy • Configured for each customer • No long term contracts • No cancellation fees
Designed for Business • Over 50 features included • Unlimited local & LD 8
Feature Highlights
Auto Attendant
Mobile Softphone
Hunt Groups
Follow Me
Unlimited Calling in the U.S.
Conferencing
CallScape/Outlook (click-to-call)
Voicemail to Email
WebFax & Fax-to-Email
9
CallScape for Outlook - Included
Built-in Business Continuity Features Protect your customer’s business from
Business Continuity protects your business against unforeseen outages and ensures uninterrupted communications.
99.999% network uptime
Auto attendant
Automatic failover
11 11
Mar. 12 Hosted PBX Launch Overview
12
All New Deals Starting March 12, 2014
Lower partner pricing for higher profitability
New provisioning and ordering processes for streamlined selling
New features: cordless phone support, intercom/paging, control panel, web-based faxing and call queuing
Enhanced architecture and scalability, with 99.999% reliability, to boost system performance
Confidential
13
New Hosted PBX vs. Existing Intermedia Hosted PBX Capabilities •
•
•
Faxing (options) • Send and receive faxes via the Web • Separate fax line for analog fax machines can also be ordered CallScape (PC Client) • Real-time line monitoring & Click 2 Call • Salesforce.com integration for screen pop Wireless Enabled • Wireless adaptors supporting deskphones (eliminating cabling) • Cisco cordless phones (DECT) for onsite mobility
• 50% Lower Call Bandwidth •
New HPBX= 32 kbps per call path
•
Existing Intermedia = 64 kbps per call path
• Save Even More Money •
“Lobby phone” monthly rate is discounted
• Conferencing
•
•
Robust support for up to 100 users, and personal dial-in phone numbers
•
Conference call recording
And also…
Caller ID • Caller Name ID (CNAM)
Intercom & paging via phones
Phones • Full suite of Polycom phones
Web-based and group voicemail
Outlook Click-to-Call plugin for Windows
Call queuing (with queue name display)
CONFIDENTIAL
14
Pricing
15
Partner Pricing
Buy at this price
Sell at this price
Buy at this price
Sell at one of these prices
Compensation - Partner vs. Agent Intermedia Partners
vs. Agent Programs
Your brand Your bill You own the customer
• Vendor’s brand • Vendor controlled bill • Vendor owns the customer
You make •
You make
26% margin @ $29.99/line/mo. = $7.74/line/mo. profit
•
$20/phone = avg. profit
•
For a 10 phone/line customer*: 1 yr. = $1,128 2 yrs. = $929 3 yrs. = $929 Total = $2,986
•
Upfront (one time): $90
•
Industry: 5% on $29.99/line/mo = $1.50/line/mo. commission
•
For a 10 phone/line customer 1 yr. = $1,080 2 yrs. = $180 3 yrs. = $180
Total = $1,440
* NOT including services and other hardware that can add over an additional 10%
17
Intermedia Makes Selling Hosted PBX Simple
18
Why Intermedia?
Because we have the tools, support, and product to put you in the voice business WITHOUT being a voice expert!
19
Intermedia Makes It Easy!
Robust White-Label Partner Program Gives you control over: •
Branding
•
Margins
•
Billing
•
Bundling
•
Total customer ownership
Easy to Deliver Intermedia simplifies selling and set up: • Activate new customers via online Control Panel • VIP Desk • Quote tool • Online pre-qual • VoIP testing tool
Full Control with Partner Portal • Granular control over each account • Customize to reflect your brand, end-user pricing and more • Robust API package
Robust White-label Partner Program Puts You in Control Intermedia provides: •
Cloud services & Infrastructure
•
Free seamless migrations
•
Sale support to help you close deals
•
Marketing support delivered through our partner sales portal
•
24/7 Technical Support
You provide: Professional Services
Brand
L1 support
Billing/Pricing
21
Easy to Deliver Success Starts with the Sale Online Prequal
Insures service availability
VoIP Test
Insures high quality data circuit for call quality
VIP Desk (Sales Support Team)
Partners do NOT have to be voice experts!
Online Ordering
Quick order fulfillment
Complete & Detailed Quoting
Proper expectation setting, includes taxes, fees & shipping
Purchase Fully Provisioned Phones from Intermedia
No need to log into phone. Central provisioning capability makes installing phones quicker
Confidential
22
Easy to Deliver VIP Desk Mission: create a “worry free” sales experience for Partners WHAT
Quoting
Order Entry Sell with
PARTNERS
“Think of the VIP Team as an extension of your own sales support capabilities. They are here to help you with ANY and sales activities”
Product specialist VoIP Test
23
Easy to Deliver VoIP Testing Data Circuit Test • Ensure customer’s network can support high-quality VoIP traffic • 3-day “soak” test tuned to number of phones customer will buy • Tests for jitter, packet loss, latency and delay
Confidential
24
Full Control with Partner Portal Doing Business Is Easy Features include: • Customize the portal to reflect your brand, end-user pricing and more • Full administrative control over end-user accounts • A full complement of end-user billing tools • Robust API package • Access an entire suite of brandable sales resources delivered from our partner sales portal
Intermedia’s brandable partner portal
25
Circle of Success The Intermedia Advantage Sales Support Online prequal, quoting, circuit testing AND VIP Sales Support
Full Suite of Cloud Services
Onboarding
Hosted email, File Sync & Share, etc.
Partner Portal Account control, brandable collateral, billing & more
We help get your customer setup right
Your Brand
Billing and Taxing We handle all taxation
Compensation
Technical Support
Strong margin to build recurring monthly revenue
Web-based tools and live support
26
How to Sell It
27
Customers & Prospects • Using an on-premises phone system
• Small & Medium Size Businesses (SMBs)
300 Users
Who?
• May also be using another hosted VoIP solution, cell phones or land lines
200 100 Sweet spot
• Business grew too big
Buying Triggers
• Need more features • Keeping their aging phone system running is expensive • End of their phone system contract
• Opening a new/additional office(s) or department(s)
28
Decision Maker Drivers • Business Leaders Want to minimize costs, and preserve existing initiatives and processes that work, and improve those that don’t
• IT Leaders Want control and reliability, as well as simplified management, deployment, and scalability
• End-users Want phones that require minimal re-training while enabling mobility
Important: In smaller businesses one person may cover more than one of these roles
29
Hosted PBX vs. on-premises systems
Communicate more effectively with
Simplify management & scaling with a
rich features, conferencing & mobility
powerful intuitive web-based Control Panel. Add users and manage features with a few clicks
Cut capital, maintenance & long distance costs by over 50% with flat per-user monthly rates
Eliminate worries with free rapid onboarding, superior live partner support and the highest levels of reliability
Streamline management and support with our cloud services suite: email, archiving, file sync / share, and more
30
Hosted PBX vs. On-Premises Costs over 50% savings
• Customers get an attractive total cost of ownership (TCO) with Hosted PBX • Partners get a recurring revenue stream, without the support and upgrades costs of an a on-premises system COST
YEAR 1
YEAR 2
YEAR 3
PBX system*
$50,000
-
-
-
$9,000
$9,000
In-house IT staff (salary growth at 3%/year)
$2,000
$2,060
$2,122
Toll and trunking charges
$12,300
$12,300
$12,300
TOTAL COST OF ON-PREMISE PBX
$64,300
$23,360
$23,422
TOTAL COST OF HOSTED PBX
$17,994
$17,994
$17,994
$53,982
SAVINGS FROM USE OF A HOSTED PBX
$46,306
$5,366
$5,428
$57,100
Annual maintenance
TOTAL
$111,082
* For a 50 seat company
31
Intermedia Hosted PBX vs. Other Cloud Providers Intermedia Hosted PBX
Other hosted PBX providers (8x8, Ring Central, Fonality, Vocalocity)
Consumer Calling Services (Skype, Google Voice)
Includes unlimited calling
Single bill for email & phone services Single source for cloud services support Single admin tool for email & phone services Free onboarding and migration Depends on vendor
Keep your existing phone numbers
Depends on vendor
Includes Fortune 500-style features Pre-integrated with Intermedia cloud services suite
Click-to-call is only possible through Outlook plug-in
Click-to-call is only possible through Outlook plug-in
32
Hosted PBX Ad-on Services Connectivity
• • •
Bandwidth needs assessment, upgrading Connection set up Service
Phones
• • •
Resell phones Phone installation New switches, routers, cabling
Additional services
• • •
Additional local & toll free numbers Conference Calling ANY other Intermedia service!
• •
EASILY customize each system for each customer Full-service set up
• • •
Bundled Support package Per event- Install
Configuration packages Support services
33
Hosted PBX Free Polycom SoundPoint IP331 Desk Phone
Free phone promotional offer includes one free Polycom IP 331 phone per purchased line of service. Cancellation within one year (except for within Intermedia's 30 day money back guarantee period) will result in the customer paying for the pro-rated value of the phone at our 12 month 0% financing monthly rates. For example if a customer receives a free phone and cancels after 6 months of service, the customer is responsible for 6/12th of the cost of the phone based on the phone's 12 month monthly purchase price.
4/7/2014
34
Signup with Intermedia Today: 4 Easy Steps No commitments, no minimums, no cost to sign up
1
Visit ingram.serverdata.net/signup
2
Create your partner account login credentials
•
Go to the Partner Portal
3
Provide your company contact information
•
Enable “Hosted PBX” in product selection
4
Agree to the terms and conditions
•
Start selling
Already an Intermedia Partner?
Need help selling? •
•
Once you’re signed up, we’ll assign you a dedicated partner development executive for assistance with closing deals of all sizes – we’re here to help
We’ll also give you access to our Partner Portal which has an entire library of brandable sales resources
For more information, contact the Ingram Micro Services team 800.705.7057, Option 3 or e-mail [email protected]. 35
Q&A
36
April 7-9, 2014 IngramMicroCloud.com CS14SMP2 The Westin Diplomat in Hollywood, Florida Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
1 130501_1
Cash In On The Cloud Voice Opportunity Without Being An Expert! Mark Sher Director, Cloud Voice Product Marketing
2
Agenda What Is Hosted PBX? Intermedia Makes Selling Hosted PBX Simple How to Sell It
3
What Is Hosted PBX?
4
Office in the Cloud: Our Suite of Services
Identity & Access Management Email Services
File Sync & Share
Collaboration & File Management
Archiving & Backup
Mobility
HostPilot® Control Panel Application Infrastructure
Voice Services
INTERMEDIA’S DIFFERENCE: THE WORRY-FREE EXPERIENCE Reliability
Empowerment
Support
You can trust the cloud to securely underpin your business.
You can manage and use your cloud any way you want.
You can rely on us 24/7 to assure ease of doing business.
Confidential
5
How Big Is the Hosted PBX Market Opportunity?
Only 17% of SMBs with 20-500 employees in the U.S. have moved to Hosted PBX1 17%
3.5M
8M
Lines
Lines
2012
2015
US SMB (1-1500) Hosted VoIP lines2 1
J.P. Morgan and Infonetics Research (2013)
2 Frost
& Sullivan (2012); internal analysis
6
On-Premises Phone Systems Are a Thing of the Past With Intermedia Hosted PBX, These Problems Go Away… •
Expensive hardware
•
Weeks to deploy
•
Requires a technician
•
Difficult to configure
•
Complex moves, adds & changes
•
Complex wiring diagram
•
Proprietary phones
•
Managing phone company lines
•
Monthly phone company charges
•
Upgrade charges
7
Hosted PBX Overview High Quality, Feature Rich System • Business-class features • Auto Attendant, ACD, Desktop
Reliable, Scalable, Brandable • 99.999% uptime • Switching over 1 billion min/yr • Completely white label
Inexpensive to Install & Maintain • Plug and play installation • Web-based portal for users and admin
Easy to Buy • Configured for each customer • No long term contracts • No cancellation fees
Designed for Business • Over 50 features included • Unlimited local & LD 8
Feature Highlights
Auto Attendant
Mobile Softphone
Hunt Groups
Follow Me
Unlimited Calling in the U.S.
Conferencing
CallScape/Outlook (click-to-call)
Voicemail to Email
WebFax & Fax-to-Email
9
CallScape for Outlook - Included
Built-in Business Continuity Features Protect your customer’s business from
Business Continuity protects your business against unforeseen outages and ensures uninterrupted communications.
99.999% network uptime
Auto attendant
Automatic failover
11 11
Mar. 12 Hosted PBX Launch Overview
12
All New Deals Starting March 12, 2014
Lower partner pricing for higher profitability
New provisioning and ordering processes for streamlined selling
New features: cordless phone support, intercom/paging, control panel, web-based faxing and call queuing
Enhanced architecture and scalability, with 99.999% reliability, to boost system performance
Confidential
13
New Hosted PBX vs. Existing Intermedia Hosted PBX Capabilities •
•
•
Faxing (options) • Send and receive faxes via the Web • Separate fax line for analog fax machines can also be ordered CallScape (PC Client) • Real-time line monitoring & Click 2 Call • Salesforce.com integration for screen pop Wireless Enabled • Wireless adaptors supporting deskphones (eliminating cabling) • Cisco cordless phones (DECT) for onsite mobility
• 50% Lower Call Bandwidth •
New HPBX= 32 kbps per call path
•
Existing Intermedia = 64 kbps per call path
• Save Even More Money •
“Lobby phone” monthly rate is discounted
• Conferencing
•
•
Robust support for up to 100 users, and personal dial-in phone numbers
•
Conference call recording
And also…
Caller ID • Caller Name ID (CNAM)
Intercom & paging via phones
Phones • Full suite of Polycom phones
Web-based and group voicemail
Outlook Click-to-Call plugin for Windows
Call queuing (with queue name display)
CONFIDENTIAL
14
Pricing
15
Partner Pricing
Buy at this price
Sell at this price
Buy at this price
Sell at one of these prices
Compensation - Partner vs. Agent Intermedia Partners
vs. Agent Programs
Your brand Your bill You own the customer
• Vendor’s brand • Vendor controlled bill • Vendor owns the customer
You make •
You make
26% margin @ $29.99/line/mo. = $7.74/line/mo. profit
•
$20/phone = avg. profit
•
For a 10 phone/line customer*: 1 yr. = $1,128 2 yrs. = $929 3 yrs. = $929 Total = $2,986
•
Upfront (one time): $90
•
Industry: 5% on $29.99/line/mo = $1.50/line/mo. commission
•
For a 10 phone/line customer 1 yr. = $1,080 2 yrs. = $180 3 yrs. = $180
Total = $1,440
* NOT including services and other hardware that can add over an additional 10%
17
Intermedia Makes Selling Hosted PBX Simple
18
Why Intermedia?
Because we have the tools, support, and product to put you in the voice business WITHOUT being a voice expert!
19
Intermedia Makes It Easy!
Robust White-Label Partner Program Gives you control over: •
Branding
•
Margins
•
Billing
•
Bundling
•
Total customer ownership
Easy to Deliver Intermedia simplifies selling and set up: • Activate new customers via online Control Panel • VIP Desk • Quote tool • Online pre-qual • VoIP testing tool
Full Control with Partner Portal • Granular control over each account • Customize to reflect your brand, end-user pricing and more • Robust API package
Robust White-label Partner Program Puts You in Control Intermedia provides: •
Cloud services & Infrastructure
•
Free seamless migrations
•
Sale support to help you close deals
•
Marketing support delivered through our partner sales portal
•
24/7 Technical Support
You provide: Professional Services
Brand
L1 support
Billing/Pricing
21
Easy to Deliver Success Starts with the Sale Online Prequal
Insures service availability
VoIP Test
Insures high quality data circuit for call quality
VIP Desk (Sales Support Team)
Partners do NOT have to be voice experts!
Online Ordering
Quick order fulfillment
Complete & Detailed Quoting
Proper expectation setting, includes taxes, fees & shipping
Purchase Fully Provisioned Phones from Intermedia
No need to log into phone. Central provisioning capability makes installing phones quicker
Confidential
22
Easy to Deliver VIP Desk Mission: create a “worry free” sales experience for Partners WHAT
Quoting
Order Entry Sell with
PARTNERS
“Think of the VIP Team as an extension of your own sales support capabilities. They are here to help you with ANY and sales activities”
Product specialist VoIP Test
23
Easy to Deliver VoIP Testing Data Circuit Test • Ensure customer’s network can support high-quality VoIP traffic • 3-day “soak” test tuned to number of phones customer will buy • Tests for jitter, packet loss, latency and delay
Confidential
24
Full Control with Partner Portal Doing Business Is Easy Features include: • Customize the portal to reflect your brand, end-user pricing and more • Full administrative control over end-user accounts • A full complement of end-user billing tools • Robust API package • Access an entire suite of brandable sales resources delivered from our partner sales portal
Intermedia’s brandable partner portal
25
Circle of Success The Intermedia Advantage Sales Support Online prequal, quoting, circuit testing AND VIP Sales Support
Full Suite of Cloud Services
Onboarding
Hosted email, File Sync & Share, etc.
Partner Portal Account control, brandable collateral, billing & more
We help get your customer setup right
Your Brand
Billing and Taxing We handle all taxation
Compensation
Technical Support
Strong margin to build recurring monthly revenue
Web-based tools and live support
26
How to Sell It
27
Customers & Prospects • Using an on-premises phone system
• Small & Medium Size Businesses (SMBs)
300 Users
Who?
• May also be using another hosted VoIP solution, cell phones or land lines
200 100 Sweet spot
• Business grew too big
Buying Triggers
• Need more features • Keeping their aging phone system running is expensive • End of their phone system contract
• Opening a new/additional office(s) or department(s)
28
Decision Maker Drivers • Business Leaders Want to minimize costs, and preserve existing initiatives and processes that work, and improve those that don’t
• IT Leaders Want control and reliability, as well as simplified management, deployment, and scalability
• End-users Want phones that require minimal re-training while enabling mobility
Important: In smaller businesses one person may cover more than one of these roles
29
Hosted PBX vs. on-premises systems
Communicate more effectively with
Simplify management & scaling with a
rich features, conferencing & mobility
powerful intuitive web-based Control Panel. Add users and manage features with a few clicks
Cut capital, maintenance & long distance costs by over 50% with flat per-user monthly rates
Eliminate worries with free rapid onboarding, superior live partner support and the highest levels of reliability
Streamline management and support with our cloud services suite: email, archiving, file sync / share, and more
30
Hosted PBX vs. On-Premises Costs over 50% savings
• Customers get an attractive total cost of ownership (TCO) with Hosted PBX • Partners get a recurring revenue stream, without the support and upgrades costs of an a on-premises system COST
YEAR 1
YEAR 2
YEAR 3
PBX system*
$50,000
-
-
-
$9,000
$9,000
In-house IT staff (salary growth at 3%/year)
$2,000
$2,060
$2,122
Toll and trunking charges
$12,300
$12,300
$12,300
TOTAL COST OF ON-PREMISE PBX
$64,300
$23,360
$23,422
TOTAL COST OF HOSTED PBX
$17,994
$17,994
$17,994
$53,982
SAVINGS FROM USE OF A HOSTED PBX
$46,306
$5,366
$5,428
$57,100
Annual maintenance
TOTAL
$111,082
* For a 50 seat company
31
Intermedia Hosted PBX vs. Other Cloud Providers Intermedia Hosted PBX
Other hosted PBX providers (8x8, Ring Central, Fonality, Vocalocity)
Consumer Calling Services (Skype, Google Voice)
Includes unlimited calling
Single bill for email & phone services Single source for cloud services support Single admin tool for email & phone services Free onboarding and migration Depends on vendor
Keep your existing phone numbers
Depends on vendor
Includes Fortune 500-style features Pre-integrated with Intermedia cloud services suite
Click-to-call is only possible through Outlook plug-in
Click-to-call is only possible through Outlook plug-in
32
Hosted PBX Ad-on Services Connectivity
• • •
Bandwidth needs assessment, upgrading Connection set up Service
Phones
• • •
Resell phones Phone installation New switches, routers, cabling
Additional services
• • •
Additional local & toll free numbers Conference Calling ANY other Intermedia service!
• •
EASILY customize each system for each customer Full-service set up
• • •
Bundled Support package Per event- Install
Configuration packages Support services
33
Hosted PBX Free Polycom SoundPoint IP331 Desk Phone
Free phone promotional offer includes one free Polycom IP 331 phone per purchased line of service. Cancellation within one year (except for within Intermedia's 30 day money back guarantee period) will result in the customer paying for the pro-rated value of the phone at our 12 month 0% financing monthly rates. For example if a customer receives a free phone and cancels after 6 months of service, the customer is responsible for 6/12th of the cost of the phone based on the phone's 12 month monthly purchase price.
4/7/2014
34
Signup with Intermedia Today: 4 Easy Steps No commitments, no minimums, no cost to sign up
1
Visit ingram.serverdata.net/signup
2
Create your partner account login credentials
•
Go to the Partner Portal
3
Provide your company contact information
•
Enable “Hosted PBX” in product selection
4
Agree to the terms and conditions
•
Start selling
Already an Intermedia Partner?
Need help selling? •
•
Once you’re signed up, we’ll assign you a dedicated partner development executive for assistance with closing deals of all sizes – we’re here to help
We’ll also give you access to our Partner Portal which has an entire library of brandable sales resources
For more information, contact the Ingram Micro Services team 800.705.7057, Option 3 or e-mail [email protected]. 35
Q&A
36
