Death of the PSTN - Webinar slides
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Death of the PSTN
Overview
This deck provides sales teams guidance on how to use the retirement of the PSTN as a sales message when working on Hosted VoIP/UC opportunities.
Provides concepts you can weave into discussions with customers
Provides a different set of talking points
Provides a refresher on Hosted VoIP
The Changing Face of Business Communications
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Smart DevicesSmart phones, tablets, PCs
MobilityIncreasingly mobile workforce
Faster BroadbandBroadband speeds accelerating
Unified CommunicationsUsers using a variety of communications tools
Generation YExpect advanced
communications tools
Business Communications
Time is Running Out for the PSTN
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By 2018 only 6% of American household will use the PSTN
Of the 14M US business lines shipped in 2013 over 75% were VoIP based
FCC to switch off the PSTN by 2018
POTS revenue to decline by almost 70% by 2018
AT&T petitions for accelerated sunset plan for the PSTN to divert funds to Broadband
PSTN
All IP Network
Graphic Illustration of the Issue of PSTN Switch Off
1875 2018
Invention of PSTN
Alexander Graham Bell started American Bell …
You are Here!
Less than 4 years till the switch off date
4 Years Away from Switch off
PSTN
What Does This Mean To You?
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Content/topic to provide insight selling…bring value to your customer
A new and exciting sales opportunity to sell hosted UC and retire quota…the window is WIDE open
Potential to bundle services to make more commission (e.g Broadband and Hosted UC) and lock in customer with a “sticky” solution
Target PSTN installed customers
The Impact to Your Customers
Risk More chance of what he/she
buys could be end of life much earlier than expected
IP Cost Savings IP networks deliver
significant cost savings to the enterprise
Productivity IP networks provide advanced
productivity solutions for the business user
Flexibility Hosted IP Unified Communications is
flexible to the scale of your current and future business needs. Just buy what you need, when you need it. Downsizing is simple as well.
Improved Customer Interaction IP networks improve the responsiveness and
time to resolution for customer inquiries
Business Continuity IP based hosted
systems are more resilient than older premise based systems
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Instant access to your colleagues and customers availability
No more wasted time trying to find people
Integrates with traditional and new ways of working,
from a simple call to sharing your ideas
What is Unified Communications?
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Your own virtual meeting room, accesible anywhere, anytime
One identity, multiple devices, for all services
PC, Mac, Android and iOS
Simply drag or invite people into your room to communicate in the most efficient way, audio, video,
chat and share
Flexible configuration options
allows users to control how and when they can be contacted
Conversation Points That Start the Sales Process
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Leading Question? What?Tell me more
Have you heard about the issue of PSTN sunset and what that means for your
PBX?
What alternative solutions are out there?
What is the impact?
The major Telcos like AT&T and Verizon are moving quickly to turn
off the network into which your PBX is connected. The FCC is in
full support.
Your PBX will probably be discontinued very soon. PSTN
resources, support and investments are limited. You
should start to consider alternatives?
I would advise that you look at a hosted UC solution. It is much
more flexible and efficient than a PBX and provides numerous
productivity features.
How You Benefit From This Trend?
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A
CB
What are the major benefits to a sales rep from this market change?
Successful Hosted UC salespeople are typically ranked as top producers
Selling Hosted UC brings significant product bonuses and quota relief
Hosted UC has been proven to significantly increase customer stickiness yielding improved chances of selling other products and contract renewal.
Another twist on how to approach your prospects with insight and value
What Should I Do Next?
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STP-Strategyn
Stop Educate Sell
Stop selling TDM systems now. TDM premise based systems are out of date and will rapidly become end of life
Obtain training on the latest hosted systems which make use of all IP networks and deliver additional value to your customer
Sell hosted PBX systems to your customers. It is the right solution for their needs and will not suffer obsolesence issues like premise based systems
S E S
Death of the PSTN