Pennsylvania Apartment Association & Comcast Partnership Agreement. XFINITY Communities

Transcription

1 Pennsylvania Apartment Association & Comcast Partnership Agreement XFINITY Communities

2 Introductions January 10, 2017 Discussion Topics Comcast Corporate Overview PAA/Comcast Partnership New Agreement Highlights Compensation Schedules Marketing Support Statements More about your Comcast Partners Account Executives - Initial POC Community Acct Rep s (CAR s) & Xfinity Sales Professionals ( XSP s) Engagement Support Team

3 Network & Services Comcast Team Contacts Comcast Corporation Overview Operating Principles Top of the list - CUSTOMER EXPERIENCE WILL BE OUR BEST PRODUCT Others include: Lead with Game-Changing Technology, Be open to New Ideas, Do what s right for customers, employees and the community 53 Year-old Company Headquartered in Philadelphia, PA Fortune 50 Company Leading provider of Entertainment, Information and Communications products & services Largest Cable TV provider in the Nation Serves more than 22 million video customers 19 million High-Speed residential Internet customers 10 million Voice customers In 39 states and the District of Columbia Additionally Comcast owns NBCUniversal, Cable Networks and Theme Parks Employ over 100,000 people Nation-wide

4 Employ over 7,000 people dedicated to providing our services to the greater Philadelphia market PAA/Comcast Partnership The Apartment Association/Comcast Partnership spans 15 years dating back to 2001 & includes several iterations of the agreements Most recent agreements for association members are 5 years and provide for automatic renewals Agreements focus on Video, High Speed Internet and Voice Services Historically, PAA contracted buildings have outperformed other Regional MDU s Competitive landscape has shifted dramatically since the early 2000 s year Negotiations for new agreement templates have spanned close to a

5 Current focus is on Exclusivity and Enhanced Revenue Share New Agreement Highlights Deal points are being finalized - contract language T s & C s are static and have been vetted through PAA legal on behalf on association members Agreement Term: 5 years Up to $150 per unit one time compensation payment dependent on portfolio size Three Product Marketing Compensation ( Revenue Share ) Requires Exclusive Marketing Rights for all Three Products Alternate agreement option delivering Video Exclusive Marketing Now, with Internet/Phone Exclusive Marketing at a Specific Date in the Future not to exceed 24 months Courtesy Services are available dependent upon property size Property must be a PAA Member-property upon execution of agreement

6 New Agreement Highlights Processing of agreements Comcast AE connects with Property Owners main POC AE/Property Owner prepare a Portfolio Spreadsheet Owner provides a completed W9 as well as a Property Address List Upon completion of Spreadsheet, AE confirms data with PAA Once data is confirmed, AE sends spreadsheet for processing and creation of Services & Courtesy Agreements Agreements are processed and sent directly to owner for signature Once signed, agreements are sent (via a prepaid, preaddressed envelope) to the Comcast Regional office for processing Processing of agreements could take some time Patience please

7 CABLE SERVICE MARKETING SUPPORT COMPENSATION SCHEDULE CABLE SERVICE PENETRATION LEVEL EQUAL TO OR GREATER THAN: LESS THAN: Compensation Schedules Marketing Support Compensation Schedules % OF CABLE SERVICE REVENUE PAID 0% 35% 0% 35% 40% 1% 40% 50% 2 % 50% 55% 4% 55% 60% 7% 60% 65% 8% 65% 71% 9% 71% + 10% One-Time Compensation Schedules One Time Comp Payment One Time Comp Payment * Deferred

8 Unit Count Door Fee Unit Count Door Fee >= 5,000 $150 >= 5,000 $100 upfront, $50 later >= 2,000 $120 >= 2,000 $ 85 upfront, $35 later 1,000 1,999 $ 80 1,000 1,999 $ 55 upfront, $25 later $ $ 35 upfront, $15 later <= 399 $ 20 <= 399 $ 15 upfront, $ 5 later *Deferred agreements must be within 24 months of contract execution Marketing Support Statements

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10 More About Your Comcast Partners Business Development Account Executives (AE s) Led by Gary Kotzen, the AE team consists of highly experienced Business Development specialists who work closely with owners, operators and managers of MDU s in the region to negotiate standard Services Agreements and Bulk contracts. The AE s are the PAA members initial POC within the company. Community Account Representatives (CAR s) & Xfinity Sales Professionals for MDU s (XSP s) Led by Beth Freiman and Stacey Smith, the team provides a professional Concierge service to all of our partners. They develop Property Profiles, work with your On-Site Staff, provide Sales Collateral Materials, pick up Equipment, plan Events, Escalate Service/Repair issues, and most importantly drive customer Growth & Revenues. Multi-Dwelling Unit (MDU) Support Led by Sandy Houser, the MDU Support team is a highly experienced group of customer support staff who help establish new Accounts, process Contract Renewals, populate important data in the database, implement Rate Increases, generate internal Reports, administer Revenue Share and Door Fee payments, and help resolve Escalations from property managers. Multi-Media Management (M3) A professional-partner firm that provides periodic assistance to Comcast to enable us to manage very large MDU related projects in a timely manner, improve our Database Accuracy, provide Analysis, review and update records. M3 will assist in the administration of the PAA renewals across the region.

11 Business Development Account Executives Initial POC Account Executives (AE s) - AE s work with designated accounts within the region Local Presence - AE s (as well as the CAR s, the XSP s and the Support team) are professionals who live in your market Portfolios - AE s will handle all of your properties and will be the main POC Property Analysis - AE s will work with the Support team to provide important customer penetration data/detail Contract Negotiations - AE s are empowered to speak on behalf of Comcast Customer Profiles - AE s help populate Portfolio Templates and gather information so Comcast can accurately establish accounts Technical Support - AE s are liaisons with Technical Operations & Construction W9 Owners complete W9 s which gather required data for timely administration of payments

12 Property Address Lists Owners provide confirmation of unit counts for revenue share via updated Property Address lists Community Account Rep s (CAR s) & Xfinity Communities MDU Team (XSP s) Welcome to Our Concierge Service Constant Contact - CAR s & XSP s are dedicated to your properties Onsite Staff - they are the primary POC for your property team Sales Collateral - deliver and stock POP displays on your properties Event Planning - work with your team to implement promo Events SaleSpace - gather info to update our MDU data base SFA - use handheld devices to immediately update records Sales - establish new accounts and upgrade current customers Escalations - serve as another POC to resolve issues on property

13 Revenue Assurance - your ticket to increased Revenue Share Community Account Rep s (CAR s) & Xfinity Communities MDU Team (XSP s) Welcome to Our Concierge Service Building Upon our STRONG Partnership Upon execution of the Broadband Services Agreements Partnership Alignment - Aligning partnership with subscriber growth Relationship Integration - Inclusion of Community Account Rep s (CAR s) & Xfinity Sales Professional s MDU Team (XSP s) connecting the AE, CAR/XSP, Property Owner & Property Manager Fulfillment of Expectations - CAR s & XSP s responsibilities include working closely with Property Owners, Property Managers and residents Constant Contact - CAR & XSP Reps are dedicated to your properties Onsite Staff - they are the primary Point of Contact for your team Sales Collateral - deliver and stock POP displays on your properties Escalations - serve as another POC to resolve issues on property Agreement Fulfillment - the Comcast fulfillment channel for Marketing and Support agreements Communications - develop effective internal/external communications game

14 plan ER Tickets - resolve Escalated Response tickets on behalf of team Primary Functions of the MDU Support Team Administration - responsibility for day-to-day admin across region Bulk Customer Care - primary POC with Bulk Customer Care team Communications - development of effective internal/external communications ER Tickets - resolve Escalated Response tickets on behalf of the internal team New Market - create a dynamic New Market Development process Reporting & Analysis - periodic reporting of trends within space Revenue Share - audit and improve current Revenue Share program

15 Network Sound, Advanced Engineering An advanced platform with continuous product rollouts A leader in innovation as Comcast continues to roll out the latest in features and functionality such as the X1 Platform and internet speed increases An operation that is focused on the customer and minimizing impact to customer services Customer focused metrics that keep our eyes on the ball to continuously improve performance

16 XFINITY Video Services - Video X1 DVR: a DVR that does it all. Record and watch up to six shows. Stream your DVR library at home or on the go. 500 GB of storage XFINITY On Demand: Enjoy instant access to thousands of hit movies, the latest episodes of the top 100 shows, and loads of kids programming included with your service at no additional cost. X1 Voice Remote: Say it. See it. The X1 Voice Remote makes it easy to find what you want faster. Use voice commands to change channels, search for shows, get recommendations, and more. Top 100 saved for you: We save the latest episodes of the top 100 shows for you, so they re ready to watch when you are. Recommended for you: Discover new favorites with recommendations based on what you re watching. The more you watch, the better it gets. X1 Sports app: Turn your TV into a scoreboard with the X1 Sports app. Track multiple games at once and check the latest scores and standings, all while watching another game. XFINITY TV app: All your TV all in one place with the XFINITY TV app. Stream live TV and XFINITY On Demand on any device at home or on the go. Last 9: Get a shortcut to the last shows and channels you ve watched with the touch of a button Smart Search: Easily search across live TV, On Demand, and your DVR library. Just search for a title, genre or actor, and instantly find what you re looking for. Kids Zone: Get peace of mind with the Kids Zone. Now your children can easily and safely navigate age- appropriate shows without supervision. Next episode auto-play: XFINITY X1 queues up the next episode of the show you re watching making it easy to catch upon your favorite shows. Automatic playlists: Set your kids favorite shows, or your favorite musical artists, to shuffle for an instant playlist.

17 Apps right on your TV: Check weather and traffic, listen to music on Pandora and more. Web videos on your TV: Send web videos from your laptop or mobile device right to your TV and start watching instantly. Services - High Speed Internet XFINITY Internet Fast XFINITY delivers the fastest Internet in America, according to Speedtest.net. Consistently fast speeds even during peak hours, when everyone s online. XFINITY continues to innovate, including 17 speed increases in the last 15 years. Reliable The most WiFi coverage for your entire home. With XFINITY WiFi stay connected with access to over 8,000,000+ hotspot locations around the country. Save on your wireless data plan. Sign in once and XFINITY will automatically

18 XFINITY Internet Tier Speed ( down / up ) remember your device. Speed increases as of Oct 2016 Secure Stay safe online with unmatched online security included with your service. Services - Voice Gigabit Pro Blast! Performance Pro 2 Gbps / 2 Gbps 200 Mbps / 10 Mbps 100 Mbps / 5 Mbps XFINITY Voice Home phone features: Reliable home phone service with the best call clarity Get 12 popular calling features including Caller ID, call waiting, voic , and more. Caller ID across your TV, tablet and smartphone. International calling features: Talk as much as you want to nearly half the world for one low monthly price. Save on your wireless plan when you call Canada, China, India, Mexico, South Korea, Hong Kong, Singapore and Puerto Rico. Easily stay connected to nearly half the world at home or on the go with your smartphone or tablet. XFINITY Connect app Download the free XFINITY Connect app and use your home phone number to stay connected on the go. Unlimited nationwide talk and text on Performance Performance Starter 25 Mbps / 5 Mbps 10 Mbps / 2 Mbps

19 any WiFi-enabled mobile device Enjoy enhanced features like Readable Voic and Advanced Call Forwarding. Let the entire family stay connected - create up to four additional phone numbers and assign to any WiFi-enabled device. Connect via a WiFi hotspot and save on your wireless plan Traveling overseas? Save on your wireless plan with free calling to US numbers when you connect to any WiFi hotspot Services - App s for Smart Devices Mobile APP s for Smart Devices XFINITY My Account - We should fit into your life, not the other way around. With the XFINITY My Account app you can pay your bill, manage appointments, view or edit your WiFi Network name or password, and troubleshoot your devices. No Lines. No Waiting. XFINITY TV - All your TV, all in one place with the XFINITY TV app. Stream live TV and XFINITY On Demand on any device at home or on the go. If you're an X1 customer, you can also stream or download your cloud DVR shows to your device and watch anywhere. XFINITY TV Remote - Use your smartphone or tablet as a remote control. Change channels, browse XFINITY On Demand and TV listings, and even schedule your DVR when you're away from home.

20 XFINITY Connect - Stay connected with the XFINITY Connect app to get the best out of your home phone service at home and on the go. Enjoy unlimited talk and text, Caller ID across multiple screens and Readable Voic . XFINITY WiFi - Locate and get directions to millions of XFINITY WiFi hotspots in cities nationwide. Plus, enjoy enhanced security features at select hotspots. Primary Sales & Support Team Gary R. Kotzen - Senior Regional Manager of Business Development - Phone: , Gary_Kotzen@comcast.com Bob Arthur - Strategic Account Executive - Phone: , Robert_Arthur@comcast.com John Oliveri - Strategic Account Executive - Phone: , John_Oliveri@comcast.com Jesse Craig - Account Executive - Phone: , Jesse_Craig@comcast.com Keith Crecco - Account Executive - Phone: , Keith_Crecco@comcast.com Jennifer Duca - Account Executive - Phone: , Jennifer_Duca@comcast.com John Mammele - Account Executive - Phone: , John_Mammele@comcast.com Joe Millio - Account Executive - Phone: , Joe_Millio@comcast.com David Moffett - Account Executive - Phone: , David_Moffett@comcast.com Demetri Tzovolos - Account Executive - Phone: , Demetri_Tzovolos@comcast.com Beth Freiman - Regional Manager, Community Account Reps - Phone: , Beth_Freiman@comcast.com

21 Stacey Smith - Area Sales Manager - Phone: , Stacey_Smith2@comcast.com Sandy Houser - Manager, MDU Sales Support - Phone: TBD Sandra_Houser@comcast.com