Partner Sales Playbook Atmosphere Cloud Communications 1
Table of Contents Introduction Atmosphere Cloud Communications IntelePeer & Cisco partnership Features Pricing Why Atmosphere Cloud Communications? Our approach Why customers choose us Competitors & key differentiators Selling Atmosphere Cloud Communications Target customers 2
Table of Contents Atmosphere Services Implementation process Support contacts Conclusion IntelePeer: a winning platform backed by winning support Partner resources 3
IntelePeer at a Glance OUR HISTORY OUR MISSION Stable, reliable leader in Voice Services & SIP since 2003 Rooted in carrier quality, applied to Enterprise To bring the power of the cloud and software to Business Communications We unleash the power of software and cloud to give our customers unprecedented control over their communications BACKED BY STRONG INVESTORS We provide: Full-Service Cloud Calling and Unified Communications Complete Cloud Contact Center Enterprise Voice Services and SIP Trunking Complete UC Enablement for Carriers and Hosters 4
Atmosphere Communications Platform Overview Cloud, contact center, and premises to address every business need CLOUD COMMUNICATIONS Complete Cloud-Based Calling, Meeting, and Collaboration with Cisco Spark CONTACT CENTER Full-Featured Contact Center Delivered through the Cloud VOICE SERVICES Flexible Premises and Hosted Deployment for Enterprises and Platform Providers Cloud Calling & PBX Unified Communications & Collaboration Advanced IVR ACD Predictive Dialer Intelligent Cloud Routing Agent Scripting Analytics & Reporting Calling Plans SIP Trunking Connectivity Platform Services Carrier Service Enablement 5
Atmosphere : One Platform Many Solutions Business Communications Cloud Calling and Unified Communications Enterprise Voice Services for IP and legacy PBXs Network-Level Auto Attendant, IVR, and Intelligent Call Routing Regional, National, and Global Presence Sales, Marketing, & Customer Care Auto Attendant Multichannel IVR ACD Predictive Dialer Intelligent Cloud Routing Agent Scripting Analytics & Reporting Platform Development A la carte global inbound dialing A la carte global outbound calling PSTN and Voice Services Add-Ons White label cloud-based contact center 6
Our Customers Healthcare & Pharma Manufacturing Financial Services Professional Services Consumer Goods Retail & DR Technology Education & Non-Profit 7
What Makes Us the Right Choice? Every IntelePeer product and sale is backed by: Expert Support Deploy with confidence thanks to our expertise in voice services, call center, and solution design Customized Solutions Our team of experts will design the best solution to fit your specific business needs Dedicated Account Managers Work with a single point of contact from deployment to ramp up and everything that comes after Self-Service Portal Scale on demand, deploy new features, and access reporting through your portal account 8
Atmosphere Cloud Communications Features, capabilities, and pricing
IntelePeer & Cisco Partnership 2003 IntelePeer creates all-ip platform delivering SIP trunking 2011 IntelePeer SIP trunks certified on Cisco products starting with Cisco Unified Communications Manager 8.5 2012 SIP certified with CUCM 8.5 2014 SIP certified with CUCM 9.1 2015 IntelePeer and Cisco engage on Spark Call PSTN enablement 2016 Spark Call launches with IntelePeer as first integrated media provider 2016 SIP Certified with CUCM 11.0 2016 Achieved Cisco Solutions Partner status 2017 SIP certified with Business Edition 6000 (BEK6) and Business Edition 7000 (BEK7) 2017 IntelePeer Services Layer enables ThinkTel to launch Spark service in Canada 10
Atmosphere Cloud Communications Overview Transform your business with Cloud Calling and Unified Communications & Collaboration from Cisco Spark powered by Atmosphere Voice Services CLOUD CALLING AND PBX All the calling features you need in a business phone system that you can take wherever you go UNIFIED COMMUNICATIONS Solve business communication challenges with messaging, meeting, and calling capabilities in one solution 11
Cloud Calling & PBX Features with Cisco Spark CLOUD-BASED PHONE & PBX All the features and benefits of a traditional PBX without the complexity of on-premises hardware plus receive product updates without additional investment CALLING ANYWHERE Make and receive HD-quality calls from your Cisco IP phone, web browser, Spark Desktop App, or the Spark App on your mobile device COMPLETE CALLING PLAN Everything you need for business calling in an unlimited monthly plan for just $8.95 per user. SECURE AND RELIABLE Direct connections to Cisco ensure network security while geo-redundancy and automatic failover provide peace of mind FLEXIBLE AND SCALABLE Easily expand to the complete Spark suite or Atmosphere Contact Center and Hybrid as your business needs change and grow 12
Unified Communications Features with Cisco Spark COMPLETE COMMUNICATIONS Message, Meet, and Call capabilities with Cisco Spark integrated into one platform for a complete communications experience INTUITIVE EXPERIENCE A friendly user interface that looks the same on any device and lets you find what you need quickly TOTAL COLLABORATION Create chat rooms for team discussions and switch to video calls or screen sharing with a single tap INCREASE PRODUCTIVITY Persistent messaging keeps the conversation going and helps teams become more agile in project completion and decision-making VIRTUAL WORK SPACES Make it simple for team members to access and collaborate on files by storing them in the Spark Room virtual workspaces 13
Pricing (1-year term) Atmosphere Voice Services for Cisco Spark Voice Services Bundles 1 telephone number per user Service available in lower U.S. 48 states Unlimited calling to U.S. 50 states & Canada Carrier/port fee included E911 included Base Pricing $8.95 per user Reserved Numbers Reserved numbers are telephone numbers and toll free numbers customers want to maintain with the communications service but do not have associated with a user. Taxes & fees are included. Base Pricing $1.00 per number 14
Additional Pricing Vanity/Specialty Numbers $75 per request (specific telephone numbers or sequence of numbers International Termination Separate charges apply - view full price list Satellite Termination Separate charges apply - view full price list Volume & Term Discounts Per-unit pricing on Atmosphere Voice Services bundles and reserved numbers varies based on volume, term length, and invoice type - view options 15
Voice Services Trial IntelePeer offers customers an opportunity to try Voice Services for Cisco Spark at no charge for a period of 30, 60, or 90 days after the date of service activation Initiated in the Cloud Collaboration Management portal Separate from IntelePeer s MSA/contract Up to 10 Voice Service Bundles Restrictions: Number porting / RespOrg Ordering numbers not in inventory International long distance No 911 testing (live service) Toll Free Service Full terms and conditions for free trials are outlined in the IntelePeer Trial Terms and Conditions 16
Atmosphere Fax Cisco Spark customers can replace legacy fax servers with a secure and reliable cloud-based service that integrates with most email clients and lets you send and receive faxes from any device. Stop dealing with slow, unreliable, and clunky fax machines. Upgrade to cloud-based faxing for improved productivity and reduced costs. Faxing Anywhere Easy Activation Cost Savings Reliability Secure Transmissions Disaster Recovery/Business Continuity Proprietary and confidential. 2016 IntelePeer, Inc. All rights reserved. 17
Atmosphere Fax Pricing plans to fit your business needs Features Essentials $15.00/month Premium $30.00/month Enterprise $75.00/month Users Fax Numbers 5 10 20 1 2 3 Inbound Pages Outbound Pages 50 150 50 150 1,000 shared Additional Pages Additional Users Additional Numbers $0.10/page $0.10/page $0.10/page $1.25/user $1.00/user $0.75/user $5.00 $5.00 $5.00 Availability/requirements Not available for customers currently in trial unless they have a signed IntelePeer MSA Any customer that has signed a contract before 9/9/16 will require an amendment Development between IntelePeer and Cisco has not been completed, thus, this product is not orderable via the Cloud Collaboration Management Portal Customer/Partner must engage an IntelePeer sales representative to obtain more information and/or order service Any numbers that are being ported and require Atmosphere Fax service should be specifically pointed out to our number team prior to any porting to avoid availability issues and ensure the best customer experience. Proprietary and confidential. 2016 IntelePeer, Inc. All rights reserved. 18
Why Atmosphere Cloud Communications? Benefits and differentiators
Our Approach We focus on the lifetime value of our customers. As a result, we work with them to build tailored solutions without breaking the bank. Customer success is our biggest priority. We provide an unmatched level of support from concept to launch and beyond. Backed by our carrier-grade network, we deliver reliable voice to highly-integrated business solutions. 20
Why Atmosphere Cloud Communications? PLATFORM BENEFITS Complete Communications All-inclusive US & Canadian calling across devices and end-points INTELEPEER BENEFITS Fully Integrated Experience Manage all services in one place with direct IntelePeer-Cisco integration Complete Collaboration Omni-platform messaging and meetings powered by Cisco s cloud backbone Complete Offering Combine cloud, contact center, and premises to address every business need Secure Communications Fully-encrypted messaging combined with secured voice communications Expert Support Deploy with confidence thanks to our expertise in cloud communications Scale on Demand Quickly adjust the number of agent seats to meet changing demand 21
Atmosphere Cloud Communications Key Differentiators Strong user experience - simple and easy to use interface Flexible deployment options cloud or hybrid Offer structure shows a clear path for organizations that wish to grow, or for those who wish to start off small (with a limited group using Spark) and increase usage over time Extensible platform and API s to create a new user and custom experience Out-of-the-box integration with popular applications such as Salesforce 22
Atmosphere Cloud Communications Competitors Slack 8x8, Inc. Glip (Ring Central) Circuit (Unify) Zoom BlueJeans Skype for Business Spark Competitive Messaging Simple Built from the ground up with simple setup, administration and use Secure Enterprise Grade end-to-end security Complete Delivers 15 years of Cisco leading communications hardware and software in a single service For more information about the competition and how Spark differentiates, please see the Cisco Spark Service Partner Playbook at http://cs.co/sparkpartnerplaybook 23
Pricing Comparison - Basic Example Spark C0 License 8x8 Virtual Office RingCentral Standard Monthly Price (per user) $20.95 $21.00 $24.99 Main Features Spark messaging, screen sharing, small meetings (audio/video conferencing) + Unlimited calling, messaging, audio conferencing (video conferencing not included) Unlimited calling, messaging, conference calling, small meetings (video conferencing) IntelePeer Atmosphere user bundle 24
Selling Atmosphere Cloud Communications How to identify qualified prospects
Target Customers Sweet-spot customer is small to mid size business customer (<250 employees) IntelePeer with Cisco Spark can also meet the needs of larger enterprise customers that are looking for a full cloud solution Trigger opportunities include: Current solution no longer suits the business Service contract has expired Not satisfied with existing cloud service provider Current solution doesn t meet business requirements Dispersed works and/or mobile workforce Need employees to communicate more effectively Needs to prepare for future growth Looking for ways to control communication costs 26
Implementation Process
Atmosphere Voice Services for Cisco Spark Implementation Rapid service and number activation to get customers up and running quickly 1 Ordering Cisco partner initiates order/free trial in the Cloud Collaboration Management portal Trial completion, account conversion in the Cloud Collaboration Management portal Customer places order through the Cloud Collaboration Management portal. 2 Contracting IntelePeer Master Service Agreement (MSA) sent out via DocuSign for customer signature 3 Service Delivery IntelePeer manages number transfers IntelePeer bills customer for voice service bundles Full onboarding instructions can be found in IntelePeer Ordering Services for Spark Call 28
Support & Escalation Atmosphere Voice Services sales Contact your IntelePeer Regional Director or partnerprograms@intelepeer.com; (877) 336-9171 Spark license/subscription/phone orders Submit through Cisco CCW and Cloud Collaboration Management Trial conversion Activated in Cloud Collaboration Management; contact IntelePeer Account Management if there are any issues: accountmanagement@intelepeer.com; (888) 680-8754 Service delivery Contact IntelePeer: ciscosupport@intelepeer.com; (888) 680-8754 Billing Contact IntelePeer Account Management for inquiries: accountmanagement@intelepeer.com; (888) 680-8754 PSTN/technical support Submit through Cloud Collaboration Management 29
IN CONCLUSION The days of one-size-fits-all communications are over
Why Atmosphere with IntelePeer? A WINNING PLATFORM Complete Communications Combine cloud, contact center, and premises to address every business need Deploy Quicker Access functionality online without the need for software deployments Spend Less No costly equipment to purchase or deploy Increase Uptime Survive site outages with redundant connectivity, network-based routing, and automatic fail-over Scale on Demand Quickly add capacity to meet changing demand and business needs WITH WINNING SUPPORT Customized Solutions Get a solution and architecture that meets the unique needs of your business Expert Support Deploy with confidence thanks to our expertise in voice services for premises and hosted environments Dedicated Account Manager One point of contact through deployment and everything that comes after Focused on Partner Success Fully-committed to delivering the tools and services that partners need 31
Partner Tools Additional resources: Log onto Cisco partner portal - all of Cisco s resources in one place IntelePeer Cisco partner resources - datasheets, SPIFs, configuration guides, and more Register for IntelePeer s partner portal sales collateral and product information 32
Partner Programs partnerprograms@intelepeer.com 2015 IntelePeer Confidential & Proprietary