Solution Selling 2
The Ideal ILANTX 3100 Customer
Who is the ideal ILANTX 3100 customer? Small businesses
Requiring 10 to 24 telephones with the ability to grow Customers who are LAN savvy
If they are not, we should educate them! Growing businesses
Interested in investing in their current and future telephone and computer requirements
New sites or changes in location Moving premises Start ups
Solution Selling 3
What additional verticals do you think are suitable? Why?
Suggested Vertical Markets
What vertical markets might contain the ideal customer? Business services
Consultants Financial advisors
Legal firms Small real estate operators Independent insurance brokerages Retailers and wholesalers Medical clinics Dental clinics
Solution Selling 4
Unlikely ILANTX 3100 Customers
Why are some companies not an ideal ILANTX 3100 customer?
Size does matter Some customers will never grow to 10 phones
Some customers may need more than 35 phones
Remember–planned ILANTX 3100 growth is key!
Highly-price sensitive They just want the cheapest phone system
If their checks bounce
Solution Selling 5
Unlikely ILANTX 3100 Customers
Datacom hostile They only have a few computers
Don’t share information between computers
Unreceptive to using the Internet
Datacom friendly, but... They just bought a LAN
Solution Selling 6
Qualify Your ILANTX 3100 Candidate
Are you interested in sharing one high speed Internet line amongst many people?
Do you use the web to get information on customers, competitors, and other key business information?
Do you want your employees to be able to access company information from the road and/or home?
Do you need voicemail or auto attendant functionality (as opposed to a receptionist answering the phone)?
Solution Selling 7
Qualify Your ILANTX 3100 Candidate
Do you/your employees check voicemail more than 5 times a day?
Do you use 20% or less of the features on your current phone system, but pay for 100% of it?
Are your computers networked? If not, are you interested in being able to easily share files (e.g. proposals, invoices) between users (computers)?
Do you need e-mail for (almost) everyone in your office?
Solution Selling 8
Qualify Your ILANTX 3100 Candidate
Is maximizing office space of importance to you?
Do you have more than one printer in your office? Are you interested in saving costs by sharing printers?
Is protection against Internet hackers and e-mail viruses a concern?
Are you interested in one provider for both your voice and data needs (i.e. one lease for all the equipment)?
•Make employees smarter
•Be more customer-responsive
•Help employees share customer knowledge
• Work from the road or at home!
•Time-saving applications
•Less down time
•Save time making equipment work together
• Find information faster
•Easy to use
• All-in-one package
•Lower maintenance costs
•Reduce equipment costs
• Simplicity is cheaper
•Auto-attendant and voice mail
•Preserves investment
•Built for the future
ILANTX 3100Find more time
in the day!
ILANTX 3100Find more time
in the day!ILANTX 3100Control costs!
ILANTX 3100Control costs!
ILANTX 3100Serve customers better!
Beat the competition!
ILANTX 3100Serve customers better!
Beat the competition!
Small Businesses want to...• Get more customers and clients• Retain good customers and clients through excellent service• Find and retain good employees• Find more time outside work• Control costs
Why? Here’s why.
Solution Selling 10
Always Evolving
Useful Features and Exciting Applications Share printers
Buy fewer printers and save money
Buy better printers and get more for your money
Share files Faster network leads to faster work
Use high-speed internet access Save time
Use powerful new applications PDA integration, video, RAS
Future-proof your small business
Solution Selling 11
It's About YOU
Ease of Use With tailored management tools
Group Admin Tool - MACs done in-house
Users can easily change their own features, such as call forwarding, speed dials
A Better Fit No worries about interoperability–it's one box!
More flexible, robust, scaleable than traditional systems – IP enhances productivity
Teleworker access, road warrior access (data)
Phone lines, Internet access, and fax lines aren't competing over the same line
Solution Selling 12
It's About YOU
Lower Cost of Ownership No separate data and voice networks – buy one box!
Voice mail included (…and did I mention it’s free?)
Ease of maintenance
Simplified installation
Single cabling – no MCSE needed
Increased client productivity
Tailored client-side management tools Do-it-yourself MACs
Solution Selling 13
It's About YOU
Reliability Voice AND data, built to meet the high standards of
voice set by Iwatsu No more finger-pointing between vendors when
your system needs servicing – only one vendor!
Brand Awareness From Iwatsu- a trusted source in the voice business
for over 25 years!Iwatsu also provides outstanding support, documentation, and 24/7 access to www.iwatsu.com for all the latest information.
Solution Selling 15
Customers and
Suppliers
Remote Workers
Business Challenge Require access to Internet, Out-sourced Web Site,E-mail services.
E commerce suppliers,Internet Access,Web Site Hosting, email services
IP Network PSTN
Analog Phones
Fax Machine
Business ChallengeRemote Workers require access to corporate data.
Business ChallengeAll users require cost-effective access to customers and suppliers.
Laser Printer
Server
IP PhonePC
PC
IP Phone
Iwatsu ILANTX 3100
Ethernet Ethernet
SolutionIntegral Layer 2 switch, router and High Speed connection through DSL or Cable modem provide connectivity to internet.
SolutionTwo V.90 server/V.34 client modems available as pool resource on NA variant.
SolutionConfigurable as Key System, PBX, or Hybrid to suit the customer’s needs, in addition to High Speed data access for E-commerce.
Analog, ISDN
Analog, ISDN
Ethernet to TDM Ethernet to TDM
Small Office Solution
Solution Selling 16
Clearing House
E-commerceCorporate Headquarters
Business Challenge Reduce risk of credit/debit card fraud.
Business ChallengeMaintain stock availability at optimum levels.
Business ChallengeProvide customers with e-commerce options.
Server
PC
IP Phone
Iwatsu ILANTX 3100
SolutionOn-line credit authorization by Clearing House for transaction at POS terminal.
SolutionPolling of remote stores from HQ allows for just-in-time provisioning.
SolutionIP Plus architecture provides connection for e-commerce customers.
IP Network
EthernetEthernet
ISDN Network
ISDNISDNX.25 calls
Retail Chain Solution
Solution Selling 17
ILANTX 3100 Voice Mail Solution
Small business reps say …
“We’re a small business, and many of us spend a lot of time on the road beating the bushes for new clients. We need reliable access to our messages 24-7, to ensure we don’t miss an opportunity.”
ILANTX 3100 Embedded Voice Mail answers … FREE
Access from any phone, any time, any place
Proven Iwatsu reliability
Problem
Solution
Solution Selling 18
ILANTX 3100 Voice Mail Solution
Frugal voice mail buyers say …
“ I look through the feature lists of some voice mail systems and the sheer number boggles the mind. Why should I spend all that money on bells and whistles I’ll never use? I just want the tried and true standards I use every day.”
ILANTX 3100 Embedded Voice Mail answers …
Unparalleled price/performance value
All the features people really use
Did we mention that it is FREE?
Problem
Solution
Solution Selling 19
ILANTX 3100 Auto Attendant Solution
Small-scale answering services say …
“Running things on a limited budget means that we don’t have the luxury of a full-time staff answering the phone. That doesn’t mean, though, that we’re willing to sacrifice the responsiveness an attendant offers.”
ILANTX 3100 Auto Attendant answers … Auto Attendant functionality Automated call answering, transferring Single-digit call routing Time-of-day call answering Dial-by-name, dial-by-extension
Problem
Solution
Solution Selling 20
ILANTX 3100 Solution
Small businesses with high turnover say …
“Our staff changes so often it’s hard to keep up with the administration. Often, whoever can spare the time ends up making the changes. We need a system that’s easy to learn and use, while remaining flexible.”
ILANTX 3100 answers …
Simplified management & flexible connectivity for the end user
Browser-based management Some features of a TUI Access remotely or on-site
Problem
Solution
Solution Selling 21
ILANTX 3100 Solution
Objection
Solution
It more expensive than the competition!
It’s not!
It’s cheaper than a piece part solution over the life of the product. What would it cost to buy everything separately?
Key system
Voice mail
Computer network
Router
Modems for dial-up access
cabling for phones/computers
maintenance contracts for each It’s not more expensive, it’s LESS expensive!
lower peripherals costs (printers)
lower services costs (high-speed internet access)
finally, add in the time you save by having it all under one contract, with one warranty!
Solution Selling 22
ILANTX 3100 Solution
Objection
Solution
Who needs all this stuff?
You do. Your competitors have it.
• 10 years ago, all you needed was a phone system and a security system. Who would have seen businesses like yours taking orders over the web? Nowadays you need the Internet, Internet gear, phone gear, computers, network connections, security and anti-virus tools and a whole lot of other pieces of software and gear to get on with business.
• As your business grows and changes, wouldn’t it be an advantage to have these features already part of your system?
Solution Selling 23
ILANTX 3100 Solution
Objection
Solution
I already have a LAN!
The ILANTX 3100 is compatible with an existing LAN.
• Great! The ILANTX 3100 will plug right into your LAN with no fuss or work arounds.Think of it as the voice server on one of your LAN ports. You can integrate your voice with your LAN and even use your CAT-5 cable to plug in your phones. You can also take advantage of the ILANTX 3100 security features for your datacoms. And, just like your LAN, you can do plug and play moves for your phones.
• And, if your LAN ever went down, the ILANTX 3100 would pick up the LAN’s duties.
Solution Selling 24
ILANTX 3100 Solution
Objection
Solution
I don’t need a LAN! Why do I need a LAN?
To make your life easier and your work more efficient. And, your competitors have one. • If you have more than one PC, look at how your employees share files, send items to the printer, and keep the phone line open while sending e-mails.
• A LAN really is a time saver - your employees aren’t copying files to disks, lining up to use the printer, or missing customer calls while looking for info on the web.
• What happens when a customer calls to get some information on a service or a quote, but the expert is on another call? The information can be easily brought up on the PC of the person fielding the call.
Solution Selling 25
Solution Selling Exercise
Using the information learned so far, create a profile of a customer who would benefit from the ILANTX 3100 and 6000 SBAP solution.
Things to consider: Name and type of business Number of employees Number and type of devices Customer requirements Specific applications required Networking needs
Solution Selling 26
- Steve JenningsAccurate Telecom
Messages from the Street
The ILANTX 3100 “is easy to sell – a lot easier than other IP solutions.”
“I can give my customer a product that gets them ready for the future – IP is here to stay – without asking them to give up telephony capabilities that they rely on.”
The ILANTX 3100 “is an IP product that will put you in a position to get the business applications you'll need as your business needs change.”
Solution Selling 27
- Rich NeilIntegrated Network Solutions
Messages from the Street
The ILANTX 3100 “is the right choice. The savings on single-cabling alone are compelling.”
The ILANTX 3100 “is very appealing way to get the new office equipped with both a key system and a LAN."
Solution Selling 28
Tips & Tricks - What to Look For
Is the prospect technology savvy? Do you see: Palm Pilots?
Cell phones?
Newer / powerful computers?
Latest technology?
If so, they will likely appreciate the value the ILANTX 3100 offers over a legacy key system.
Solution Selling 29
Tips & Tricks - Don't Go Empty Handed
Don’t go empty handed!!!
Even if you don’t plan to demo the ILANTX 3100, bring it along.
Small businesses want to see the product.
Be sure to stress that all this functionality fits in one compact box.
Bring an ilx-5140 IP Appliance for the really technology savvy businesses.
Solution Selling 30
Tips & Tricks - Be Prepared
Be prepared!
If you plan to demo, but don’t have enough time during the sales call, boot it up beforehand. Use an external battery pack (UPS)
Solution Selling 31
Tips & Tricks - Know Your Customer
Know your customer!
Have they been shopping around for the best price? They may not be an ideal ILANTX 3100 customer
But, if they need voice plus a LAN... Emphasize the ILANTX 3100 all-in-one box solution
Maintenance and installation – one cabling cost
One vendor support, instead of separate, individual elements, each with their own support
Solution Selling 32
Tips & Tricks - Educate Your Customer
LAN (Local Area Network)
Definition: Hardware and software (like a computer) that “interconnects” multiple devices such as computers, printers and fax machines. Can be “server-based”, or “peer to peer”. “Server-based” LAN’s use a separate piece of hardware and are more powerful. “Peer to peer” LAN’s employ one person’s PC to act as the server for all others, and are less powerful. PCs can slow down when you print, or send a file.
Benefit: Share files, printers, fax machines because all components are “networked” together through the LAN, thereby improving office efficiency and reducing overhead costs.
Solution Selling 33
Tips & Tricks - Educate Your Customer
ROUTER
Definition: A router is a device or, in some cases, software in a computer, that determines where and when data information is delivered over the Internet.
Benefit: Share one high speed internet access line over a number of employees.
Solution Selling 34
Tips & Tricks - Educate Your Customer
FIREWALL
Definition: A device that puts a barrier between your LAN and the outside world, to prevent hackers from entering your LAN. With a firewall, only authorized users (i.e. your employees) can get into your LAN from the outside.
Benefit: Essential in today’s world. Many small businesses have had their websites sabotaged or data stolen from their LANs.
Solution Selling 35
Tips & Tricks - Educate Your Customer
VIRTUAL PRIVATE NETWORK (VPN)
Definition: A “tunnel” in a firewall that allows road warriors and employees to access company files when they are out of the office — whether on the road or at home.
Benefit: Critical for road warriors, and increasingly popular for employees too. It means that employees can work at night, on weekends, in their sleep…
Solution Selling 36
Tips & Tricks - Educate Your Customer
CATEGORY-5 CABLING(CAT-5)
Definition: The type of cable required for most LANs, and for converged platforms (like the ILANTX 3100). Traditional key systems require only CAT-3 cable.
Benefit: Small businesses can run both their phone system and their computer network on one cable.
Solution Selling 37
Tips & Tricks - Educate Your Customer
INTERNET PROTOCOL (IP)
Definition: A transmission protocol for data transfer, recently popularized by the Internet. It is quickly becoming the default protocol for all data and voice traffic -- both in the public network, and on the networks of individual businesses.
Benefit: Once all devices (phones, computers, PDAs) run on the same protocol, which will likely be the case with IP, then communications between devices (phones, computers, PDAs) becomes easier.
Solution Selling 38
Tips & Tricks - Educate Your Customer
VOICE OVER IP (VoIP)
Definition: The transmission of voice signals over the IP protocol.
Benefit: Applications that combine voice and data will be available to all businesses, including small businesses, once they adopt IP. Unified messaging. Voice dialing. Click to dial. Screen pops on incoming calls. Your computers and phones run off one cable -- not two. The voice signal can travel over the Internet, potentially saving long distance charges.
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