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Pennsylvania Apartment Association &
Comcast Partnership Agreement
XFINITY Communities ™
XFINITY Communities™ Better Service. Better Entertainment. Better Living.
Better Service. Better Entertainment. Better Living.
January 10, 2017
Discussion Topics
Introductions
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
XFINITY Communities™ Better Service. Better Entertainment. Better Living.
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
XFINITY Communities™ Better Service. Better Entertainment. Better Living.
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
Negotiations for new agreement templates have spanned close to a
year
XFINITY Communities™ Better Service. Better Entertainment. Better Living.
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
XFINITY Communities™ Better Service. Better Entertainment. Better Living.
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…
XFINITY Communities™ Better Service. Better Entertainment. Better Living.
Compensation Schedules
Marketing Support Compensation Schedules
One-Time Compensation Schedules
One Time Comp Payment One Time Comp Payment * Deferred
CABLE SERVICE MARKETING SUPPORT
COMPENSATION SCHEDULE
CABLE SERVICE PENETRATION LEVEL % OF CABLE
SERVICE REVENUE PAID
EQUAL TO OR
GREATER
THAN:
LESS
THAN:
0% 35% 0% 35% 40% 1% 40% 50% 2 % 50% 55% 4% 55% 60% 7% 60% 65% 8% 65% 71% 9%
71% + 10%
XFINITY Communities™ Better Service. Better Entertainment. Better Living.
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
400 – 999 $ 50 400 – 999 $ 35 upfront, $15 later
<= 399 $ 20 <= 399 $ 15 upfront, $ 5 later
*Deferred agreements must be within 24 months of contract execution
Marketing Support Statements
XFINITY Communities™ Better Service. Better Entertainment. Better Living.
XFINITY Communities™ Better Service. Better Entertainment. Better Living.
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.
XFINITY Communities™ Better Service. Better Entertainment. Better Living.
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
XFINITY Communities™ Better Service. Better Entertainment. Better Living.
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
XFINITY Communities™ Better Service. Better Entertainment. Better Living.
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
XFINITY Communities™ Better Service. Better Entertainment. Better Living.
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
XFINITY Communities™ Better Service. Better Entertainment. Better Living.
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
XFINITY Communities™ Better Service. Better Entertainment. Better Living.
Services - Video
XFINITY 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.
XFINITY Communities™ Better Service. Better Entertainment. Better Living.
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
XFINITY Communities™ Better Service. Better Entertainment. Better Living.
remember your device. Speed increases as of Oct 2016
Secure
Stay safe online with unmatched online security
included with your service.
Services - Voice XFINITY Voice
Home phone features:
Reliable home phone service with the best call clarity
Get 12 popular calling features including Caller ID, call waiting, voicemail, 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
XFINITY
Internet Tier
Speed (
down / up )
Gigabit Pro
Blast!
Performance Pro
Performance
Performance Starter
2 Gbps / 2 Gbps
200 Mbps / 10 Mbps
100 Mbps / 5 Mbps
25 Mbps / 5 Mbps
10 Mbps / 2
Mbps
XFINITY Communities™ Better Service. Better Entertainment. Better Living.
any WiFi-enabled mobile device Enjoy enhanced features like Readable Voicemail 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.
XFINITY Communities™ Better Service. Better Entertainment. Better Living.
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 Voicemail.
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: 215-837-7066, Gary_Kotzen@comcast.com Bob Arthur - Strategic Account Executive - Phone: 215-588-7357, Robert_Arthur@comcast.com John Oliveri - Strategic Account Executive - Phone: 609-254-5485, John_Oliveri@comcast.com Jesse Craig - Account Executive - Phone: 215-290-6259, Jesse_Craig@comcast.com Keith Crecco - Account Executive - Phone: 215-850-6506, Keith_Crecco@comcast.com Jennifer Duca - Account Executive - Phone: 856.427.4610, Jennifer_Duca@comcast.com John Mammele - Account Executive - Phone: 215-713-5052, John_Mammele@comcast.com Joe Millio - Account Executive - Phone: 610-639-1767, Joe_Millio@comcast.com David Moffett - Account Executive - Phone: 609-495-6475, David_Moffett@comcast.com Demetri Tzovolos - Account Executive - Phone: 732-558-2240, Demetri_Tzovolos@comcast.com
Beth Freiman - Regional Manager, Community Account Reps - Phone: 917-807-3962 , Beth_Freiman@comcast.com
XFINITY Communities™ Better Service. Better Entertainment. Better Living.
Stacey Smith - Area Sales Manager - Phone: 215 - 531 - 3416 , Stacey_Smith2@comcast.com
Sandy Houser - Manager, MDU Sales Support - Phone: TBD Sandra_Houser@comcast.com
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