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Carousel Unite—a Cisco- Powered Cloud Calling Platform

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Overview

Overview

Seamlessly expand and migrate existing on-premise calling solutions to hybrid and cloud with Carousel Unite. Reduce operational cost and improve productivity using the consumption model of your choice by migrating your mission-critical business communications to cloud.

Carousel Unite is backed by Cisco, a market leader in cloud communications, along with the power of Carousel’s legion of engineers, experience, and steadfast commitment to client success. Carousel Unite is also part of the existing Cisco Collaboration Flex Plan, which provides the flexibility to deploy and transition users from on-premise to the cloud through one subscription.

At Carousel, we provision, deploy, support, manage and provide PSTN connectivity as part of this full-service solution.

The Cloud Opportunity

Today 90% of businesses have moved at least one application to the cloud. That means cloud services aren’t just a trend, but an unmistakable market transformation.

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Target Market & Decision-Makers

Target Market • Cisco installed base and net new clients under 1,500 users • Mostly domestic sites • Especially targeted at clients with many branch locations as ROI is generally excellent • Geographically distributed and mobile workforce • Currently uses, or desires to use, cloud services in an OpEx environment

Verticals

Decision-Makers: • C-Suite Executives (CEO, CFO, CIO, VP) • Senior IT Executives (CIO, CTO, VP IT)

Key Influencers: • IT leadership (Directors, VP) will be involved in the evaluation

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Differentiators

Carousel Differentiators: • Carousel is one of seven that have chosen to invest in the BroadCloud offering • Customer Success Management and Managed Services wrapped around solution offer • Vast ecosystem of partners and comprehensive technology portfolio • Carousel’s unique status as Cisco Gold Partner • One, single partner for clients’ needs—and now with a leading, exclusive cloud offer from Cisco • Flexible financing options and payment plans tailored to your needs • Integration experience with a variety of manufacturers; extensive collaboration practice • Existing clients: Partner with one you know and trust and have success with! • Master Security Specialization, Master Collaboration Specialization and Master in the Cisco Cloud

and Managed Services Program (CMSP)

Carousel Unite Differentiators:

• Full managed cloud-delivery platform: the new Cisco Carousel Unite Calling option delivers a unique cloud collaboration experience based on the complete Cisco Collaboration portfolio. The Cisco Collaboration Flex plan offers new commercial propositions that respect the lifecycle of your customer’s in-place investments and allows the flexibility to deploy and transition users from on premises to the cloud through one subscription.

• Control investment costs: Carousel Unite's pay-as-you-go model helps Cisco partners penetrate the rapidly growing cloud-calling market with minimal up-front investment and risk.

• Scale up or down: Carousel Unite offers flexible cloud-calling solution deployments that scale to meet the needs of enterprises across all markets.

• Reduce time to market: Carousel Unite accelerates time to market. Cisco partners may start capitalizing on new revenue sources in less than 90 days.

• Lower total cost of ownership: The Carousel Unite OpEx-focused cost model helps minimize capital expenditures. Remove enterprise adoption barriers to deploying unified communications and collaboration solutions.

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Pain Points & Benefits

Client Business Pain Points:

• Unexpected expenses of on-premises systems • Lack of resources and difficulty supporting remote offices with premise-based systems • Inability to simply deploy collaboration platform or upgrades • Decentralized, varied voice solutions that add costs and frustrates the modern workforce • Inability to easily scale • Unexpected expense of premise-based systems; upgrade cycle is unpredictable and expensive vs.

cloud UC which is predictable at $X per user/per month. • Resource problem--businesses with large numbers of locations have an extremely difficult time

supporting remote offices with premise-based systems.

Executive Pain Points

• I need to keep my mobile, dispersed workforce responsive, connected, and productive. • I need to have competitive advantage, while getting the fastest return on my technology

investments. • I want to spend on communication tools that my staff will use and appreciate. • I’d rather use my capital to develop my business instead of paying for a phone system.

Finance Pain Points

• I have to maintain expensive staff to manage communication equipment at each site • I can’t predict my yearly expenses. • Adding new functionality often exceeds my available budget. • I have too many communication vendors

IT Pain Points

• I need technology that is easy to deploy, upgrade, administer, and maintain. • I need my communication platform to work with my other systems (CRM, email, directory). • I need to deliver a coherent communication experience across all my sites. • My users are downloading random apps from the Internet to work, introducing security risks and

increasing IT costs.

User Pain Points

• Switching between applications is frustrating, distracting and time-consuming. • Not finding information relevant to a discussion. • My business apps and communications apps are completely disconnected making me less

productive. • When traveling, it is difficult to participate in meetings and to collaborate with colleagues.

Key benefits of cloud PBX and UC: Complete calling and collaboration solution designed to reduce operational costs and improve productivity

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Finance

• Predictable OPEX Model • No hardware, room, nor HVAC • No IT training and staffing • Reduced traveling costs

IT

• State-of-the-art security • Application integration • Simple administration • Single communication vendor

Mobility

• Same experience across sites • Fully productive while traveling • Bring your own device • Move calls without interruption

Productivity

• Increased reachability • Business continuity • Proven productivity gains • Future proof

Key capabilities of Carousel Unite

• Messaging & Presence • Collaboration • File exchange • Desktop sharing • Anywhere/Any Device • HD Voice & Video

Cloud benefits

• Always latest software • No hardware/HVAC • No Capital outlay • Inherently mobile & Multi-site • Optimal security

Business benefits

• You are always reachable

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• Your staff is more productive • You can use your own mobile devices and plans • It integrates with your business applications • No need for additional hardware, IT or HVAC • Collaborate and communicate anywhere you are

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Personas

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Discovery and Rebuttals

Red Flag: Upon coming across these situations, ask clarifying questions but be prepared to move on.

"I just purchased a new PBX" "I just renewed my maintenance contract"

• Ask for the next impending event • Document it in CRM • Move on

"I need this specific proprietary service" • Be clear and honest about unsupported features • If must-have, then document in CRM and move on

"I just bought 'business communication solution' but would like to use your mobile client on top" • Skype for Business integration is supported • Otherwise pitch SIP trunking to on-premises solution • Otherwise move on

"I prefer a CapEx model, can you do that?" • Recap benefits of OPEX model • Otherwise pitch SIP trunking

"I don't trust cloud service" "Cloud services are move expensive"

• Recap financial benefits of cloud UC • Recap security advantages of cloud model • Otherwise pitch SIP trunking

"I am looking for the lowest price" • Recap business benefits of cloud UC • Use financial tools as proof points

"I don't have a LAN" "I have a wireless LAN"

• Explain the need for LAN and limitations if no LAN • Offer installation or work through VAR/SI • Schedule site survey prior to day of install

Ideal Client These are the characteristics of an ideal cloud PBX and UC client.

Has a business communication solution that's obsolete or reaching end-of-life/maintenance • This customer has to make a decision for its business communication. • That’s the ideal time to pitch them cloud UC.

Has a very mobile workforce • Cloud UC provides the same level of advanced functionality regardless of the user location or the

device they are using. Has a geographically distributed workforce

• Cloud UC offers a full service, numbering plan and group service integration in a transparent fashion across all enterprise locations.

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Has a high degree of collaboration and information exchange within the team • Cloud UC increases productivity and teamwork through voice and video conferencing, file

exchange, desktop sharing, messaging and presence. Use cloud technology, or is ready to switch to cloud technology

• Businesses who are already making use of cloud services are usually the most open to considering cloud UC: they trust the cloud trust its benefits.

Is interested in a OpEx model • These customers already using the OpEx model for their services are already sold on its

predictability and flexibility, thus easing the sales process. Cannot afford to miss business calls

• Cloud UC offers the best disaster recovery and business continuity model. Needs to integrate with business applications

• Our cloud UC solution integrates with the most popular business applications such as Salesforce, Microsoft, Google, etc.

Confirmed budget, authority, needs & timeline (BANT) • When your prospect can confirm BANT, they are ready to make a decision.

Common Questions and Objections: Be ready to deal with your customer's most common objections

OPEX and CAPEX Common Objections: I have capital and believe a premise-based solution is cheaper in the long-run. Reality: In almost all scenarios, cloud UC is cheaper than premises-based solutions. Furthermore, a strict financial comparison ignores costs resulting from: Limited Scalability, Obsolete technology, Lack of mobile integration, Service disruption, Security and privacy breaches.

Operations and maintenance Common Objections: I already have IT staff who can maintain my PBX, it is an economy of scale for me. Reality: PBX maintenance is complex, it requires dedicated PBX engineers trained by the vendor, in addition to existing IT staff.

Technology and features Common Objections: I can afford to buy the latest technology and features, I don’t need to rent it. Reality: PBX technology becomes obsolete within 2-3 years. Obsolete technology puts you at a competitive disadvantage, even if you own it.

Scalability and flexibility Common Objections: I rely on my long-term strategic plan to predict my future growth and engineer my PBX accordingly. Reality: Market uncertainty applies to all businesses. Only the cloud offers the flexibility to react and adapt to market peaks & valleys. Otherwise you pay for the “uncertainty tax” of over-engineer your PBX.

Mobile integration Common Objections: I can get advantageous rates and shared minutes on corporate mobile plans. Workers can forward their office numbers when on the road.

Reality: What about messaging? Presence? Collaboration? Receiving calls is only a small component of business

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mobility. Businesses needs its workers to remain productive and fully connected regardless of their location. Only cloud UC offers a ubiquitous user experience across any location or device.

Multi-site support Common Objections: I can use my private network to route calls between locations on-net at a lower cost. Reality: On-net calling is only one small benefits of a truly multi-site solution. Cloud UC ALSO offers full feature transparency across sites.

Business continuity Common Objections: I can design my network with additional redundancy and employees can user their mobile if I lose connectivity on a site. Reality: Redundancy is not cheap and does not address all types of connectivity losses. Missing calls on your main business number for extended periods of time is expensive, and for many businesses, unacceptable. Business continuity is an intrinsic (and free) capability of cloud UC.

Security Common Objections: I have IT Staff that deals with corporate security, and that includes my PBX Reality: Security is complex and constantly evolving. PBX get hacked every day. Cloud UC relies on dedicated security experts to offer the latest security protections and ensure data privacy.

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References & Other Content

Customer Use Cases: Watch Cisco Case Study

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