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Page 1: Partner Sales Playbook Atmosphere® Cloud … Sales Playbook Atmosphere® Cloud Communications 1 Introduction Atmosphere® Cloud Communications IntelePeer & Cisco partnership Features

Partner Sales Playbook Atmosphere® Cloud Communications

1

Page 2: Partner Sales Playbook Atmosphere® Cloud … Sales Playbook Atmosphere® Cloud Communications 1 Introduction Atmosphere® Cloud Communications IntelePeer & Cisco partnership Features

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

Table of Contents

2

Page 3: Partner Sales Playbook Atmosphere® Cloud … Sales Playbook Atmosphere® Cloud Communications 1 Introduction Atmosphere® Cloud Communications IntelePeer & Cisco partnership Features

Atmosphere® Services

Implementation process

Support contacts

Conclusion

IntelePeer: a winning platform backed by winning support

Partner resources

Table of Contents

3

Page 4: Partner Sales Playbook Atmosphere® Cloud … Sales Playbook Atmosphere® Cloud Communications 1 Introduction Atmosphere® Cloud Communications IntelePeer & Cisco partnership Features

IntelePeer at a Glance

4

To bring the power of the cloud and software to Business Communications

OUR MISSION

We unleash the power of software and cloud to give our customers unprecedented control over their communications 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

• Stable, reliable leader in Voice Services & SIP since 2003

• Rooted in carrier quality, applied to Enterprise

OUR HISTORY

BACKED BY STRONG INVESTORS

Page 5: Partner Sales Playbook Atmosphere® Cloud … Sales Playbook Atmosphere® Cloud Communications 1 Introduction Atmosphere® Cloud Communications IntelePeer & Cisco partnership Features

Atmosphere® Communications Platform Overview

CLOUD COMMUNICATIONS

CONTACT CENTER

VOICE SERVICES

Complete Cloud-Based Calling, Meeting, and Collaboration with

Cisco Spark

Full-Featured Contact Center Delivered through

the Cloud

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

Cloud, contact center, and premises to address every business need

Page 6: Partner Sales Playbook Atmosphere® Cloud … Sales Playbook Atmosphere® Cloud Communications 1 Introduction Atmosphere® Cloud Communications IntelePeer & Cisco partnership Features

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

Atmosphere®: One Platform – Many Solutions

6

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

Page 7: Partner Sales Playbook Atmosphere® Cloud … Sales Playbook Atmosphere® Cloud Communications 1 Introduction Atmosphere® Cloud Communications IntelePeer & Cisco partnership Features

Our Customers

7

Healthcare & Pharma Manufacturing Professional Services

Technology Consumer Goods Retail & DR Education & Non-Profit

Financial Services

Page 8: Partner Sales Playbook Atmosphere® Cloud … Sales Playbook Atmosphere® Cloud Communications 1 Introduction Atmosphere® Cloud Communications IntelePeer & Cisco partnership Features

What Makes Us the Right Choice?

8

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

Every IntelePeer product and sale is backed by:

Page 9: Partner Sales Playbook Atmosphere® Cloud … Sales Playbook Atmosphere® Cloud Communications 1 Introduction Atmosphere® Cloud Communications IntelePeer & Cisco partnership Features

Atmosphere® Cloud Communications

Features, capabilities, and pricing

Page 10: Partner Sales Playbook Atmosphere® Cloud … Sales Playbook Atmosphere® Cloud Communications 1 Introduction Atmosphere® Cloud Communications IntelePeer & Cisco partnership Features

IntelePeer & Cisco Partnership

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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

Page 11: Partner Sales Playbook Atmosphere® Cloud … Sales Playbook Atmosphere® Cloud Communications 1 Introduction Atmosphere® Cloud Communications IntelePeer & Cisco partnership Features

Transform your business with Cloud Calling and Unified Communications & Collaboration from Cisco Spark powered by Atmosphere® Voice Services

Atmosphere® Cloud Communications Overview

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

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Page 12: Partner Sales Playbook Atmosphere® Cloud … Sales Playbook Atmosphere® Cloud Communications 1 Introduction Atmosphere® Cloud Communications IntelePeer & Cisco partnership Features

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

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

Make and receive HD-quality calls from your Cisco IP phone, web browser, Spark Desktop App, or the Spark App on your mobile device

CALLING ANYWHERE

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Page 13: Partner Sales Playbook Atmosphere® Cloud … Sales Playbook Atmosphere® Cloud Communications 1 Introduction Atmosphere® Cloud Communications IntelePeer & Cisco partnership Features

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

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

A friendly user interface that looks the same on any device and lets you find what you need quickly

INTUITIVE EXPERIENCE

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Page 14: Partner Sales Playbook Atmosphere® Cloud … Sales Playbook Atmosphere® Cloud Communications 1 Introduction Atmosphere® Cloud Communications IntelePeer & Cisco partnership Features

Pricing (1-year term)

Atmosphere® Voice Services for Cisco Spark

Voice Services Bundles

Base Pricing

• 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

$8.95 per user

Reserved Numbers Base Pricing

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.

$1.00 per number

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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

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Page 16: Partner Sales Playbook Atmosphere® Cloud … Sales Playbook Atmosphere® Cloud Communications 1 Introduction Atmosphere® Cloud Communications IntelePeer & Cisco partnership Features

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

Voice Services Trial

Page 17: Partner Sales Playbook Atmosphere® Cloud … Sales Playbook Atmosphere® Cloud Communications 1 Introduction Atmosphere® Cloud Communications IntelePeer & Cisco partnership Features

Proprietary and confidential. © 2016 IntelePeer, Inc. All rights reserved.

Easy Activation

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.

Faxing Anywhere

Cost Savings

Disaster Recovery/Business Continuity Secure Transmissions

Reliability

17

Stop dealing with slow, unreliable, and clunky fax machines. Upgrade to cloud-based faxing for improved productivity and reduced costs.

Page 18: Partner Sales Playbook Atmosphere® Cloud … Sales Playbook Atmosphere® Cloud Communications 1 Introduction Atmosphere® Cloud Communications IntelePeer & Cisco partnership Features

Proprietary and confidential. © 2016 IntelePeer, Inc. All rights reserved.

Atmosphere® Fax

18

Features

Inbound Pages

Additional Pages

Additional Users

Additional Numbers

Users

Fax Numbers

Outbound Pages

5 10 20

1 2 3

50 150 1,000 shared

50 150

$0.10/page $0.10/page $0.10/page

$1.25/user $1.00/user $0.75/user

$5.00 $5.00 $5.00

Essentials $15.00/month

Premium $30.00/month

Enterprise $75.00/month

Pricing plans to fit your business needs

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.

Availability/requirements

Page 19: Partner Sales Playbook Atmosphere® Cloud … Sales Playbook Atmosphere® Cloud Communications 1 Introduction Atmosphere® Cloud Communications IntelePeer & Cisco partnership Features

Why Atmosphere® Cloud Communications?

Benefits and differentiators

Page 20: Partner Sales Playbook Atmosphere® Cloud … Sales Playbook Atmosphere® Cloud Communications 1 Introduction Atmosphere® Cloud Communications IntelePeer & Cisco partnership Features

Our Approach

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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.

Page 21: Partner Sales Playbook Atmosphere® Cloud … Sales Playbook Atmosphere® Cloud Communications 1 Introduction Atmosphere® Cloud Communications IntelePeer & Cisco partnership Features

Why Atmosphere® Cloud Communications?

Fully Integrated Experience

Complete Offering

Expert Support

PLATFORM BENEFITS INTELEPEER BENEFITS

Complete Communications All-inclusive US & Canadian calling across devices and end-points

Complete Collaboration Omni-platform messaging and meetings powered by Cisco’s cloud backbone

Secure Communications Fully-encrypted messaging combined with secured voice communications

Scale on Demand Quickly adjust the number of agent seats to meet changing demand

Manage all services in one place with direct IntelePeer-Cisco integration

Combine cloud, contact center, and premises to address every business need

Deploy with confidence thanks to our expertise in cloud communications

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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

Atmosphere® Cloud Communications Key Differentiators

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Page 23: Partner Sales Playbook Atmosphere® Cloud … Sales Playbook Atmosphere® Cloud Communications 1 Introduction Atmosphere® Cloud Communications IntelePeer & Cisco partnership Features

Slack

8x8, Inc.

Glip (Ring Central)

Circuit (Unify)

Zoom

BlueJeans

Skype for Business

For more information about the competition and how Spark differentiates, please see the Cisco Spark Service

Partner Playbook at http://cs.co/sparkpartnerplaybook

Atmosphere® Cloud Communications Competitors

23

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

Page 24: Partner Sales Playbook Atmosphere® Cloud … Sales Playbook Atmosphere® Cloud Communications 1 Introduction Atmosphere® Cloud Communications IntelePeer & Cisco partnership Features

Pricing Comparison - Basic Example

24

Spark C0 License

8x8 Virtual Office

RingCentral Standard

Monthly Price (per user)

Main Features

$20.95 $21.00 $24.99

Spark messaging, screen sharing, small meetings (audio/video conferencing) + IntelePeer Atmosphere® user bundle

Unlimited calling, messaging, audio conferencing (video conferencing not included)

Unlimited calling, messaging, conference calling, small meetings (video conferencing)

Page 25: Partner Sales Playbook Atmosphere® Cloud … Sales Playbook Atmosphere® Cloud Communications 1 Introduction Atmosphere® Cloud Communications IntelePeer & Cisco partnership Features

Selling Atmosphere® Cloud Communications

How to identify qualified prospects

Page 26: Partner Sales Playbook Atmosphere® Cloud … Sales Playbook Atmosphere® Cloud Communications 1 Introduction Atmosphere® Cloud Communications IntelePeer & Cisco partnership Features

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

Target Customers

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Page 27: Partner Sales Playbook Atmosphere® Cloud … Sales Playbook Atmosphere® Cloud Communications 1 Introduction Atmosphere® Cloud Communications IntelePeer & Cisco partnership Features

Implementation Process

Page 28: Partner Sales Playbook Atmosphere® Cloud … Sales Playbook Atmosphere® Cloud Communications 1 Introduction Atmosphere® Cloud Communications IntelePeer & Cisco partnership Features

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.

Atmosphere® Voice Services for Cisco Spark Implementation

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Rapid service and number activation to get customers up and running quickly

Contracting

IntelePeer Master Service Agreement (MSA) sent out via DocuSign for customer signature

Service Delivery

IntelePeer manages number transfers

IntelePeer bills customer for voice service bundles

2

3

Full onboarding instructions can be found in IntelePeer Ordering Services for Spark Call

1

Page 29: Partner Sales Playbook Atmosphere® Cloud … Sales Playbook Atmosphere® Cloud Communications 1 Introduction Atmosphere® Cloud Communications IntelePeer & Cisco partnership Features

Support & Escalation

29

Atmosphere® Voice Services sales Contact your IntelePeer Regional Director or [email protected]; (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: [email protected]; (888) 680-8754

Service delivery Contact IntelePeer: [email protected]; (888) 680-8754

PSTN/technical support Submit through Cloud Collaboration Management

Billing Contact IntelePeer Account Management for inquiries: [email protected]; (888) 680-8754

Page 30: Partner Sales Playbook Atmosphere® Cloud … Sales Playbook Atmosphere® Cloud Communications 1 Introduction Atmosphere® Cloud Communications IntelePeer & Cisco partnership Features

IN CONCLUSION

The days of one-size-fits-all communications are

over

Page 31: Partner Sales Playbook Atmosphere® Cloud … Sales Playbook Atmosphere® Cloud Communications 1 Introduction Atmosphere® Cloud Communications IntelePeer & Cisco partnership Features

Why Atmosphere® with IntelePeer?

A WINNING PLATFORM WITH WINNING SUPPORT

Complete Communications Combine cloud, contact center, and premises to address every business need

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

Deploy Quicker Access functionality online without the need for software deployments

Spend Less No costly equipment to purchase or deploy

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

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Focused on Partner Success Fully-committed to delivering the tools and services that partners need

Page 32: Partner Sales Playbook Atmosphere® Cloud … Sales Playbook Atmosphere® Cloud Communications 1 Introduction Atmosphere® Cloud Communications IntelePeer & Cisco partnership Features

Partner Tools

32

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

Page 33: Partner Sales Playbook Atmosphere® Cloud … Sales Playbook Atmosphere® Cloud Communications 1 Introduction Atmosphere® Cloud Communications IntelePeer & Cisco partnership Features

2015 IntelePeer Confidential & Proprietary

Partner Programs

[email protected]