pennsylvania apartment association & comcast partnership ... · xfinity tv app: all your tv all...

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


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


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


Current focus is on Exclusivity and Enhanced Revenue Share


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



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…


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%


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


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.


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


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


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


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


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


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.


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


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


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 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, [email protected] Bob Arthur - Strategic Account Executive - Phone: 215-588-7357, [email protected] John Oliveri - Strategic Account Executive - Phone: 609-254-5485, [email protected] Jesse Craig - Account Executive - Phone: 215-290-6259, [email protected] Keith Crecco - Account Executive - Phone: 215-850-6506, [email protected] Jennifer Duca - Account Executive - Phone: 856.427.4610, [email protected] John Mammele - Account Executive - Phone: 215-713-5052, [email protected] Joe Millio - Account Executive - Phone: 610-639-1767, [email protected] David Moffett - Account Executive - Phone: 609-495-6475, [email protected] Demetri Tzovolos - Account Executive - Phone: 732-558-2240, [email protected]

Beth Freiman - Regional Manager, Community Account Reps - Phone: 917-807-3962 , [email protected]


Stacey Smith - Area Sales Manager - Phone: 215 - 531 - 3416 , [email protected]

Sandy Houser - Manager, MDU Sales Support - Phone: TBD [email protected]

pennsylvania apartment association & comcast partnership ... · xfinity tv app: all your tv all...

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