The Sales Partnership How to win with tw telecom

The Sales Partnership
How to win with tw telecom
Debra Slater: Channel Sales Manager
Dawn Herron: Network Application Engineer
Agenda
The tw telecom story
Network and Products Overview
Engagement process
Marketing/Recognition/Promotions
The tw telecom Customer Portal
The tw telecom story
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Who We Are
• tw telecom was founded in 1993 as a joint venture
between US WEST (a Regional Bell Operating Company)
and Time Warner.
• In 1998, tw telecom—then known as Time Warner
Communications—was formed into its own entity, and in
May 1999, issued an initial public offering (IPO).
• In 2008, tw telecom officially became the new name of
the company.
• Today, tw telecom is the premier fiber based CLEC
• 75 Sales and Service Offices throughout the country
• (2) Network Operations Centers
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tw telecom’s Reach: 225K Buildings & Counting
National Reach
• Over 27,000 fiber miles, 75+
markets
• True alternative to LEC
• Over 50 Finished Ethernet NNI’s
across many partners and
markets
• Over 2300 connected LSOs,
including TW and partners, via
UNE and Finished Ethernet:
400K immediately accessible
and nearly 4 million near-net
auto-deploy eligibility
• Over 300 connected Data
Centers / Co-los
• Nearly 85% Nationwide Serving
Wire Center reach with all
Ethernet access methods
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tw telecom’s investment in our customer
 On-net solutions - the sweet spot
 Field authority to approve fiber
build to our customers
 Approximately $300M budgeted
for success-based fiber builds in
2012
 More than 14,300 fiber-lit buildings
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Internal Rate of Return model
 Determined by capital
required and monthly revenue
commitment
Approval authority at Field
level for quick action
Who We are Not
 We are not Time Warner Cable
 We are a fully independent, publicly traded company (twtc)
 We are not a provider of cable or TV services
 We are not a provider of wireless phone services
 We do not service the Consumer market
 We are not a Value Added Reseller of CPE solutions
 We do have a simple managed router option
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The tw telecom Network and
Product Overview
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Products and Services Overview
Robust service portfolio meets wide range of customer applications
 Ethernet (Native LAN) (ENLAN) (E-line)
 Local and National Metro E connectivity
 Dedicated Internet Access
 IPVPN (MPLS)
 Converged Services
 Voice
 Internet Access
 IPVPN (MPLS)
 Managed Router
 Transport
 DSx, OCx, Wavelength 2.5G and 10G
 Collocation
 Voice T1
 SIP
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Complete tw telecom Solution Set
MPLS/IPVPN
WAN
Next Gen
Voice
(IP Trunks, SIP)
TDM
Voice
Ethernet
(PRI)
Converged
Services
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Co-location
Internet
Access
Pt-Pt
Transport
Managed:
Router, Security
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The Engagement Process
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Indirect Sales
tw telecom Channel Support
Steve Jacknow
NAO Manager
925-953-7009
Troy Knuckles
Senior Vice President
Sales
Tomas Yanez
Segment Marketing
303-542-4341
Ali Tinney
Channel Marketing
303-542-6523
Peter Nadel
Legal
303-542-4216
Joann Parrott
Commissions
636-625-7210
Kate Daly
Channel Assistant
636-625-7025
Dale Kammerich
Vice President
636-625-7005
Shawn Graham
Director – West
949-672-0311
Rich Prohaska
NAE
805-879-7802
Dawn Herron
NAE
919-573-7723
Brandy Livingstone
Brian Bresnahan
TAS
636-625-7117
TAS
636-625-7128
Roger Paschal
Director – East
614-255-2155
Order Coordination
Gina Doan
CPC
727-944-4809
Kelli Fuller
CPC
706-615-8436
Jacqueline Charles
CPC
901-260-5012
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John Jackson
NAE
714-341-4059
Retention
Jim Lenzmeier
Phoenix
602-385-8411
Mike Dewitt
Dallas
972-562-5581
Lou Marcotte
Atlanta
678-443-1249
Deborah Slater
Manhattan
212-364-7244
Gavin Barron
Houston
713-341-4061
Brian Hou
Fresno
559-256-3528
Kip Guerin
Lafayette
337-769-3950
John Vittori
Laurel/Reston
703-386-2432
Ryan Wortham
Orange County
949-672-0314
Chad Arnold
Seattle
206-676-8019
Greg Bean
Louisville
502-992-1106
John Matherly
Charlotte
704-731-2929
Gary Segreto
Columbus, OH
(614) 255-2137
Ken Barrios
Orlando
(407) 215-6862
Randy Owens
Denver
303-566-5865
Michele Courtois
CRS
636-625-7188
Jennifer Ragland
CRS
636-625-7054
Opportunity Engagement
Full access to quote*
Simple Product (A Product)
Internet up to DS3 or 100Mbps
Converged (Voice and Internet)
Voice or Integrated Access
Transport up to DS3
Quote using Agent portal or via
Channel Sales Manager
* Current tw telecom customers require GM
approval to work
Opportunity registration required
Complex Product (B Product)
Internet above DS3 or 100Mbps
Metro Ethernet
IPVPN (MPLS VPN)
Converged with MPLS
Transport OC3 and above
Co-location
Communicate deal specifics and Agent
value to Channel Sales Manager
Trust us and the Process
We register hundreds of opportunities each month!
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Quote Requests
Ways to request a quote:
 Via the Agent Portal (for Internet, PRI, Single Site Converged)
 For Sub-Agents, via PlanetOne
 Contact your Channel Sales Manager
Critical Information:
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
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Customer name
Service addresses
Customer telephone number
Customer contact name
Customer contact telephone number
Customer contact e-mail
Services needed
Contract term
For Voice Quotes:
 Type of service (PRI, IP
Trunks, Integrated Access,
etc.)
 Number of DID #’s
 Toll free numbers?
 Account codes?
For Data Quotes:
 Type of service (Internet, IP
VPN, MetroE, etc.)
 Bandwidth requirements
 Managed Router Option?
Agent Portal
 What you can do via the Portal:
 Pricing and customer ready quotes for simple products
 Voice, Integrated voice/Internet, Internet up to 100M
 Discounting up to 10% of MRR
 On-net and off-net validation
 Product and Solution collateral
 Promotions
 On-net building lists
 How to get set up:
 Send email addresses and requested passwords
 CSM will send back validation that identities have been created
 Suggestions for Improvement/Feedback
 Submit to your CSM
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Marketing/Recognition/Promotions
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tw telecom Channel Marketing
tw telecom is here to provide support and communication vehicles for you
to leverage. Our goal is to deliver reliable, consistent tools that support
and enable your business.
Communication Vehicles
1. Your CSM
2. Agent Connex on Linkedin
3. Agent Portal
4. twtelecom.com
5. Channel Monthly
6. Monthly Webinars (2 times per month)
7. Networking Events, Open Houses, Calendar of Events.
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More Channel Program Benefits
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•
•
•
•
•
•
Agent Survey
SPIFFs & Promotions
Co-Marketing Campaigns
PR
Agent Spotlight
Private Trainings, Webinar & Events
Ambassador Club (top 10 Agent round table)
To get more information about our channel marketing program or request
a co marketing program please contact Ali Tinney by calling
303.542.6523 or sending an email to ali.tinney@twtelecom.com anytime.
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2012 Quick List of Live Promos
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tw telecom Marketing Opportunities
January
External
Vehicles
Webinars
(2 X mnth)
1.
2.
3.
4.
5.
6.
7.
1/19 – Nexpert Webinar
2/7-Sales Webinar
2/16 – Nexpert Webinar
19th – Indy Open House
•
•
•
•
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April
3/13 – Sales Webinar
3/22 – Nexpert Webinar
4/10 –Sales Webinar
4/19 – Nexpert Webinar
Product or solution available – ask your CSM for more details.
Open Houses
Tradeshows
March
CSM
Agent Portal
Channel Monthly
LinkedIn Agent Connex
Concierge Communications
Open Houses & Events
E-Mails
Training
Private
Partner
Events
February
17th – PlanetOne Denver
20-24th – TBI Breckenridge SKI
26th – WTG RoadShow-LA
30th – DPS Agent Power Hour
March 26-29, Vegas CPS
National tw telecom Tour
•
2-4- PlanetOne Phoenix
National tw telecom Tour
•
•
* Let’s set up time to meet in
Vegas with you
27th Channel Partner Show
27th early am – Advisory Table
National tw telecom
Tour
•
19th – WTG
Scottsdale AZ.
New Look Same Solid Company
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Agent Portal – Your Self-Service Tool
 Benefits:
 Pricing and customer ready quotes for simple products
 Voice, Integrated voice/Internet, Internet up to 100M
 Discounting up to 10% of MRR
 Current List of Promotions/Offers/SPIFFs
 On-Net Building Lists
 On-Net & Address Validation
 Solution Descriptions
 Webinar Achieve - Solution-Training Presentations
 Channel Monthly Achieve
 Customer Facing
 Solution Collateral & Presentations
 tw telecom Agent Connex on LinkedIn Sign Up
 Sign-Up
 Send e-mail addresses to CSM
 CSM will send back validation that identities have been created
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Self-Service Portal - Access & Information –
When You NEED It.
twtc’s Agent portal
offers you…
•
•
•
•
•
•
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Master events calendar
Webinar & info archive
Quoting tool
Address validation
Flex pricing
On-Net building list & more!
EXCLUSIVE OFFER from PlanetOne & tw telecom
The First-Time Deal
A lot of firsts happen in your life…your
first car, your first job, your first kiss, but
no matter how sweet any of those were,
they will not as sweet as your first sale
with tw telecom!
tw telecom is a preferred partner with PlanetOne and now this means you get a
sweet opportunity to sell the best solutions to your customers and get a sweet
deal in return. Sell any tw telecom solution now thru the end of March, 2012 you
can earn $500* for your first deal – that’s sweet! Be sure to fill us in on the
details of the win and so we can provide you with a success story you can use.
*based on orders sold between 2/16/12 thru 3/3/12. Must be the first order and
will be paid to PlanetOne upon install.
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tw telecom Customer Portal
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MyPortal
 MyPortal - A powerful suite of on-line tools that give you visibility to
and control of your account information and performance information
and provides options to interact with tw telecom
 Open a trouble ticket
 Monitor bandwidth usage
 Pay your bill
 Receive status updates
 Submit a network change request
 MyPortal was designed based on direct feedback from customers
 tw telecom will help you register and train you on how to get the
most from MyPortal
 Feedback from this training is used to help us enhance and improve
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My Portal
TW TELECOM
 Comprehensive services “dashboard”
 Allows customers to track and manage ongoing business with tw telecom
 On-Line access to variety of activities
 View Invoices, Pay Bills, Track Orders, Manage Circuit Inventory, Initiate
and Manage Trouble Tickets
 Delivers proactive level of customer care to facilitate a better service
experience
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My Portal
 Network performance
data delivered
graphically to highlight:
 Network bandwidth
utilization
 Quality of network
services
 Enabling applications
management
 Compliments existing
enterprise network
management infrastructure
to improve total service
management
 Circuit by circuit level detail
for Ethernet, MPLS IP VPN,
Internet Access services
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Examples of Our Satisfied Customers
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Public Sector
Health Services
Professional Services
Financial
Media & Information
Industry Leaders
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