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 3 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 4 5 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 6 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 7 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 8 The tw telecom Network and Product Overview 9 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 10 Complete tw telecom Solution Set MPLS/IPVPN WAN Next Gen Voice (IP Trunks, SIP) TDM Voice Ethernet (PRI) Converged Services 11 Co-location Internet Access Pt-Pt Transport Managed: Router, Security 12 The Engagement Process 13 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 14 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! 15 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: 16 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 17 Marketing/Recognition/Promotions 18 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. 19 More Channel Program Benefits • • • • • • • 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 [email protected] anytime. 20 2012 Quick List of Live Promos 21 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 • • • • 22 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 23 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 24 Self-Service Portal - Access & Information – When You NEED It. twtc’s Agent portal offers you… • • • • • • 25 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. 26 tw telecom Customer Portal 27 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 28 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 29 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 30 Examples of Our Satisfied Customers 31 Public Sector Health Services Professional Services Financial Media & Information Industry Leaders 32
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