Vodavi NomadIP, User Manual

Page: 70 / 120

Application-Based Selling
68
December, 2005 Vodavi Telenium IP Product Guide
mobility ▪ presence ▪ collaboration ▪ convergence
Return on Investment Example
Current Expenditures Proposed Expenditures
Monthly
Monthly
Voice fractional T1 (12 lines) HQ to
Fresno CA
$700 (eliminated)
Voice fractional T1 (12 lines) HQ to
Hanover NJ
$700 (eliminated)
Data 512 Mbps HQ to Fresno $400 Data 1.44 Mbps HQ to Fresno $750
Data 512 Mbps HQ to Hanover $400 Data 1.44 Mbps HQ to Hanover $750
Full T1-24 lines Fresno $800 Full T1-24 lines Fresno $800
6 business lines loop-start Hanover $120 4 business lines loop-start Hanover $80
Full T1-24 lines HQ $800 Full T1-24 lines HQ $800
Long Distance all locations $450 Long Distance all locations $200
800 service inbound Fresno $900 800 service inbound Fresno $900
$ 5270 $ 4280
Changes proposed as part of a total solution:
1.
Voice tie lines eliminated in favor of VoIP calls between offices
2. Data connections increased in order to add voice to the data links
3. Long distance costs reduced due to site-to-site calls taking place on IP network
4. Monthly savings in recurring telecom charges: $990
Apply this monthly savings to the price for the equipment and installation in order to
determine the number of months it will take to pay for the investment.
The above cost figures are estimated.
In the above example case, the sales process focuses on the customer’s business needs, explores
current problems, and attempts to uncover previously unrecognized problems. Focus is not
shifted to the product until it is time to propose a solution for the customer’s needs. At this stage,
Vodavi product features are tied to solving the customer’s problems, increasing revenue or
service levels, and moving toward the customer’s goals.