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SIP Trunk Service
from
CornerStone
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Discussion Outline
 What is SIP Trunk Service?
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o Session Initiation Protocol
o Trunking
o SIP Trunk Service
 CornerStone SIP Trunk Service
o Pricing and features
o How it works
o Provisioning and support
 Finding opportunities to sell SIP Trunk Service
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o Who is a prospect?
o 6 reasons customers should buy
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Session Initiation Protocol
 Protocol
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o A protocol is a set of rules used to move data from one point in a
network to another point
o Protocols, at all layers of the PSTN, are used to move data from
point A to point B
 Session Initiation Protocol (SIP)
o Controls multimedia communication sessions such as voice,
instant messaging, video, etc.
o Many types of devices - computers, phones, video equipment, etc.
- can exchange data over SIP
o SIP is considered a quality protocol with flexibility to support
integrated voice & data communications
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SIP Trunking
 Trunking
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o Definition: Multiple users share a single network asset
o Think branch & tree trunk…many branches share one trunk
 SIP Trunking
o
o
o
o
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o
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Virtual voice channels (or paths) over an Internet Protocol (IP) network
Delivered over an IP connection
One SIP trunk can support many direct inward dial (DID) extensions
Supports business grade communications and high quality audio
Priced at a fraction of the cost of a PRI
An Engineered Solution
• Sales engineer works with customer & hardware vendor to implement
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TDM based service
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Carrier’s Network
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PRI, T1 or POTS lines
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TDM based service
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CornerStone’s Network
SIP Trunk
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SIP Trunk vs PRI
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PRI T1s dedicate a fixed
amount of bandwidth to voice,
even if there’s no voice traffic to
carry.
Add one SIP Trunk at a time!
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SIP Trunks support flexible use of bandwidth over existingInsert
internet
access.
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CornerStone’s SIP Trunk Service
 $20 per SIP Trunk
o
o
o
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1,000 mins/mo. Of outbound local/domestic LD
Overage billed at .012 local /.039 domestic LD
Caller ID for both inbound and outbound
E-911
White Pages Directory Listing available
CornerStone activates service remotely, customer may need their IP PBX vendor onsite
Transport/Broadband NOT INCLUDED
 Customers who want multiple SIP Trunks
o Flexible plan aggregates monthly usage allowance
o 3 SIP Trunks gives 3,000 mins no matter which trunk has usage
 It’s easy
o No contract and no set up fee!
o No need for a CornerStone technician to be onsite
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CornerStone’s SIP Trunk Service
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 Each
SIPto
Trunk
offers
a singletitle
call appearance
 A single call appearance supports one call in
progress at a time
 Customer can have multiple DIDs off a single SIP
trunk
 The higher the customer’s call volume, the more SIP
Trunks you’ll sell
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CornerStone’s SIP Trunk Service
 Additional
Services
Additional Fees
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o DIDs: $2.50/mo/20 block; $10/mo/100 block
o Toll free service at standard rates
o $5/month /virtual foreign exchange (FX) number
 Customer Incentive
o 2 free months subscription to one new service:
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o Faxmail
o OneNumber
o Encrypted e-mail
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CornerStone’s SIP Trunk vs. PRI/POTS
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POTS/Trunks
SIP Trunk
Avg. Cost
$400
$50
$20
DID
Yes
No
Yes
Caller ID
Yes
Yes
Yes
Flexible Upgrade
No
No
Yes
Additional point
of failure
Yes
Yes
No
Avg delivery time
High
Medium
Low
Contract
Yes
Yes
No
Flexible sizing
No (min 23 channels)
Yes
Yes
Usage included
No
No
Yes
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Who is a prospect?
 Outgrowing current phone system
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o Large $s
PBX to support
more linestitle
or handsets
o No capacity
 Thinking about a new T1
o High cost for new T1 card for existing PBX
o High install fee and monthly recurring charge
 Wants DIDs for employees
o High cost of new PRI card & high circuit install fee
 Has SIP trunk Service with another carrier
o Logical Net, Broadvox
 PBX vendor suggests they find SIP Trunk provider
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Prospect
has
an
IP
PBX
 Systems we've worked with
o
o
o
o
o
o
o
Samsung
ESI
Astrix
Iwatsu
Cisco
SkySphere Voice (Adtran Netvanta series switches)
And more!
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 IP PBX manufacturer may charge SIP licenses fee to enable PBX for SIP
Trunk Service
 Some IP PBX manufacturers use variations of SIP that may present
challenges
 IP PBX vendor may need to be onsite for service activation
 Work with, and rely on, your Sales Engineer!
o CornerStone Sales Engineer will work with customer and their PBX vendor
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6 reasons your prospect should buy
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 Cost effective way of getting DID service





Flexible, incremental growth – one trunk at a time!
Reduce chance of local equipment failure
Rapid delivery / turn-up of service
No contract required
Includes usage
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Sell SIP Trunk Service
 Identify the need
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 Uncover the need by asking questions
o Need DIDs for existing or new employees?
o Nearing capacity to handle existing call volume with existing POTS, trunks or
T1/PRI?
o Needs a solution for temporary growth or spikes in call volumes?
 Set the expectation
 No contract, no set up fees, but this IS an engineered solution
 Sales Engineer will make sure we match the right product to fit the
customer’s needs
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Test your knowledge
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Name 3 features
that title
come with
a CornerStone’s
SIP Trunk Service
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Test your knowledge
tomonthly
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Master
title
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What’s the
charge
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CornerStone SIP
Trunk service?
 Name 3 features you get for that fee
 List 2 optional features for an additional fee
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Test your knowledge
title style
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How are to
SIP edit
Trunks Master
and PRIs similar?
 Name 2 features a prospect can enjoy by using SIP Trunk that
they CAN’T get from a PRI?
 What’s a feature, or quality, of a PRI that a SIP Trunk
DOESN’T offer?
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Test your knowledge
 Click
List 2 questions
you Master
would ask a title
prospect
to determine if
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they’re a good candidate for SIP Trunk Service
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Test your knowledge
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How many
canMaster
a customer title
have onstyle
one SIP Trunk?
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Test your knowledge
 Click
How many
appearances
doestitle
one SIP
Trunk handle?
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Test your knowledge
 Click
How many
calls cantitle
you have
with a single call
tosimultaneous
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appearance?
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Test your knowledge
 Click
Do we dispatch
a CornerStone
to customer’s office
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site when we activate SIP Trunk service?
 Does the customer ever need ANY type of technician onsite
when we activate SIP Trunk service?
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