8x8 Virtual Meeting. Rev Date Rev by / Req by Purpose /10/09 AA First Draft /11/09 JWW Added Marketing Plan. 8x8 Sales RD 11/2/2016

Transcription

1 8x8 Virtual Meeting Rev Date Rev by / Req by Purpose /10/09 AA First Draft /11/09 JWW Added Marketing Plan Page 1 of 14

2 Table of Contents Product Business Details...3 Background...3 Milestones... 3 Product Description... 3 Plan Matrix... 4 Product Benefit... 5 Competitive Advantage... 5 Proposed Product and Pricing... 6 Webstore... 6 Agent Portal... 7 Promotions... 8 Revenue Forecast... 8 Tentative Sales Plan... 8 Pricing Competitive Analysis... 8 Marketing Plan...9 Integrate VM into the website and our messaging... 9 OFFER SUMMARY:: Installed Base Marketing:: Lead Generation (Net New) :: 60 Days after Install Base Marketing Partner Details...14 Pricing Partners Commissions Page 2 of 14

3 Product Business Details Background 8x8 currently offers Conference Bridge as a free feature on the 8x8 VO system. The feature is a pre-defined extension on the VO system that allows multi-party calls. Multiple virtual numbers or toll free numbers can be assigned to the conference bridge to provide outside callers easy access to conference calls. Customers can add a Virtual Number or a Toll Free number to the extension if they want a dedicated number for their customers to call into and join a conference: up to 20 participants per conference administrator modes that allow calling out and dropping parties from the conference conference id protected automatic confirmation of conference bridge reservation Conference Bridge will still be made available for 8x8 VO customers after Virtual Meeting launch until notice. Milestones Beta Start 8/3 Final Dev 8/21 Training 8/25 Virtual Meeting Launch 9/1 Beta Ends 9/2 Virtual Meeting Basic After Beta Launch Promo Ends ($24.99 $240 Annual) ends 12/31/09 Product Description The 8x8 Virtual Meeting provides a robust online alternative to the regular phone conferencing. With the 8x8 Virtual Meetings, customers are able to: a. easily create and schedule meetings online b. view conferences in progress, upcoming conferences and past conferences/recordings c. manage meetings in progress through the robust online controls d. manage participant pre-, post- and during the conference e. use multiple access numbers (US local, select international and toll-free numbers) for each conference session f. choose to conduct audio-only or web conferencing (voip) g. manage meeting RSVP online Page 3 of 14

4 h. record the conference calls and listen or download the recordings for the duration of i. have participants to register to view list of upcoming/past/in-progress meetings Virtual Meeting Trial is the 8x8 Virtual Meeting trial account that allows customers to take Virtual Meeting out for a test drive. With Virtual Meeting trial customers are able to: a. try Virtual Meeting out for 30 days b. have the option of a Credit Card-free registration c. have the option to upgrade to paid plan Virtual Meeting Basic is a free 8x8 conferencing account that gives existing 8x8 customers the basic functionality of Virtual Meeting. With Virtual Meeting Basic, customers are able to: a. easily create and schedule meetings online b. view conferences in progress, upcoming conferences and past conferences/recordings c. manage meetings in progress through the robust online controls d. manage participant pre-, post- and during the conference e. conduct audio conferences with a dial in number f. choose to conduct audio-only or web conferencing (voip) g. manage meeting RSVP online h. have participants to register to view list of upcoming/past/in-progress meetings Plan Matrix Features Basic Trial Unlimited Cost $0.00 $0.00 $29.99/ $39.99 (non 8x8) Permanent Dial In Number Participant Limit Ability to increase participants NA NA Yes Call Recording NA Yes Yes Content Sharing NA Yes Yes Service Duration Until 8x8 VO cancellation 30 days Until VM cancellation Support Limited Yes Yes Audio Conferencing Yes Yes Yes Web Meeting Controls Yes Yes Yes Corporate Directory Yes Yes Yes International Dial Outs Yes, incur NA Yes, incur charges charges Address Book Yes Yes Yes Meeting administration Yes Yes Yes Participant Login Yes Yes Yes Scheduling No limit No limit No limit 556 Integration Not yet No Not yet Additional Dial In Numbers Yes w credit card No Yes Page 4 of 14

5 Product Benefit 1. Independent product new revenue channel 2. Recurring revenue 3. Pay-per-use options available 4. Self- management reducing customer support cost 5. Expand 8x8 product offering 6. Surpass WebEx in product offering Competitive Advantage 1. No software or hardware required 2. Integrated VOIP, chat and Dial In features 3. Low pricing w/ extended features 4. Flexible meeting access number offerings 5. Choose from audio-only meetings, audio and web meetings or web-only meetings 6. No toll charges for dialing in participants on 8x8 network 7. Seamless integration with 8x8 Virtual Office systems a. Automated corporate directory integration b. Easy Virtual Meeting extension dial-in c. Softkey integration with 8x8 IP Phones 8. Extensive meeting management capabilities for meeting creators and meeting participants a. Ability to get details of past meetings, upcoming meetings and meetings in progress b. Ability to download and listen to past meeting recordings for free for meeting creators and meeting participants c. Ability to create private group audio sessions during a live meeting d. Ability to customize dial in numbers for each meeting e. Ability to request and manage participant RSVPs online Page 5 of 14

6 Proposed Product and Pricing For the initial phase of the product launch, the product will be sold through the webstore and in combination with other 8x8 s through the Agent Portal. The following table is the variations of the Virtual Meeting products that will be made available through the webstore. Phase I products: 1) Trial i. Customers need to sign up for this product 2) Virtual Meeting Basic i. For existing 8x8 Voice customers only ii. Free for the duration of Voice iii. Comes with 3) Unlimited i. Customers signup from webstore, SSP or AP Trial Unlimited-15 Non 8x8 8x8 Annual $0.00 $369 $30.75 $325 $ Month2Month $0.00 $39.99 $29.99 Promo Annual $ $ Promo M2M $0.00 $29.99 $24.99 Disconnect NA $ Expiration days Service Duration Optional Features Toll Free NA $0.08/min/participant Participant >15 NA $2.99/meeting/participant Dial In Local NA $4.99/month International NA $9.99/month Recording Overlimit NA $0.15/min over 5hours Disconnect NA $9.99/optional features Webstore Customers are able to place 2 types of Virtual Meeting products through the website: 1. Trial 2. Unlimited-15 Orderflow Customers can pick from a trial account or the unlimited account. All customers need to register. However, registration options will be different. Trial account users do not have to enter credit card information upon ordering. Page 6 of 14

7 Unlimited account holders need to be registered with billing address and address. Month to Month Plans Customers need to notify 8x8 30 days prior to cancellation. No disconnection fee. Annual Plans Customer can opt for the Unlimited Annual Plan. The annual plans offer the unlimited account at a discount rate. Customers have to purchase the upfront. Customers who cancel the account prior to twelve months of signup has to pay a disconnection fee but will be issued a refund of the Annual plan balance. Optional Features - Additional DIDs Customer who sign up for additional DIDs (local, international, tollfree) on the MRC has a disconnection fee of $9.99 if disconnecting the numbers prior to 365 days of or cancellation of VM account (whichever comes first) - Additional Participants Customers sign up for additional participants at create meeting time. Disconnection Fee Disconnection Fee applies when the customer cancels prior to twelve months of signing up for (excluding trial period). The customer gets hit with disconnection fees if they cancel their additional DID subscriptions prior to 365 days of. Agent Portal Agents are able to offer discounting opportunities for the customer for VM. Agents can help customers place orders for Virtual Meeting Trial. Agents can place combination orders with other VO and as standalone orders. Agents should be able to discount Virtual Meeting. Agents can give volume discounts for Virtual Meeting at 5 license increments. The volume discounting will be at the discretion of the agents and not maintained at system level. Virtual Meeting Basic is automatically added to every order after VM GA launch. Orderflow Agents can place select Virtual Meeting Unlimited plans as a standalone product to purchase or with combination orders for new and existing customers. Agents can also place orders for MRC additional numbers (local, Toll Free or International). Customers can opt for the Unlimited Annual plan. The annual plans offer the unlimited account at a discount rate. Customers who cancel the account prior to twelve months of signup has to pay a disconnection fee but will be issued a refund of the Annual plan balance. Disconnection Fee Disconnection Fee applies when the customer cancels prior to twelve months of signing up for (excluding trial period) Page 7 of 14

8 Sales Details Promotions Initial 60 days after GA launch 1) All VO customers will get Virtual Meeting Basic for duration of VO. 2) Existing VO customers can purchase VM at $24.99/month (compared to $34.99) or $240 a year (compared to $325) annual plan (prices good for a year) 3) Non VO customers can purchase VM at $29.99/month (compared to $39.99) or $300 a year annual plan(compared to $369) (prices good for a year) Revenue Forecast Sep Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Est. VM Users ,068 1,339 1,609 1,878 2,150 2,424 2,702 2,983 3,268 Total Revenue Estimate: $596, Tentative Sales Plan Commissions 1) 1.5x 4x MRR Promotion period Spiff 1) For trial Contest 1) For most sold Pricing Competitive Analysis Pricing comparison based on 15 participants on an unlimited month to month plan Fuze ilinc Unlimited GoToMe WebEx 8x8 Meeting Conferenc ing eting Monthly Recurring $29.00 $49.00 $49.95 $49.00 $69.99 $29.99 Charges Additional Local NA NA NA NA NA $2.99 MRC Numbers Toll Free Number $0.06/min /person $0.15/min/ person $0.099/min /person? $0.15/min/pe rson $0.08/min/per son Cost for International Virtual Number NA NA NA? Variable per min cost $9.99/month/c ountry Page 8 of 14

9 Cost for Call Recording Cost for Recording Playback NA NA Free for duration of Free for duration of $0.099/min Available Free for duration of (5GB) Toll Free - $0.19/min/ person Toll - $0.17/min/ person Free for duration of Free for duration of Web Conferencing Included Included $49.95 Included Toll (650) and VOIP comes with No simultaneou s concurrent calls Pay Per Use Rates $0.25/min /p (web: $0.19; audio: $0.06) Web - $0.29/min s TF audio - $0.15 Toll - $0.079/min s TF - $0.099/min s NA $0.33/mins/p erson + $0.20/mins/p erson for teleconf, 5 hours free Free for duration of Free for duration of NA Marketing Plan Integrate VM into the website and our messaging BETA:: a. Home Page i. Virtual Meeting in Beta ii. Click Here for More Information iii. Beta User Log In Button b. Business.8x8.com/virtual_meeting i. Features ii. Benefits iii. Request Info / Notify Me when Available iv. FAQ LAUNCH:: a. Home Page i. Announcement & Link Thru to VM Page b. Business Tab i. Under Hosted PBX Paragraph Web Conferencing Solutions (Header) with Virtual Meeting.(Paragraph) c. Business.8x8.com Page 9 of 14

10 i. 2 nd Tab Virtual Meeting ii. Click Thru to Virtual Meeting Page 1. Features 2. Benefits 3. Technical Requirements day Free Trial Sign Up (On Every VM Page) 5. Request Information 6. Order Online (on Every VM Page) 7. Flash Demo (Rolling Orange or MHZ) a. After Code Freeze + 4 Weeks b. Scripting 8. Support a. FAQ b. Documentation c. Flash Demo OFFER SUMMARY:: 1. Full Virtual Meeting Trial a. 30 days b. Credit Card-free registration c. Option to purchase additional local, international, toll free numbers, additional participants beyond 15 with credit card d. Option to upgrade to paid plan e. Available for sign up on website, SSP, Agent Portal 2. Virtual Meeting Basic a. Is no frills version of Virtual Meeting. Similar to Skype: Chat and VOIP capabilities as well as evite-like scheduling management b. Features for Meeting Creators: With VOIP, create meeting, invite participant, scheduling corporate directory integration, meeting controls (mute, private group, kick, stop, pause, invite more participants) c. Features for Participants: VOIP conferencing, view Upcoming, In Progress, Past Meetings, Address Book d. No desktop sharing, no audio teleconferencing, recording, no dial outs, no dial in number access e. Automatic opt-in for all VO customers f. Available through SSP Installed Base Marketing:: 1. edm Campaign 1: to entire VO install base a. Messaging: If you like our Audio, you ll love our Web Conferencing b. edm Campaign: Exclusive Offer Introducing Virtual Meeting. Try VM Basic Now! i. Offers: 1. Primary: Subscribe: Up to 15 Participants for $24.99/Month or $240/Year Annual 2. Expiration 10/31/2009 c. Follow up TM (if there is a comp for sales): i. Clicks and Opens 2. edm Campaign 2: entire VO Install Base 1 Week after Launch Page 10 of 14

11 a. Messaging: Simplified web conferencing, up to 15 seats for $24.99/Month or $240/Year Annual i. Will be sent to non responders, expand on features/benefits b. Exclusive Offer Introducing Virtual Meeting i. Primary: Subscribe: Up to 15 Participants for $24.99/Month or $240/Year Annual ii. Secondary: Free Audio Web Conferencing already in place Follow up TM (if there is a comp for sales): c. Clicks and Opens Day Follow Up: a. VM Subscribers: Tips & Tricks edm b. VO Non Responders: Invite to a Live Webinar Demo i. Content Owner? 4. Upsell through Sales a. Unlimited-15 is 1x MRR b. No PPU or no licensing plan for the first 6 months of product, so no SPIFF c. Potential SPIFF for trial accounts that turn into full accounts. $5 + 1x 5. Success Metrics a. Within days: i. # of Sales ii. Hours of Support iii. Cost of Acquisition (including mktg and sales) b. Take Rate for ~900 would be same % as 84 Beta Test c. Take Rate for ~15K would be 1/10 of the ~900 Take Rate Lead Generation (Net New) :: 60 Days after Install Base Marketing 1. Target segments / verticals defined a. Real Estate, Legal, Not for Profit, Insurance, Financial, Medical Services Retail, Travel, Venture Capital Firms, High Tech, Education b Employees 2. Key Marketing Messaging a. No software or hardware required i. webex and citrix requires downloads b. Integrated VOIP, chat and Dial In features i. webex and citrix have video support in addition c. Low pricing w/ extended features i. Per Att: 8x8 will be the lower price between citrix and webex d. Flexible meeting access number offerings i. Per ATT: No one has this especially the per meeting DID e. Choose from audio-only meetings, audio and web meetings or web-only meetings i. webex and citrix have this f. No toll charges for dialing in participants on 8x8 network i. unique to us g. Seamless integration with 8x8 Virtual Office systems (unique to us) Page 11 of 14

12 i. Automated corporate directory integration ii. Easy Virtual Meeting extension dial-in (distant future) iii. Softkey integration with 8x8 IP Phones (distant future) h. Extensive meeting management capabilities for meeting creators and meeting participants i. Ability to get details of past meetings, upcoming meetings and meetings in progress (webex & citrix has this) ii. Ability to download and listen to past meeting recordings for free for meeting creators and meeting participants (Per Att, webex has this, not sure about citrix) iii. Ability to create private group audio sessions during a live meeting (Att doesn t think webex or citrix has this) iv. Ability to customize dial in numbers for each meeting (unique to us) v. Ability to request and manage participant RSVPs online (unique to us) 3. Competitive Differentiators a. No software or hardware required b. Low pricing w/ extended features c. Flexible meeting access number offerings d. No toll charges for dialing in participants on 8x8 network e. Seamless integration with 8x8 Virtual Office systems i. Automated corporate directory integration ii. Easy Virtual Meeting extension dial-in (distant future) iii. Softkey integration with 8x8 IP Phones (distant future) f. Extensive meeting management capabilities for meeting creators and meeting participants i. Ability to create private group audio sessions during a live meeting Ability to create private group audio sessions during a live meeting ii. Ability to customize dial in numbers for each meeting iii. Ability to request and manage participant RSVPs online 4. Lead Gen Plan a. Tactics: i. Referral Program from Install Base 1. Combined messaging with VO Referral 2. Monthly deployment (replaces VO standalone referral edm) ii. Paid Search: Simplified Web Conferencing, Simple Pricing, 30-day Free Trial 1. Web conferencing Terms and Creative a. CPCs average at $16.24 but the range is $13.00 to $18.00 per click. b. Sample of paid search competitors are Webex.com (Cisco), Intercall, GoToMeeting, PowWownow, DimDIm, UnlimitedConferencing.com, Arkadin. c. Top competitors Intercall, GoToMeeting, & Webex 2. Some top potential categories (not all categories were pulled in potential as landing page and product details will determine keywords) 1. Web video conferencing 2. Online conferencing Page 12 of 14

13 3. Web Conferencing 4. Conferencing software 5. Web meeting b. % of Budget? (TBD) b. Landing Pages i. 90% Virtual Meeting 1. Combined Virtual Meeting/ Virtual Office Pricing Page 13 of 14

14 Partner Details Pricing Trial Unlimited-15 Non 8x8 8x8 Annual $0.00 $369 $30.75 $325 $ Month2Month $0.00 $39.99 $29.99 Promo Annual $ $ Promo M2M $0.00 $29.99 $24.99 Disconnect NA $ Expiration days Service Duration Optional Features Toll Free NA $0.08/min/participant Participant >15 NA $2.99/meeting/participant Dial In Local NA $4.99/month International NA $9.99/month Recording Overlimit NA $0.15/min over 5hours Disconnect NA $9.99/optional features Partners All partners unless Michelle says otherwise Commissions Michelle to provide Page 14 of 14