Net-Net enterprise session border controller playbook The leader in session delivery network solutions
Why did we make this guide? To help you solidify your position as a trusted technology advisor to your customers! Infonetics Research projects that the Enterprise Session Border Controllers (E-SBC) market is growing 44% per year through 2014. This growth is fueled by technology investments enterprises are making in their networks, including SIP trunking, unified communications and others we cover in this playbook. Acme Packet is the E-SBC market leader and we want to show you how to take advantage of these opportunities. The two primary targets for E-SBCs are: Enterprises upgrading communications systems Enterprises searching for OPEX and CAPEX cost savings E-SBCs support these goals by enabling applications like: Enterprise IP telephony network consolidation SIP trunking Unified communications Hosted IP communication services Secure remote worker and branch offices initiatives For these applications, E-SBCs provide: Security Interoperability Reliability 2 Copyright Acme Packet 2011 - provided under NDA
How to succeed with Acme Packet E-SBCs This playbook is a guide that shows how to: Identify E-SBC opportunities Position Acme Packet Net-Net E-SBCs with end-customers Work with Acme Packet to close E-SBC sales To be successful selling Acme Packet Net-Net E-SBCs, follow this process: Step 1: Read this playbook The better you understand the enterprise solutions that E-SBCs enable, the more effective you can be at identifying opportunities among your existing account list. Step 2: Prospect your accounts Map these opportunities to your account list and rate how close the account is benefiting from the E-SBC enabled solution. Step 3: Build the pitch Use the relevant play in this book to construct a powerful pitch for the account. Reach out to your local Acme Packet business development or sales contact for help. Step 4: Qualify your prospects Qualify the account by presenting the pitch and gauging their interest. Acme Packet business development and sales are happy to come along to help! Step 5: Close the deal For each qualified account, engage with Acme Packet business development to help secure the opportunity and facilitate quoting and ordering. Copyright Acme Packet 2011 - provided under NDA 3
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Copyright Acme Packet 2011 - provided under NDA 5 Table of contents Acme Packet overview 6 Enterprise session border controller overview 7 Building your sales strategy 8 Coordinating the project acceptance 9 E-SBC ecosystem 10 Finding the right entry point 11 Play: IP-Telephony network consolidation 12 Play: SIP trunking 14 Play: Unified Communications 16 Play: Cloud communication services 18 Play: Remote workers and offices 20 Account score card 22
Acme Packet overview Who we are Acme Packet is the world leader in session delivery network solutions. Acme Packet products deliver over half of all real-time IP communications traffic in the world. Acme Packet is a public company (NASDAQ: APKT) headquartered in Bedford, Massachusetts in the US where we design, develop, and manufacture our products. What we do We are experts in the technologies that enable real-time IP communications. For over 10 years we have been working with service providers and enterprises to help them overcome the challenges they face when transitioning from TDM to real-time IP communications. We have embodied the knowledge from these experiences in our market leading Net-Net E-SBCs. These E-SBCs are network vendor agnostic and provide the tools and features enterprises need to provide secure and reliable communications over IP-networks. Why customers value our products Acme Packet Net-Net E-SBCs solve the challenges enterprises face when deploying real-time IP communications by providing: Security IP communications are vulnerable to denial of service (DoS), theft, fraud, and breaches of privacy if not protected by a powerful security system. Net-Net E-SBCs provide bestin-class security that enterprises can rely on. Interoperability Enterprise networks are rarely homogeneous, and not all IP-communication vendors interoperate. Net-Net E-SBCs resolve incompatibilities seamlessly. Reliability No one looks good when the CEO s call drops because of some glitch in the network. Net-Net E-SBCs provide a variety of tools that enable enterprises to provide reliable access to IP communications. What it means to be an Acme Packet Pinnacle Partner As a Pinnacle Partner, Acme Packet supports your efforts to help enterprise customers realize the benefits of IP communications today and prepare for the applications and services of tomorrow. Pinnacle Partners have access to: Valuable product training Powerful selling tools Acme Packet expert sales and sales engineering teams 6 Copyright Acme Packet 2011 - provided under NDA
Copyright Acme Packet 2011 - provided under NDA 7 Enterprise session border controller overview Introducing the Acme Packet Net-Net E-SBCs Acme Packet offers two E-SBC platforms. Please refer to the E-SBC Ordering Guide and the E-SBC Pricing and SKU Guides for more information on features and pricing. Net-Net 3820 Net-Net 4500 Sessions 150-8,000 250-16,000 Target customer Small to Medium Enterprise Medium to Large Enterprise Form Factor 1U 1U What is an E-SBC? E-SBCs control and secure the flow of real-time IP communications traffic across network borders, including connections between: enterprise communications systems (e.g. UC to IP-PBX) wide-area network services (e.g. SIP trunks) enterprises a service providers (e.g. hosted audio conferencing) E-SBCs provide: Strong security Easy interoperability Assured reliability Ensure confidentiality, integrity and availability Prevent fraud and service theft Guard against malicious attacks and system overloads Resolve public IP network interface challenges Connect multi-vendor communication systems Simplify network operations Protect investments in legacy systems Ensure PSTN-like availability Ensure business continuity Enforce QoS Balance loads across trunks and network devices Reroute sessions around network failures Optimize network performance Circumvent equipment and facility problems
Building your sales strategy E-SBCs are powerful and sophisticated products that enable a multitude of enterprise IP-communication solutions or plays, each one providing new capabilities as well as OPEX and CAPEX savings. There are two primary segments of enterprises who are strong candidates for E-SBC sales opportunities: Enterprises upgrading communications systems Enterprises searching for OPEX and CAPEX savings The table below provides a brief overview of how each play can fit into either theme: Play Capability Cost Savings IP Telephony Network Consolidation SIP Trunking Unified Communications Cloud Communication Services Secure Remote Worker or Branch Office Flattened and consolidated network Centralized call control Leverage private network for site to site calling Rapid connectivity provisioning and access to hosted communication services Presence, follow-me, desktop video conferencing, click to call On-demand, state of the art IP-communication services Effective and secure virtualized offices improve worker productivity and enhance disaster recovery preparedness Eliminate redundant equipment, simplify infrastructure support, and eliminate internal call tolls Right-size connectivity Reduce travel and entertainment, audio conferencing and video conferencing costs Lower CAPEX and support costs of IP infrastructure by outsourcing IP communications applications Reduce personal expense reimbursement, and real estate costs related to remote workers 8 Copyright Acme Packet 2011 - provided under NDA
Coordinating the project acceptance Information technology and network infrastructure sales are complex and often face hidden hurdles within the enterprise. E-SBCs provide a long list of benefits to enterprise customers, and the priority of these benefits changes depending on the audience. This section provides an overview of the stakeholders you will encounter and the key benefits to highlight. Stakeholder CFO Motivators Highlight the benefits of CAPEX and OPEX reduction. If appropriate, help this stakeholder understand the transition from large CAPEX expenditures to OPEX that scales with corporate size. Refer to the case studies available on the enterprise portal for help building the case for these constituents (http://www.acmepacket.com/log-in-pinnacle-partners-enterprise.htm). CSO or other IT security members These stakeholders focus on the integrity and defensibility of the IT infrastructure. Be sure to highlight Acme Packet s Net-SAFE architecture and the role of the SBC in protecting the corporate network from application level malicious attacks. Refer to the Net-SAFE presentation in the enterprise portal (http://www.acmepacket.com/log-in-pinnacle-partners-enterprise.htm). CIO / IT director This stakeholder is concerned with the ability of the IT infrastructure to support the business s current and future needs and is critical to gathering internal support for the IP communications project. Paint the full picture of the promise of end-to-end IP communications for this stakeholder. Use the video: Building Session Delivery Networks (http://bcove.me/tiiifk4s) as appropriate. Telecommunications manager These stakeholders are key to the transition from TDM to IP communications. Be sure to highlight both the place these members will continue to have managing an IP communications network and the benefits IP communications deliver to their every day operations. Refer to the application notes available from the enterprise portal (http://www.acmepacket.com/log-in-pinnacle-partners-enterprise.htm). Copyright Acme Packet 2011 - provided under NDA 9
10 Copyright Acme Packet 2011 - provided under NDA E-SBC ecosystem E-SBCs are always part of a larger IP communications initiative. Enterprises use Acme Packet E-SBCs in a wide variety of real-time IP communications network environments. A sampling of network equipment vendors and service providers that we have been deployed with is shown below:
Finding the right entry point picking the play Enterprises purchase E-SBCs for different purposes depending on their IP communications network maturity and technology investment profile. In all cases, the enterprises are looking for ways to leverage the feature enhancements and cost savings that IP communications network deliver. The following table provides a quick overview of how the different IP-communication applications (plays) E-SBCs enable, and some typical characteristics of enterprises that can benefits from these applications. More in depth descriptions of the applications follow, including: Application value propositions Qualifying questions and conversation starters Application specific E-SBC value propositions Answering objections Network diagrams Play IP telephony network consolidation SIP trunking Unified Communications Cloud communication services Secure remote workers Customer profile De-centralized telephony network Has made recent acquisitions Looking to rationalize their communication infrastructure Multiple PBXs Uses TDM communication services Looking to lower OPEX and CAPEX Uses TDM communications services Centralized communication network Looking to lower OPEX and CAPEX Centralized communication network Invests in worker productivity Green or work-life balance initiatives Favors an outsourcing strategy for traditional IT functions Heavy use of audio or video conferencing services (Intercall, Premier, WebEx,...) Outsources contact center functions and business processes Large geographically distributed organization Remote call center representatives Distributed workforce Green or work-life balance initiatives Looking to lower OPEX and CAPEX In many occasions an enterprise can benefit from a combination of these plays, and for clarity this document introduces each play independently. Copyright Acme Packet 2011 - provided under NDA 11
12 Copyright Acme Packet 2011 - provided under NDA Play: IP-telephony network consolidation Enterprises can reduce CAPEX and OPEX by leveraging their private IP-based data network for interactive communications, and by consolidating existing IP communication islands. They can retire legacy voice equipment, bypass the PSTN and use their private IP network for toll-free internal calls anywhere in the world. By connecting existing IP communication islands, they can lower support costs and enable unified enterprise-wide dial plans. Upon completion of the consolidation of IP telephony networks, the enterprise has a single IP communications network, instead of managing multiple dial plans, PBXs, and TDM-based telephony networks. Ask How does your company integrate new IP communications networks, for example from corporate acquisitions or organic growth? How do you manage local PRI trunk connections to branch offices? What is your strategy for managing and coordinating your company s PBX systems? What opportunities do you see to reduce network support costs or lower capital expenditures by consolidating your IP communication network infrastructure? What new demands from the enterprise might place a strain on your current communications network architecture? Say You can significantly reduce costs by consolidating your voice communications onto your existing IP data network and centralizing IP-PBXs into your data center. Acme Packet Net-Net E-SBCs can end the hassle of managing multiple move, add, change PBX dial plan updates. Net-Net E-SBC interoperability features allow enterprises to leverage existing network investments while gaining the feature and cost benefits of network consolidation. Key terms: VoIP islands Branch office IP communications Incompatible dial plans Multi-PBX coordination Voice gateways Under-utilized trunks Nimble communications network architecture
Copyright Acme Packet 2011 - provided under NDA 13 Value of the Net-Net E-SBC Net-Net E-SBCs provide a solid foundation for IP telephony consolidation by: Enforcing corporate IP communications security and privacy polices across the entire corporate communication network Resolving multi-vendor compatibility issues and enabling multi-protocol interworking Ensuring reliability by enforcing service quality and QoS routing Acme Packet Net-Net E-SBCs cure interoperability problems between enterprise systems, ensure network security and manage service reliability to simplify IP-telephony network consolidation. Answering objections Objection: I have investments in communications infrastructure that I can t write off Net-Net E-SBCs ensure interoperability between legacy and future network communications, allowing customer s to minimize rip and replace deployments and leverage past investments Objection: Our branch PRIs are very low cost or practically free Service providers offer very attractive PRI rates if enterprises commit to a high spend rate, or even just to avoid losing the business. Be sure to factor in the costs of managing the branch PRI contracts and administrative costs, and also to think about the additional benefits you will gain through consolidation. Objection: My firewall provides sufficient network security Conventional IP firewalls, security appliances and routers aren t designed for real-time interactive IP communications and leave the enterprise vulnerable to a variety of security threats and interoperability problems. Headquarters E-SBC enforces privacy, prevents fraud, and protects from internal security threats Branch office E-SBC delivers interoperability between system and endpoint devices and prevents service overloads SIP over MPLS E-SBC ensures E911 compliance and simplifies unified dial plans E-SBC enforces QoS and delivers reliable IP communications Branch office
Play: SIP trunking Enterprises can reduce long distance and international calling fees and improve service agility by using a SIP trunk instead of a conventional PRI trunk for PSTN access. SIP trunks are less expensive, more efficient, and scale cost-effectively when compared to PRI trunks. Ask Say Where is your company in the transition from TDM to real-time IP communications? What is your company s strategy to manage local and long distance toll charges? How do you provision PRI trunks for your company? How do you manage provision TDM trunks to meet peak or seasonal demand? Thinking about both voice and data connectivity, how do you provision bandwidth for your enterprise? With SIP trunks, you can respond to changing demand for communications services within hours instead of months. SIP trunks provide flexibility to access advanced IP communications services, such as conferencing and collaboration. SIP trunks combined with E-SBCs provide reliability equal to or better than TDM trunks. Key terms: End-to-end IP communications Rapid bandwidth provisioning Flexible bandwidth allocation Seasonal demand management Consolidate trunks Protect legacy network investments Service provider interoperability 14 Copyright Acme Packet 2011 - provided under NDA
Copyright Acme Packet 2011 - provided under NDA 15 Value of the Net-Net E-SBC Net-Net E-SBCs enable SIP trunking applications by: Securing the enterprise network s border, safeguarding user confidentiality and privacy, and protecting enterprise IT assets Resolving multi-vendor compatibility issues and enabling multi-protocol interworking Ensuring reliability by enforcing service level agreements and providing QoS-based trunk routing Acme Packet Net-Net E-SBCs protect enterprise communications from attacks, fraud, confidentiality and other threats that can occur on IP networks. They also cure interoperability problems between enterprise systems and service provider networks, greatly simplifying the deployment of SIP trunk services. Answering objections Objection: My firewall provides sufficient network security Conventional IP firewalls, security appliances and routers aren t designed for real-time interactive IP communications and leave the enterprise vulnerable to a variety of security threats and interoperability problems. Objection: The service provider says I should install their recommended SBC Acme Packet is the E-SBC market leader with proven interoperability across a wide range of hosted network services and CPE (IP-PBXs, UC systems, softphones, etc.). Net-Net E-SBCs provide enterprises with greater flexibility and investment protection than alternative solutions. Objection: I can rely on the service provider s SBC The service provider s SBC is configured to protect the service provider, not necessarily the customer. Similar to the firewalls enterprises use to enforce their data network security, E-SBCs provide the necessary security enterprises need to protect their IP communication networks. Headquarters E-SBC delivers interoperability between system and endpoint devices and prevents service overloads E-SBC enforces privacy, prevents fraud, and protects from malicious attacks SIP trunk E-SBC enforces QoS and delivers reliable IP- communications Service provider E-SBC protects enterprise network from service provider configuration changes
16 Copyright Acme Packet 2011 - provided under NDA Play: Unified Communications Unified Communication (UC) systems integrate multiple communications methods (voice and video telephony, presence, conferencing, messaging) to improve collaboration among groups of employees and enhance efficiency across the organization. It can also include integration of communications and applications to automate and streamline business processes. Ask Which unified communications systems has your company investigated? How will your communications network interoperate with the new UC infrastructure? What is your UC security strategy? How will your UC implementation interoperate with remote branches or remote workers network environments? How will you manage quality of service and IP communications service level agreements for your UC deployment? How will you take advantage of ongoing innovation in the UC space without disrupting your real-time IP communications network? Say Net-Net E-SBCs remove interoperability risk from UC deployments. Net-Net E-SBCs future-proof UC deployments from changes to UC vendors, applications, and feature sets. Net-Net E-SBC protect UC infrastructure from threats, detect and prevent fraud, and ensure privacy for real-time IP communications sessions. Net-Net E-SBCs manage connections to multiple network services, optimizing OPEX with least-cost routing and ensuring availability by routing around network degradations and failures. Key terms: Presence enabled communications Desktop video calling On the fly video conference Desktop sharing Remote worker integration Enhanced collaboration Protect legacy network investments Microsoft Lync Avaya Aura Cisco Unified Communications Manager Polycom Lifesize Radvision
Copyright Acme Packet 2011 - provided under NDA 17 Value of the Net-Net E-SBC Net-Net E-SBCs provide significant benefits to UC systems by: Securing the enterprise network s border by protecting against attacks, ensuring private communications, and detecting and preventing fraud. Interoperating between legacy systems, the UC system and endpoint devices allowing enterprises to manage their capital expenses and protect infrastructure investments. Statefully rerouting sessions across SIP trunks to optimize unified communication sessions based on real time quality of service QoS measurements to optimize the remote worker experience Acme Packet Net-Net E-SBCs security, interoperability, and reliability features make them the best E-SBCs for Unified Communications projects and to build a trusted foundation for the future. Answering objections Objection: My firewall provides sufficient network security Conventional IP firewalls, security appliances and routers aren t designed for real-time interactive IP communications and leave the enterprise vulnerable to a variety of security threats and interoperability problems. Objection: The UC vendor says I should install their E-SBC Acme Packet E-SBCs are fully compatible with major UC vendors, including Cisco and Avaya, and offer the benefit of rich multivendor support. This provides investment protection for legacy IP telephony systems and flexibility to integrate multivendor communications infrastructure as your network evolves. Objection: I can rely on the service provider s SBC The service provider s SBC is configured to protect the service provider, not necessarily the customer. Similar to the firewalls enterprises use to enforce their data network security, E-SBCs provide the necessary security enterprises need to protect their IP communication networks. Headquarters Remote worker E-SBC provides interoperability between UC and legacy IP-PBX E-SBC delivers interoperability between system and endpoint devices Internet E-SBC enforces privacy, prevents fraud, and protects from malicious attacks E-SBC provides hosted NAT traversal Branch office
18 Copyright Acme Packet 2011 - provided under NDA Play: Cloud communication services Businesses are turning to hosted service providers and new cloud-based services for a wide range of IP communications needs from audio and video conferencing solutions to virtual contact center offerings. By leveraging the expertise and capital investments of an experienced service provider, enterprises can improve business agility while reducing CAPEX and OPEX. Ask What outsourcing options have you considered for your PBX, UC, and other communications functions? Of your IP communications capabilities, which are better managed on premise vs. outsourced? What is your security strategy for protecting cloud-based communication services? How will you ensure interoperability between your network infrastructure and cloud-based communication services? How will you manage QoS and service level agreements to provide a PSTN-like quality experience for your cloud-based communication services? Say You can shift your conferencing traffic to an IP network connection managed by an E-SBC and take advantage of lower conferencing rates while also reducing telecommunications costs. An E-SBC should always be used when connecting an enterprise network to cloud communication service providers in order to protect the enterprise infrastructure from security threats, ensure interoperability, and high quality access to services. Net-Net E-SBCs protect infrastructure from threats, detect and prevent fraud, and ensure privacy for real-time communications sessions. The Net-Net E-SBC ensure high availability access to services and high quality communications by routing around network degradations and failures and enforcing service level agreements. Key terms: Convert CAPEX to OPEX On demand communication services Hosted VoIP Hosted IP-PBX Hosted UC Hosted Lync Cloud conferencing
Copyright Acme Packet 2011 - provided under NDA 19 Value of the Net-Net E-SBC Net-Net E-SBCs enable enterprises to leverage cloud IP communications services by: Securing the enterprise network s border, safeguarding user confidentiality and privacy, and protecting enterprise IT assets Interoperating seamlessly with the hosted service provider infrastructure Statefully rerouting sessions across SIP trunks to optimize unified communication sessions based on real time quality of service QoS measurements to optimize the remote worker experience Acme Packet enterprise session border controllers are designed to ensure interoperability, security and reliability for cloud IP communications services. Answering objections Objection: I don t need an expensive E-SBC to access cloud services Conventional IP firewalls, security appliances and routers are not designed for real-time interactive IP communications and leave the enterprise vulnerable to a variety of security threats and interoperability problems. Objection: I have investments in communications infrastructure that I can t write off Net-Net E-SBCs ensure interoperability between legacy and future network communications, allowing customers to minimize rip and replace deployments and leverage past investments. Objection: The service provider says I should install their recommended SBC Acme Packet is the E-SBC market leader with proven interoperability across a wide range of cloud network services and CPE (IP-PBXs, UC systems, softphones, etc.). This provides enterprises with greater flexibility and investment protection than alternative solutions. Objection: I can rely on the service provider s SBC The service provider s SBC is configured to protect the service provider, not necessarily the customer. Similar to the firewalls enterprises use to enforce their data network security, E-SBCs provide the necessary security enterprises need to protect their IP communication networks. Headquarters Cloud service provider E-SBC provides QoS routing and hitless failover E-SBC delivers interoperability between system and endpoint devices SIP trunk service E-SBC enforces privacy, prevents fraud, and protects from malicious attacks E-SBC monitors service level agreements
20 Copyright Acme Packet 2011 - provided under NDA Play: Remote workers and offices To be fully productive while from home, a remote office, or on the road, employees must have reliable and convenient access to all their corporate communications services. By extending corporate voice, video and Unified Communications (UC) services to Internet users, employees can collaborate with colleagues and stay engaged with customers while out of the office. This enables line of business managers to implement teleworker programs and work-from-home business continuity plans, while eliminating costly home telephone and mobile phone expenses. Ask What is your company s teleworker strategy? How do you manage remote and field-based employee communication services and expenses? What roles does the Internet play in delivering reliable, high-quality enterprise communication services to remote offices and employees? How do you incorporate small offices, remote workers, and mobile professionals into your real-time IP communication strategy? How do you enforce communication security policies with remote employees? How does your company prepare for severe weather or natural disaster recovery? Say You can significantly reduce costs for communications with home or field-based employees by moving them from cellular services to an enterprise service securely accessed via an E-SBC connected to the Internet. You can improve productivity and collaboration by making the same voice, video and UC services used at headquarters available to remote workers and offices via an E-SBC connected to the Internet. A Net-Net E-SBC enables you to overcome the service quality and reliability problems that commonly plague remote users accessing interactive communications services via the Internet. You can assure regulatory compliance for remote employee communications by enabling remote access to enterprise communications services via an E-SBC connected to the Internet. Key terms: Teleworking Retain talent Green initiatives Real-estate cost savings Disaster preparedness Worker efficiency
Value of the Net-Net E-SBC Acme Packet E-SBCs enable secure remote workers and branch offices by: Protecting enterprise IP communications systems from Internet threats Providing IP communications privacy and authenticity to protect from eavesdropping and fraud Ensuring end-to-end interoperability across firewalls, routers and public Internet services Answering objections Objection: I can use the VPN that supports my data applications to provide secure remote access to communications services Separate tunnels for real-time IP communications and data applications provide greater flexibility and control than forcing all traffic into a single VPN tunnel. In addition, most VPN solutions are not able to prioritize real-time IP communications traffic to meet usability requirements. Objection: The Internet does not provide sufficient QoS to handle my real-time communications services Most broadband Internet services are able to support voice quality equal to or better than TDM connections. The success of Skype and other consumer services demonstrates the ability to successfully deploy video communications on these connections. Objection: Connecting my communications infrastructure to the Internet will open my company to fraud and Internet IP communications threats Acme Packet E-SBCs provide carrier grade IP communications security. Among other security features they can encrypt signaling and media to prevent eavesdropping; provide granular access control functions to prevent fraud and service theft; conceal IP address and netowrk topology to safeguard privacy and confidentiality; prevent DoS/DDoS as well as virus, worm and IP telephony spam to ward off malicious attacks Headquarters Remote worker E-SBC monitors QoS and interoperates with service provider infrastructure Internet E-SBC provides hosted NAT traversal E-SBC enforces privacy, prevents fraud, and protects from malicious attacks Branch office Copyright Acme Packet 2011 - provided under NDA 21
22 Copyright Acme Packet 2011 - provided under NDA Using the account score card Now that you have a thorough understanding of E-SBCs, and their position in IP-communication solutions, and their benefits to enterprises, it is a great time to evaluate the opportunities you have to position E-SBCs with your existing accounts. The Account Score Card on the opposite page is a simple tool to allow you to map the E-SBC plays to your existing accounts. Step 1: Pick your 10 biggest accounts While the benefits of IP communications apply to all enterprises, the larger the enterprise, the more benefit they will see from moving to end-to-end IP communications. Step 2: Rate the proximity of each account to the plays For each account, use your understanding of the account s technology investment profile and IP communications network maturity to estimate how close the account is to benefiting from each play. You can use descriptors like Immediate, 6 months, 1 year, unknown. Step 3: Qualify the accounts For any accounts that have plays in the 6 month to immediate time frames, schedule an initial conversation with the key decision makes to present the appropriate play s value proposition. Contact your Acme Packet channel manager for any assistance you would like in preparing for this meeting. They can even accompany you on customer calls at your request! Step 4: Engage Acme Packet sales Acme Packet understands that closing the plays described in this guide can be challenging as well as very rewarding. Our high-touch direct sales team is ready to assist and support you in closing opportunities for qualified accounts. Your Acme Packet channel manager can connect you as soon as you are ready!
Copyright Acme Packet 2011 - provided under NDA 23 Account scorecard Account Opportunity priority Name Size IP telephony consolidation SIP trunk UC Cloud communication Services Remote worker or office
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Copyright Acme Packet 2011 - provided under NDA 25 Acme Packet channel sales Our team is dedicated to helping your succeed in your E- SBC sales goals. If you have any questions, would like to consult on sales opportunities, or have any other requests, please do not hesitate to contact us at busdev@acmepacket.com.