Introduction to CLEAR

ROI What would you like to take away from today’s training? ROI

Your Role Today Take Notes (there may be a test!) Ask Questions Keep Your Mind Open Think About How Selling CLEAR Can Help You Reach Your Personal Goals

Our Goals Today To share our excitement for the CLEAR sales opportunity To demonstrate how easy it is to sell the CLEAR solution To provide enough basic information to allow you to begin selling the CLEAR solution TODAY!

Our Objectives For This Session: When you leave today we want you to be able to: Describe who CLEAR is and the services we provide Explain the CLEAR product and plan offerings Position CLEAR solutions against competitive offerings Pre-qualify a prospect and enter an order through the Sales OE Portal Possess the confidence and motivation to begin selling CLEAR today

Here is what we will talk about: Who we are What we do Our vision for this market What sets us apart Our products The rate plans How to approach customers How to enter an order

What we do… Empower a smarter, more connected world with the fastest, most cost-efficient, and highest capacity 4G network – enabling people everywhere to have the magic of the Internet with them all of the time. The CLEAR Mission Statement You are part of the next big thing!

Who we are… Energetic young company passionate about how people access the internet Brain child of wireless pioneer Craig McCaw WiMAX will cover as many as 120 million people with true broadband mobility across 80 markets by the end of 2010 Strategic investors include Intel Capital, Comcast, Sprint, Google, Time Warner Cable, and Bright House Networks CLEAR WiMAX Launches in 2009: Portland, Atlanta, Las Vegas, Philadelphia, Chicago, Dallas, San Antonio & Austin + Conversion markets You are part of our big picture!

CLEAR Values CUSTOMER CENTRIC with every decision C LOW COST in all we do L EASY TO USE at every touch point E ALWAYS BETTER than yesterday, our competition, and our user expectations A REALLY FAST transmission speeds, actions, and results R

What is our vision for this market? We will be here to help you succeed!

WiMAX CLEAR uses a 4G technology called WiMAX Service areas are measured in miles, not feet WiMAX technology provides: –High speed of broadband service –Wide coverage, high capacity, mobility and a single standard –Wireless rather than wired access –Secure data transmission –Less expensive than Cable or DSL and easier to extend to new areas You partner with a technology pioneer!

CLEAR WiMAX Value Propositions Speed: Super fast internet everywhere Consistency: At home or on-the-go, CLEAR provides consistent speeds that you can rely on. Simplicity: Easy to install. Easy to use. We keep things CLEAR! Openness: CLEAR supported by robust vendor ecosystem Propose a simple, high quality life for customers!

But our biggest Value Proposition… “CLEAR is dedicated to providing industry-setting customer service and an unparalleled sales experience. As such, CLEAR is committed to ensuring that all sales and customer service activities are conducted in a truthful and legally compliant manner. CLEAR does not tolerate any dishonest or unlawful conduct, including false or misleading statements or fraud of any kind.” Unwavering commitment to our customers! You do the right thing!

Let’s Review… Which of the following is not a goal of today’s program? –To share our excitement for the CLEAR opportunity –To teach you to calculate how much bandwidth a customer needs –To prepare you to sell CLEAR today How many markets will CLEAR be in by 2010 year end? –80 markets, covering as many as 120 million people –35 markets, covering as many as 75 million people –114 markets, covering as many as 185 million people

Let’s Review… Cite two of CLEAR’s value propositions –Speed (SUPER fast) –Consistency –Simplicity –Openness

So What? Who Cares? Why is this information important to you? Why is this information important to your customers?

CLEAR Products and Plans

CLEAR products = Choices Clear USB Modem Clear Voice Adapter Clear Modem Clear Spot Clear 4G+ Mobile USB You give customers choices based on needs!

Clear Modem Provides super fast internet access via WiMAX –Average download 3-6 Mbps, bursts up to 10 Mbps –1 Mbps upload on all plans –Unlimited usage Move the connection anywhere, anytime: stay online everyday Self-installed – no software, no technician Use with any devices that require internet Target market = Consumer and small business (up to 8 employees) You provide a simple alternative TODAY!

Clear Modem Installation Optimally position with antenna facing window. Move modem slowly in quarter turns until 2-3 consistent lights. Amaze customers with the ease of installation!

Clear USB Modem Same super fast internet you get at home on the road –Average speed of 3-6 Mbps with bursts of up to 10 Mbps –1 Mbps upload on all plans Go anywhere in our coverage area Install software and be online in 5 minutes Works with XP/Vista/Win 7 or Mac OS Target market = Mobile users and home/business users Increase efficiency for local customers!

Clear 4G+ Mobile USB WiMAX average speed of 3-6 Mbps with bursts of up to 10 Mbps –3G speeds vary by area but average 600 Kbps to 1.4 Mbps First USB modem to integrate both 4G WiMAX and 3G (cellular) –Connects to CLEAR’s network when available and 3G service outside of CLEAR coverage Works with XP/Vista/Win 7 Target market = Mobile users who travel outside of CLEAR’s coverage areas Internet access nationwide!

Clear Spot Accessory that allows Wi-Fi enabled devices to access CLEAR’s WiMAX network –Using USB Modem and 4G+ only One-time cost of $ Four-hour rechargeable battery life –Can also run on AC power Target Audience: Up to 8 Users –Examples: Student study group, picnic in the park, day at the beach, mobile coffee shop, etc. Become a walking hotspot!

Clear Voice Plug it into your Clear Modem and talk all you want One low monthly service price ($25.00) Unlimited calls to anywhere in the US, Canada and Puerto Rico Great low International rates Extraordinary Features Target Audience: CLEAR home internet users and small businesses Simple, all inclusive, consumer voice solution!

Features Ordinary Features Caller ID Call Waiting Call Forwarding Basic Voic Do Not Disturb 3-Way Calling E911 Compliance Local Number Portability Extraordinary Features Remote Management Advanced Call Forwarding Simultaneous Ring Voic to Call Blocking Call Screening & Adv. DND Call Activity History Secondary Phone Numbers Everything is included in one low price!

Fax & Analog Lines Fax machines work LNP (Local Number Portability) available Analog Line Devices work, including –Credit Card Machines / DirecTV & Dish DVR –“Rule One”: Use Ethernet first – Requires *99 Dial Prefix Alarm systems: NOT recommended, NOT supported Building a more robust Voice offering!

Requirements & Conditions Requirements Existing CLEAR Broadband Analog Phone - Preferably a 5.8 GHz Multi-Station Cordless Minimum CINR/Cheetah ≥ 8 Call quality and RF quality are directly related. If our customer has poor wireless signal, they will have a poor voice experience. Conditions Power Required – will not work during power outages without backup power Dialing Restrictions No 900/976 No inbound collect calls Wireless number porting available Rate Centers must match White Pages listings Ported numbers retain listing CLEAR numbers NOT listed Set proper expectations for customers!

Let’s Review… What is the primary function of the Clear Modem? –To provide VoIP telephone capability –To allow internet access for multiple computers at the same location –To provide internet access via WIMAX True or False: You can only access the Internet in CLEAR WiMAX markets? –False! You can access the Internet via 3G with the 4G+ Mobile USB

Let’s Review… Which of the following features is a Clear Voice extraordinary feature? –Call Forwarding –Do Not Disturb –Voic to –E911 Compliance True or False: Alarm systems are OK with Clear Voice? –False! Adding Voice adds $$$ to your business!

So What? Who Cares? Why is this information important to you? Why is this information important to your customers?

Plans and Promos Home + Mobile + Home Voice Simple, cost effective solutions for anyone!

Additional Terms Two-year agreement or no commitment plans –$35.00 activation on no commitment plans, including Voice –Activation waived on two-year agreements, including Voice ETF: All Plans $120 pro-rated down by $4 per month 4G+ Dual Mode $200 pro-rated down by $8 per month Voice Plan$50 Clear Voice available with Clear Modem only The devil is in the details – know them!

CLEAR Professional Services Designed for customers that require value-added services from their broadband provider Include “professional class” features most requested by businesses and government agencies Provided at no additional cost over and above base rate plan

Features Static IP Address – One static IP address free of charge for each CLEAR modem (fixed modems only) Port Security – Usage and access can be restricted based on port number assignment of application used. Port security can be enabled in one-way or two-way configurations (fixed modems only) Anytime Technical Support – Available to help customers 24 hours a day, 7 days per week

Features Service Level Agreement – CLEAR Professional Services come with our commitment to quality and a robust set of service performance guarantees Volume Discount Policy – As customer’s broadband needs grow, they may qualify for discounts on monthly recurring charges Network Maintenance Notifications – Customer is notified in advance when proactive network maintenance may impact them

Selling and Retaining Customers

The Sales Process Close business – make $$$! Get In Get Interest Get Info Get Ink Get Income Get Involved Engage the Prospect Pre-Qualify Ask for Referrals Follow-up Ask Probing Questions Present Solutions Handle Objections Close the Sale

Get In! (Engage the Prospect) Use a TRAFFIC GRABBER to stop them: How do you like your _______ ? (BlackBerry or other device) It’s not just what you say, it’s how you say it. The “personality factor” cannot be overestimated in successful traffic grabbing. Talk so they don’t walk!

Get Interest! (Pre-qualify) Have an elevator pitch! Concise, clear summary of our products/services Includes key customer benefits Can be delivered in the time span of an elevator ride (~30 seconds) Once the prospect is ‘hooked’ – pre-qualify their address Entice them with a pitch-perfect opener!

Get Info! (Probe) Ask Probing Questions: “When you travel, where do you travel to?” (need for mobility) “For what purpose do you use the Internet?” (establish the plan) Make sure your questions are open-ended and lead you closer to the close. Identify the Customer’s Gap!

Get Ink! (Handle Objections) There are four steps to handling objections: 1.Listen to prospect’s objection 2.Acknowledge the objection 3.Explore to undercover true objection 4.Respond to the objection We refer to this as the “LAER” process Get to the bottom of a customer’s true objection!

Get Ink! (Close) Ask for the Sale: Assumptive close: The customer has made a buying decision. For example, “Will that be MasterCard or Visa?” Summary close: Review the benefits and the package the customer is purchasing. Trial close: If you think the customer is ready to purchase, go ahead and ask a little earlier in the engagement. Ask for the business – Everyone wins!

Get Income! (Referrals) Always ask for referrals Should be considered an integral part of your overall compensation Grow your business – more referrals can mean more commissions!

Get Involved! (Follow up) Purpose of Tracker Reach out at 2 day, 2 week, 2 month and 5 month time frames Have your customers at your fingertips Answer questions Get referrals and customer’s unique referral code Build relationships Keep your business!

Let’s Review… The “Get In” step of the sales process refers to what? –Getting direct mail to the prospect’s home –Engaging the prospect –Asking probing questions –Getting referrals True or False: There are no referral fees paid for new Monthly customers. –FALSE! The purpose for the Tracker is to… –Answer customer questions –Get referrals –Build relationships –All of the above Simple product, simple sales process!

So What? Who Cares? Why is this information important to you? Why is this information important to your customers?

WiMAX Sales Order Entry (OE) and Clearwire Queues (CQ)

Order Entry Process Step 1: Login Step 2: Pre-qualification Step 3: Credit check Step 4: Select service plan Step 5: Complete the sale Step 6: Add services Get credit for the sale!

Enter Username and Password, then click “Login” Start the order process!

Sales OE Training Site Practice entering an order!

Clearwire Queues (CQ) Credit Queues Customer Lookup Tool Inventory Audit AR New Equipment Request Feedback Fraud Review Handle exceptions and get information!

Inventory Audits Do it weekly – keep your consignment!

Program Summary

Here is what we talked about: Who we are What we are Our vision for this market What sets us apart Our products The rate plans How to approach customers How to enter an order

So, how did we do? Our Goals Today: To share our excitement for the CLEAR sales opportunity To demonstrate how easy it is to sell the CLEAR solution To provide enough basic information to allow you to begin selling the CLEAR solution TODAY!

So, how did we do? What would you like to take away from today’s training? ROI

You’re on your way – thank you for attending!