1. Service Provider Sales Acceleration
An Introduction to Edgewater Networks ESAP

2. IP COMMUNICATIONS ADOPTION BY COMPANY SIZE
SOURCE: Edgewater Networks SMB Market Study, 2016

3. IP COMMUNICATIONS US ADDRESSABLE MARKET
Business Size
# of Business1
# of Employees1
Non IP Rate2
Potential Seats
Revenue per Seat
Potential MRC (millions)
Annual (billions)
1-4
3,617,764
6,086,291
94%
5,740,479
$40.00
$229.6
$2,755.4
5-19
1,677,206
15,375,442
83%
12,812,868
$35.00
$448.4
$5,381.4
20-99
526,307
20,684,691
68%
14,053,842
$30.00
$421.6
$5,059.4
90,386
17,547,567
70%
12,283,297
$25.00
$307.1
$3,685.0
500+
18,469
61,209,560
64%
39,174,118
$20.00
$783.5
$9,401.8
Total
$2,190.2
$26,283.0
1 US Census Bureau: Statistics of US Businesses
2 Edgewater Networks SMB Market Study

4. ESAP PROGRAM OVERVIEW Edgewater Networks Sales Acceleration Program
Materials Best Practices Guides for Packaging and Pricing, Marketing Communication,
Sales, and Supporting Operational Processes
ESAP Consulting Compressive, customized consulting engagements focused on new product launches or improvements to in-market performance of existing products

5. ESAP MATERIALS
Best Practice Guides for:
Packaging and Pricing for IP Communications Products
Marketing Communications and Sales Processes
Optimized Operational Processes

6. EDGEWATER SALES ACCELERATION PROGRAM SPECTRUM
Segmentation and Targeting
Customer and Prospect Segmentation
Buying Behaviors
Purchase Drivers
Product and Offers
Product Definition
Package Elements
Value Propositions
Bundles
Marketing Communications
Broad Themes
Message Elements
Communication Channels
Marketing Mix
Sales Strategy
Alignment with Product
Skills and Competencies
Direct vs. Indirect
Tools
Sales Training
Operations Strategy
Provisioning and Billing
Operational Limitations
Customer Experience
Metrics

7. ESAP CONSULTING – TWO PHASE APPROACH
Segmentation and Targeting
Product and Offers
Marketing Communications
Sales Strategy and Training
Operations Strategy and Execution
2 Weeks
12 Weeks
Phase 1
Situational Analysis
Recommendations
Business Case
Product Description v1
Project Plan
Phase 2
Execution
Build and Launch Product
Sales Training
Ops Training
Joint Selling

8. SITUATIONAL ANALYSIS PROJECT METHODOLOGY
Pre Kickoff Conference Call for Planning
Phase 1 Kickoff at Client Site
Interviews with Stakeholders Across Client Organization
Gap Analysis and Recommendation Development
Customize Business Case, Project Plan and PD Templates
Present Recommendations and Deliverables
Finalize Phase II Planning

9. SITUATIONAL ANALYSIS – SAMPLE DELIVERABLES
Recommendations
Comprehensive Business Plan
Product Description Document (PDD)
Development Project Plan

10. Next Steps
Next steps

11. www.edgewaternetworks.com sales@edgewaternetworks.com
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