1. Welcome to FISPA LIVE! Overcoming the Challenges of New Business Development Funding, Outsourcing & Acquisition

2. Are you a Yes Man ?

3. - Do you have multiple channels driving revenue? - Are you conducting the right activities? - Are you leveraging best practice cost strategies? - Do you have the right avenues to fund growth? - Does your business model allow growth without big costs? - Is your business structured to look like a good investment? - Does your business have an excellent exit strategy? Answer these questions

4. Our background 8-year history of success operating and managing Telecommunications Agency, Carrier and Consulting firm –Broad services (Cloud, Managed, Consulting, IT and more) –Strong financial performance examples (55% margins, >2% churn, 100% sales growth) –Proven tactics and strategies Quick Facts  HQ in Nashville, TN  Currently provide management services to 9 successful companies today and support over >8,000 businesses  Solutions for ALL businesses (cloud, voice/data, mpls, internet, …)  Success based on excellent operations, experience and leadership  Skilled at cloud based services and telecommunications

5. Our Core Focuses for Success  Corporate alignment around annual goals Executives to hourly staff (communicate and manage alignment)  Revenue growth is imperative Revenue Ownership Model Customer experience and churn management Brand awareness & value  Competitive loss management  Operational efficiencies and scalability  Reporting and administration accuracy  Sales and Marketing excellence Activity management that equal to result expectations  Individual accountability Manage impatiently

6. Solutions and Consult DEFINEDESIGN & SALE DEPLOYSUPPORT Strategy Business Case Business and Technical Requirements Propose and Close Development and Integration Deployment Support Measurement Reporting Upsell SALES TECHNICAL ARCHITECTS SYSTEM INTEGRATORS ACCOUNT MANAGEMENT CERTIFIED SOFTWARE / HARDWARE PARTNERS SYSTEM ENGINEERS PROJECT MANAGERS Applications Design and Development Deployment Support Example – Define your Experience - Position your business around a solid customer strategy. - Below is a tool used at AT&T, NTT, Earthlink and our business. It works.

7. Some Key Strategies to Discuss  Account Management Program In-house or outsourced – its critical  Alternate Channel Program Fast growth but be careful with cash  Competitive Sales Products Market adaptation is key  Onboarding and Training Market research will show that this is where your sales organization succeeds or fails  Positioning for merger or acquisition Big payday or not?

8. Account Management  Dedicated inside sales teams –Lead with support, get the sale  Focus on the up-sale of Cloud and Managed solutions. It’s a natural conversation.  Solid scripting will make a huge difference  Its about activity calls not reactive support. 20-30 calls a day not 10.  We learned to set an analysis meeting

9. Alternate Channel  Get your program defined  Comp, support, pricing, order process, pay  Got to make agents feel confident and comfortable with it  Make sure you do the right recruiting and mindshare activities. We learned:  2 mixers a month  1 newsletter a month  1 to 2 training activities a month  5 face to face a week (education and mindshare)  Help them sell, then let them sell  Always be educating  Keep an eye on the cash flow

10. Competitive Sales Products  Pay attention to your competition  What are they selling, pricing, winning  Competitive sales reviews  Do not under-estimate Cloud and Managed services ▫ Wild, Wild, West!  We learned that ROI tools are imperative  Sales training is critical. We learned that repetition is a good thing.  Great collateral empowers your teams.

11. Onboarding and Training  We have learned to look for the following:  Winning attitude  Quick wit  Experience if possible  Put together an organized onboarding plan  Even have a test  Give the sales team a book to reference  Enforce reporting and tracking  The first 30 days are the difference between sales in 60 days or 4 months.

12. Positioning your business  Starts years before your ready to exit  Is it a Business or just your job  Organization and Detail are key  Is your business a Focus or Ferrari….(Beep Beep or Vroom Vroom)  Does it paint the picture for the next persons success

13. Don’t Overlook Cost Savings Are you owed SLA credits?  If you are wholesaling are you due credits. We found thousands. Can your base of accounts be migrated for better returns than sales?  Take a look at your infrastructure costs. Sometimes fixing that is worth more than new sales. We found almost a million. Are there costs in the acquisition of a sale that can be reduced?  We found we could cut truck rolls in half and free up 30% critical time. There are more. Pay attention to the opportunity.

14. What now? Consider the following paths. But don’t do NOTHING!  Path 1 – Implement one of the strategies with excellence and let us know how it goes  Path 2 – Find a qualified consultant to help you insert some of these strategies into your business. We can point you to some contacts.  Journey 3 – We can assist you with a couple solutions we have for carriers. Next page

15. R.A.G. Solutions  Acquisition – If you are interested in possibly selling your business now or within the next three years then WE WANT TO SPEAK TO YOU.  Investment – Sometimes a little funding can go a long way. We are looking to invest in some great companies. Our small investments include: - management consulting - best practice support - revenue growth assistance - wholesale of critical products

16. Scott Raymer (CEO) scottr@equinoxfive.com Ken Royer (COO) kenr@equinoxfive.com Chris Wolff (EVP Sales) chrisw@equinoxfive.com Rusty Hagenbuch (CFO) rustyh@equinoxfive.com Matt Claus (Associate Partner) Mclaus@raymeradvisory.com We are available to help ?

17. Questions?