Telecom Association

“Supercharging with SIP Trunking”

Interview with Jeffrey Pearl and John Scarborough of IP5280 Communications 

Overview Questions

• First of all, to make sure we’re all on the same wave length here, what is SIP Trunking and why is it gaining so much attention in the VoIP world?
• When is a customer ready for SIP Trunking?
• Why would a customer go with a SIP Trunking solution over a Hosted VoIP communications solution?
• Who does a customer go to in order to get SIP Trunking? Can they go to Bell?
• Do you have partners that sell SIP Trunking for IP5280 and in your experience what type of partner does the best with this type of sale?
• Tell me a little bit about IP5280? When were you founded?

 
 

Qualifying the Customer

• How do you qualify a SIP Trunking customer opportunity…in other words, what are some of the best questions to ask a customer when you’re qualifying them?
• What are the some of the biggest features and benefits of SIP Trunking?
• How does SIP Trunking replace a current PRI type connection and why is that important to a business?
• What about a multi-location type business customer, can SIP work in a way to tie locations and users together?
• What about remote user, maybe a sales person that works out of their home office, or virtual workers?
• On average, how much can a customer expect to save by moving to SIP Trunking?
• Where does the savings really come from? (long distance? Voice/data convergence? Interoffice calling?)

 
 
 
 

Sales Technical Questions

• How important is the broadband connectivity in delivering SIP Trunking?
• What’s the best way in delivering the broadband connection?
• What is a “native IP” type connection? What does that mean?
• How do you best manage the interconnectivity to the existing PBX or IP-PBX?
• How do you manage the traffic prioritization of voice traffic over the data communications?
• How important is QoS and more specifically, QoS on the downstream, or INTO, the customer?
• I know you guys at IP5280 say “voice is now just more data” - How do you size the broadband connection based on the expected call volumes, relative to the customer’s existing, and expected, data communications usage?
• So once you have the customer’s SIP implementation set up, what happens when the customer makes changes to their LAN and IT environment? What things do you need to look out for?