Sipsynergy was born from a history of software development as a service provider arm of Sector Six. Sector Six is a software company that makes software for Cisco UC applications and markets this software to service providers around the world.

Cloud services are reshaping the market for telecom operators, and the change in the competitive landscape directly benefits the end customer.  Historically, the market has been dominated by large vendors and Public Telephone Operators that struggle to scale down to the SME market with a competitively priced offering due to technology and service delivery restraints.

Additionally, these companies face difficulties incorporating cloud technology into their heavily established business model.  As the industry evolves faster, with more dominant software-orientated platforms, large companies lack the agility to maintain the currency of their service offerings.

Sipsynergy is at the start of an ambitious but realistic growth plan over the next three years. It plans to exploit a market in the middle of explosive growth with its innovative and compelling products, specifically targeting small to medium-sized companies with less than 500 users.

Currently, the barriers to entry for the SME market are relatively high and the Sipsynergy solution is competitively priced, simple, and robust and enjoys a first-mover advantage.

Task One

You will then deliver a credentials presentation tailored to what is known about the client you are targeting with your product/service, recording it as an audio PPT for submission.

Consider your questioning skills including knowledge and application of the SPIN model and addressing objections to reach an agreement, recording your response on the sales pro forma template for submission.

Task Two

For this second element, you will need to develop an outline proposal to address the identified needs of the client, ascertained from the one-to-one meeting.  The proposal should offer a solution to the identified problem.  The document should also include details of how the account will be managed.