COMMS MUNDI (C.M.) represents a new paradigm in Information and Communications Tech-nologies (ICT) that is changing the way to sell, deploy and manage these technologies. And for channel partners, C.M. is a potential source of huge recurrent sales on a long life product, with minimum logistics and marketing efforts that convert brute margins in net profits, the reseller's dream.

The basis of such benefits is:

• A number 1 product: An Integrated Information and Communications Solution
• Modular approach: pay-as-you-need
• Aggressive pricing starting in a low range, to increase the market share widely
• Sold as a one fee or a recurrent monthly one
• Can be deployed in most ICT scenarios: more market share
• Good margins for channel partners, increasing with volume sales
• Close to zero logistics (transportation, delivery, no stocks, immediate availability, easy acti-vation) that minimize personnel and generate low expenses
• Low marketing efforts due to a product with high customer's receptivity and referenced in press and tech forum
• Product functionality increased day by day to keep clear leadership and a endless life

C.M. Partner Program is aimed to distributors, VARs, ICT integrators, Service providers (ISPs, managed services...), carriers and ICT developers.

1. Partner Categories

Distributors will resell C.M. to their channel with all product benefits (no logistics costs, immediate availability) plus our strong partner support, as technical and sales training materials and marketing tools. They will add other important incomes sources as channel training, project auditing and en-gineering support.

VAR will enjoy a close communication with C.M. field engineers to integrate their solutions and also advanced marketing and sales support.

ICT Integrator: Leaders integrators will deploy ICT projects in a way never seen before: fast, cheap, completely integrated, full of features… all of these with advanced tools as predefined tem-plates and How-Tos that cover most common scenarios. They will enjoy free use for a limited time of product licenses for customer trials to accelerate sales, on-line advanced training tools, technical support and marketing documentation for help.

2. Pre-Sales

2.1. Market & Customers

COMMS MUNDI attacks an unrivaled wide market that guarantees sales success. These are the key points:

Huge potential market:

• Most products fit in a narrow market segment due to pricing and/or characteristics. At the end this means a lot of commercialization efforts in a small group of potential customers and a low volume sales perspectives, and finally low incomes.
• C.M. can be sold to enterprises from three users to deployments of several tenths of thou-sands, which means a huge potential market. This fact maximizes commercialization ef-forts, generating high volume sales and incomes.

Customers range:

• Most devices have been designed to cover needs of a certain kind of customers, which again reduces the success possibilities and generate a strong competitiveness with other brands.
• Adaptability capabilities and pricing of C.M. let the product to cover a wide range of potential customers: from micro SME to big enterprises, HQ to branch offices, carriers or managed services providers.

Product lines:

• Products are catalogued in sales lines, like Telephony, Networking, IP Security, Virtualiza-tion, Monitoring…Each line demands different commercial efforts, sales personnel, budgets, stocking, pricing policies, logistics...
• C.M. generates savings in this field, due to only one product is able to cover nearly all ICT lines

Deployment scenarios:

• C.M. has the capability to being employed in different scenarios (pure telephony, traffic control, ISP-in-a-box, office-in-a-box, teleworking, secure communications…). The same customer can then purchase several units or is easier to fit in customer needs, multiplying sales.

2.2. Try & Buy

This is an effective policy to capture customers, providing them equipment for free for a limited pe-riod of time to obtain a sale. But this means stocking devices only for testing, which is very expen-sive, and consequently the number of available units for this program will be very low, which re-duces sales effectiveness.

Special offer!! New channel partners can download a fully functional C.M. license with all modules activated during 3 months. After this period, they can purchase this demo product with all modules they want at a special final discount of 50%. The acquired product only can be used for training, demos, testing platform and partner internal use, and not for resale.

Special offer!! C.M. channel partners can offer to all their customers a 15 days free license of the product, which can increase success.

But beyond this, C.M. offers a sales accelerator feature to integrators: While their competitors try to sell a project on paper, a C.M. integrator can easily deploy a pilot using the temporally free license, a low cost server and reduced engineering using pre-defined templates.

2.3. Pricing & Payment

Pay-as-you-need: C.M. is a modular SW solution where the customer purchases what he needs.

Aggressive pricing: Module pricing is in line with the most cost effective solutions in the market, but offering more functionality, a high level of integration and Unified Communications applications. This means C.M.’s entry cost is low and competitive even as a single function solution (IP PBX, IP security appliance, traffic shaping device, monitoring application…).

Recommended price list: C.M.’s price list is published periodically to sales channel. These prices are recommended, giving sales channel freedom to use them as reference.

Channel partner discounts: Depending on sales volume, channel has discounts on price list. Special market opportunities or other factors can also increase ratio. Discounts are reviewed every six months

Special offer!! C.M. channel partners obtain an increase of 5% on their discount on price list if they provide detailed information about potential customer/lead with at least 15 days in advance from purchase date. This information will help sales channel to provide some guarantee from non trusted prices competences.

Easy and fast activation of services: The downloaded software will pre-install all modules in cus-tomer's hardware. A simple procedure based on license keys allows the activation of each module with an optional time limit. This system permits the creation of targeted and low-cost offers to cli-ents, starting with one module and progressively increasing functionality.

Recurrent payment services: Some services, as firmware upgrades, are charged in a recurrent basis. This increases benefits and customer loyalty.

Monthly payments / IT-as-a-Service: From the second half of 2009, all modules will optionally be sold on a monthly fee basis. This reduces initial costs and eases sales for managed services pro-viders, carriers and integrators, and opening at the same time the door for selling common ICT projects as services, a revolutionary concept named IT-as-a-Service. For customers, this means to replace CAPEX with OPEX, eliminate purchase initial barriers and pay what they need. Due to the very low pricing, this mechanism opens the volume sales market, from a few workers to thousands, and even SOHO and residential ones.

2.4. Advertising

C.M.'s characteristics easily capture press and customers interest. WIRELESS MUNDI enforces this advantage periodically releasing white papers, success cases, benchmarking and articles to media, increasing product prestige. Partners also will find advertising materials that can be used in their own events and brochures. Local or worldwide promotional events and campaigns offers are launched to push sales.

2.5. Marketing Training and Support

WIRELESS MUNDI is constantly studying new potential markets and analyzing success cases to share these experiences with partners to increase sales. This information is released as marketing studies, sales guides, white papers and success cases.

The common market approach bases the sales strategies of a product in their technical characte-ristics and the comparison with main competitors: a race to offer less pricing and generate lower incomes. WIRELESS MUNDI’s strategy is to offer to the final customer complete solutions to its common needs. Hence WIRELESS MUNDI provides partners with brochures on scenarios, target-ing solutions instead technical sales to get a better customer understanding: an easier, more ad-vanced and differential marketing training. Other tools available from our partner's portal, such as webinars and audiovisual materials, further help to focus potential markets.

WIRELESS MUNDI Marketing Managers (MM) offer a combination of on-line and personal support using webinars for group training and direct partner contact to solve doubts and collaborate in local

2.6. Sales Training and Support

The traditional sales procedure demands direct physical contact with customer, frequent move-ments, equipment for trials, on-site training and support, etc.: high costs. In the current extremely competitive market this means lower sales. Besides this traditional procedure, C.M. offers effective commercialization ways such as remote access methods (phone, instant messaging, SW down-loads, Internet) for sales contact, information delivery, trials support, etc., reducing dramatically both costs and customer capture time.

WIRELESS MUNDI provides detailed information about successfully tested sales procedures in their sales guides to maximize commercial efforts.

Special offer!! For sales support, Regional Sales Managers (RSM) offer a close contact with part-ners, direct pre-sales support and an extensive sales support for at least the first two projects to help focusing the message to customer.

2.7. Technical Training and Support

Most integrators show a mix of strong knowledge in some areas and important lacks in others. As this product is a clear exponent of the fusion and convergence of ICT technologies, it is critical to offer powerful tools to help them to fully understand capabilities, use scenarios and how to solve problems. Partners will enjoy tools for a fast training and knowledge acquisition: a highway to move from old times specialized ICT to the complete solutions engineering age, more demanded and profitable. C.M. Technical Training Program is the perfect solution because it contains:

• Advanced manuals: recommended hardware, extensive technical descriptions, examples…
• How-Tos and pre-configured templates: The key for a fast and easy engineering. Download files in a minute from the Partners’ portal with templates of preconfigured functions (IP PBX, traffic shaping, captive portal…) or even complete scenarios (office-in-a-Box, telework-ing…), and you will enjoy with an excellent training tool or a way to make the ICT engineer-ing of a project in hours.
• On-line training courses: recurrent live courses with remote webinar tools and pre-recorded sessions. An easy way to fit with your agenda and to avoid unproductive and expensive trips.
• Certification courses
• Experts’ forum and collaborative panels for exchange information, experiences, templates, etc.
• Other tools: FAQs, problem solving guides…

Technical Support Specialists are in charge of supporting partners directly. If a partner requires an advanced support in a certain project in order to guarantee success or accelerate engineering, WIRELESS MUNDI can provide it directly or by local specialized collaborators. Product customi-zation is also possible.

Special offer!! New partners will enjoy a free design and configuration review for the first two projects using C.M. in order to increase and accelerate training and experience.

2.8. Zero Logistics

Most integrators show a mix of strong knowledge in some areas and important lacks in others. As this product is a clear exponent of the fusion and convergence of ICT technologies, it is critical to offer powerful tools to help them to fully understand capabilities, use scenarios and how to solve problems. Partners will enjoy tools for a fast training and knowledge acquisition: a highway to move from old times specialized ICT to the complete solutions engineering age, more demanded and profitable. C.M. Technical Training Program is the perfect solution because it contains:

Traditional sales and deployment of ICT devices carries in most cases some critical drawbacks not usually well considered: need of product stocks, long delivery times, strong delays in customs, fre-quent out of stock, complex supply channel, specialized logistics personnel for orders, high risk of being out of order for a long time in customer infrastructures if the product fails and cannot be re-placed immediately. Finally this means huge costs, time and personnel needs that reduce partner economic margins strongly.

C.M. brings a quantum leap in logistics, which we call Zero Logistics: it converts product sales margins in pure benefits, the paradigm for all partners. The key of this strategy is the immediate product availability: partners can download C.M. software through Internet, burn a CD and install in a server/PC, all in less than 30 minutes wherever the customer’s project is deployed. Underneath this simple procedure you can find: no stocks, immediate availability and replacement, no spare parts problems, reduced taxes, immediate service activation by licenses, savings in costs and per-sonnel, product margins converted in pure benefits for partner...

2.9. Others

Besides the above detailed benefits, C.M. brings to partners other important ones:

• Recurrent R&D. WIRELESS MUNDI strategy is based on a recurrent and strong investment in research to keep distance ahead of competitors’ products
• Long life product. Training, marketing and commercialization efforts, and experience will be used during a long life product, increasing profitability.
• Compatibility. C.M. follows most common standards. It is installable on most 64 bit PCs/Servers/x86 platforms and compatible with most IP & traditional phones, IP telephony cards from main manufacturers. See public list of homologated devices.
• Scalability, Modularity & High Availability. Redundancy and service with a very high number of users (carriers, ISPs…) can be obtained with high availability N+1 architectures. Also is possible to provide to customers a fast and cost effective HW upgrade for investment en-hancement.
• Value added services to integrators or final customers. C.M. distributors and resellers can provide profitable services to third parties as training, support, engineering and project con-sulting.

3. Post-Sales

3.1. Technical Support on O&M

This program provides an extensive technical support on operation and maintenance on customer’s deployments with a combination of direct support and some on-line tools. These are the main advantages:

• Automatic firmware upgrade
• Fast bug tracking and solving
• Direct remote engineering support on demand
• Several languages support
• Direct support with easy contact tools: messaging, e-mail, phone/Skype, ...

3.2. Fast engineering, low maintenance

C.M. has been designed to facilitate design, programming and maintenance. All menus are very intuitive and functions highly integrated in order to reduce bugs and accelerate engineering. There-fore “gurus teams” for common ICT projects are immediately replaced with only one mid profile ex-pert. These features generate more engineering profitability, due to the number of projects per en-gineer increases dramatically. Partners can offer more aggressive pricing to final customers where they can win more leads, and at the same time obtain more benefits per project.

As all functions and technologies are integrated in the same platform, it is easy to access remotely and insert or modify any configuration. The advanced monitoring module also gives both a precise landscape of all the internal functioning of the device and any other external equipment. With these tools, C.M. maintenance is strongly simplified and can be done remotely, which reduces cost, time, personnel and physical movements for incident resolution.

3.3. Progressive sales and customer loyalty

C.M. modular approach eases the beginning of a project in one of the multiple ICT areas (telepho-ny, networking, IP security…) with a fast and cost effective strategy. Once the customer is satis-fied with the solution, other functions can progressively be incorporated with minimum sales effort, fast activation and total guarantee.

Customer loyalty increases as the project includes more modules. Newly released modules gene-rates more benefit to partner and customer satisfaction.

In all cases, WIRELESS MUNDI strongly recommends to sell C.M. focusing in their capabilities to deploy multiples scenarios/solutions that solve customers’ needs, instead a difficult technologi-cal/brands sale where all potential competitors are fighting.