TECHtionary Announces SIP Business Executive

Provider & Channel Partner

Business Sales & Technical Strategies for SIP-Session Initiation Protocol

Successful Provider & Channel Partner Strategies for Getting-In & Staying-In the SIP Business

2 Days Onsite & ~16 hours online.

For more information and scheduling, please call Tom Cross 303-594-1694


Volume discounts are available.  All major credit cards are accepted.  Special SIP Forum Member discounts are available.  Additional discounts for multiple sessions are available. For more information on SIP Forum go to

Reference Promotional Code - SIPLESF8203








Who Would Benefit - This online course is designed exclusively for channel partners, VAR-Value-Added Resellers, SI-Systems Integrators, telephone interconnect, agents, master agents and consultants.  In addition, this course will help corporate staff marketing, training business development, sales, channel managers, operations, engineering, support and other corporate managers for SIP providers, carriers, manufacturers, and others gain new insights in the SIP marketplace.

What You Will Learn:

·        Review the fundamentals of IP-Internet Protocol and platforms required for high performance SIP systems.  This includes soft switches, gateways, routers, services and other critical components.

·        Discover business and customers applications and opportunities.  This includes top reasons why customers are buying today and what they are buying.  In addition, the emerging “killer applications” will be explained in depth.

·        Quickly grasp complex subjects such as H.323, MGCP and SIP.  As SIP-Session Initiation Protocol emerges are the key SIP communications protocol, there is a special section devoted entirely to this technology which will impact all voice communications systems from key, PBX, IP-PBX, hosted, managed and other systems.

·        Understand basic and advanced SIP concepts features.  From hosted, managed, IAS, IP-PBX quickly understand “what’s-what” for different customer applications and business models.

·         Probe the issues behind Integrated and Converged Access.  Understand when and why a customer needs a converged access solution.

·        Understand why “network assessment” is critical to any SIP implementation.  Possibly the number one critical activity before implementing SIP is an assessment of the customer’s data network to evaluate the impact of SIP without which SIP may simply not work.

·         Address the issue of QoS-Quality of Service by overcoming jitter, echo, noise and other network problems.  Review the role of RTCP and other tools to monitor and maintain high performance SIP networks.

·        Understand the functions of the new communications “toolbar.”  See how the benefits of “unified communications” as they improve business operations.

·        Assess the Top-10 issues for selling SIP.  Selling SIP is more than “dial-tone,” it is a change in the business and business model of even the smallest enterprises.  Discuss and explore new ways to help businesses see the new ways to grow their organization.

·        Explore how a SIP call is processed and all the potential security attacks that can occur.  SPIT, VOMIT, DOS and other terrorist attacks will target not just data but voice packets.

·        Review SIP and SIP Trunking and all the implications and applications from TCO-Total Cost of Ownership to QoS-Quality of Service.  SIP Trunking is the most profound new form of telecommunications since POTS.  

Detailed Course Outline (customizing available and content subject to change without notice)

A - The Top 10 Parts of IP in SIP

1 - Voice to digital to packet transmission with introduction to CODECs

2 - Optical Fiber Bandwidth

3 - Transmission Concepts - T-1 – PRI – SIP Trunking

4 - Integrated Access Services - Dynamic Bandwidth Allocation

5 - Introduction to Internet Protocol

6 - Back to basics - cabling and electrical

7 - TCP/IP and other Protocols & Layers

8 - Hardware – Routers- IP, Switches-MAC & WiFi-VLAN-VPNs, 

9 - Protocols - H.228, H.323, MGCP & SIP plus Desktop "Softphones" and Toolbars

10 - IPBX and Hosted bringing it all together

  B. Top 10 Reasons Why Businesses are Buying SIP

Top 10 reasons why businesses buy SIP – “cheap isn’t

 one of them” & Introduction to SIP Technology

1 - One "everything is IP" converged access system does it all that is one number office and home, one system, one provider,  one bill, one tech, one call for help, one growth path, etc.

2 - Integration with Outlook, unified messaging contact manager

   - "visual voice mail" - directories, call popups, conferencing.

3 - Simultaneous-sequential ring to cell and others.

4 - Forward voicemails via email - "please handle this."

5 - Logs all communications - improved "bill back" trail.

6 - User-controlled browser "portal" features.

7 - Office manager system admin - "moving is a breeze."

8 - Empowers all users - "I can do it myself."

9 - Seamless and costless transfer of calls among offices.

10 - Remote office - take SIP phone home or anywhere.  

SIP “Client Sales Tools” brochure/flyer content is included.

 C. Top-10 Most Likely Prospects for SIP

Key Features, Benefits, Advanced Applications & Buying


1 - Small office

2 - Virtual offices

3 - Multi-location offices - banks, schools,

4 - Mini-call center settings

5 - City government

6 - Real estate agents

7 – Medical facilities

8 – Financial institutions

9 – Car dealerships

10 - Insurance agents

  D. Top-10 SIP Concepts Critical to SIP

1 – Explain the term internet IP protocol, IP networking and a VPN?

2 - Explain the difference between IAS-Integrated Access Service versus Converged Access Service?

- Enhanced IAS with MPPP-Multi-link Point-to-Point Protocol, PPP Multilink Protocol (MP), L2TP-Layer 2 Tunneling Protocol

3 – What is SIP-Session Initiation Protocol Trunking, more importantly, what is SIP?

4 – Why would a customer want an IP PBX?

5 – What is the technical difference between IAS-Integrated Access Service, Hosted and Managed SIP?

- Route, Image, DHCP, DNS, Configuration servers

6 – Name one reason why a customer would consider an “open source” PBX?

7 – Why is QoS-Quality of Service important? How to measure it and fix it?

8 – What is a softphone and what type of user benefits most?

9 - What is the difference between IPT-Internet Protocol Telephony and SIP? Cisco, Broadsoft, Sylantro and other platforms

10 - What is Unified Communications?

  E. Top-10 Steps to a Successful SIP Implementation

Putting in and Staying In - No Boomerang Sales

1 - User Needs Assessment

2 - Network Assessment

3 - Systems Upgrade

- Indepth POE-Power Over Ethernet & Comprehensive Disaster Planning Tutorial

4 - Pre–Installation Planning

5 - Data Systems Integration - VLANs, VoWLANS, WiFi, Security and more

6 - Installation and Cutover

7 -  Managing Change - Training

8 - Ongoing Use and Expectations

9 - Billing

10 - Managed Services (thirteen "hot" business opportunities including being the customer's CTO, monitoring, remote support, training, business development and others) & Future Applications

  F. Diagnosing & Tools for Troubleshooting SIP Networks

1 - Problems

2 - Testing for Problems

3 - Potential Solutions

4 – Best Practices

5 – Vendors of Technical Solutions for SIP Network Management

6 - Solve more than 30 Problems & Solutions - like "CarTalk" bring your problems to "Nettalk"

7 - Conclusions and the Bottom Line

G. SIP Essentials - SIP Introduction and Overview

    SIP Definition – IETF (RFC-3261) and Manufacturers

    SIP – Applications Layer 7 Protocol – Peer-to-Peer protocol

    SIP – Before and After

    SIP and Hosted – Better or Worse or Both

    SIP Signaling – Introduction, URI-Uniform Resource

-     SIP & SBC-Session Border Controllers, servers, gateways,

-     SIP with and without IADs-Integrated Access Devices

-     SIP and SIP Phones, Softphones, Mobility,

-       SIP Signaling Basics – Inbound/Outbound calling

-       SIP Trunking – Incremental “Slope” Growth

-     CODECS-COmpression-DECompression signal processors – issues and answers

 H. SIP Trunk Replacement & Disaster Planning

-     SIP & Open Standards

-     SIP and Trunk Replacement – same or different thing

-     SIP and Proxy ARP-Address Resolution Protocol

-     SIP and HSRP-Hot Standby Routing Protocol

-     SIP and MPLS-Multi-Protocol Label Switching – COS and QoS

-          SIP QoS – oxymoron or critical concept

-     SIP on-net and off-net issues – overflow call processing

-          SIP TCO-Total Cost of Ownership – Top-10 Benefits

 I. SIP Technology - Indepth

-     SIP “Methods” – Writing call processing as easy as email – invite, ACK, bye, etc.

-     SIP Inbound and Outbound call processing

-     SRTP-Secure Real-time Transport Protocol (RFC-3711)

-     Session Description Protocol Security Descriptions (SDES)

-     Authentication Tag and the Master Key Identifier

-     SIP Forks, UA-User Agent, B2BUA-Business-to-Business User Agent, SIP Proxy, Redirect, Presence, Forking – parallel-sequential-mixed, loops, spirals

-     SIP Signaling “commands” – 1xx-6xx

-     SIP – OSI-Open Systems Interconnection - "If you do not know where you are going, what difference does it make which path you take".....Cheshire Cat (Alice in Wonderland)

 J. SIP Security – “Best Practices” – Reality Check

-     SIP Security “Best Practices” – overview (very basic, not indepth)

-        SIP Firewalls and Security – SPIT-SPam over Internet Telephony, DOS-Denial Of Service, VOMIT-Voice Over Misconfigured Internet Telephony and other emerging problems

-     SIP Security and “Access Policy” – Stateful IP Filtering and Inspection, Static and Stateless IP Filters, TLS-Transport Layer Security, NAT-Network Address Translation, Persistent connection, Multi-homed hosts, etc.

-     SIP and MIM-Man-In-the-Middle attacks – Understanding wireline and WiFi wireless attacks

K. SIP Security Architectures – Building Blocks

-          SIP Security Architectures – eight different SIP configurations evaluating SIP-Aware Firewalls and other security options  -

                  - Type 1 – Dedicated IP Pipe for SIP

                  - Type 2 – Merged MPLS-Pipe with LER Tagging SIP

                  - Type 3 – Merged IP pipe with SIP-Aware Firewall (SAFW)

                  - Type 4 – Separate IP Pipe for SIP with Existing Non-SIP Firewall and SIP-Aware Firewall (SOFW)

                  - Type 5 – Merged IP Pipe with Incumbent Non-SIP-aware Firewall, No DMZ Port and SIP-aware Firewall (SAFW)

                  - Type 6 – Looks like Type 5 but Merged IP Pipe with Incumbent Non-SIP-aware Firewall, No DMZ Port and SIP-aware Firewall

                  - Type 7 – Merged IP Pipe with Incumbent Non-SIP-aware Firewall with a DMZ Port

                  -  Type 8 – Merged IP Pipe with Incumbent Non-SIP-aware Firewall

-     Other approaches to SIP Security - Proxy/Gateway Inside the Firewall, Proxy/Gateway in Co-Edge Mode and Proxy/Gateway Outside the Firewall, how Firewalls add time delays to TCP/IP

 L. SIP Class of Service & Quality of Service

-     SIP COS-Class Of Service and QoS-Quality of Service – ethernet meets “smart” IP

-     Managing “real-time” voice with RTCP-Real-Time Control Protocol – MRB-Metrics Report Blocks

-     Inside MRB – what’s what with all the info

M. SIP Applications and Future Outlook

-        SIP Applications – IM-Instant Messaging, SIP Presence Communicated by IM-Instant Messaging, Event Notification, Ondemand Conferencing, Click-to-call,

-     SIP for Call Centers – calling options and pricing benefits

-     SIP – exciting new applications

-        SIP Total Tutorial with Future Outlook – IMS-IP Multi-media Systems – content servers, wireless integration, media gateways, etc.

Course Leader - Thomas B. Cross – CEO has three decades of experience in startups and consulting advisor with leading providers and venture capital companies in market planning and development, hardware/software design and development, project management, intellectual property in telecommunications, information technology, conferencing, teletraining, telecommuting, groupware, networks, call centers, internet, artificial intelligence and other fields. He has managed the successful development of more than 10 software, hardware and internet products to market and received industry awards for this work. He has authored 13 books, wrote, produced and directed 15 commercial videos and creator and producer of the World's Largest Animated Knowledge Source on Technology – – recipient of Web Hosting Magazine Editors Choice for Best Technical Help.  Tom is a columnist for many leading publications such as Internet Telephony where he is the Technology Editor and columnist on MCS-Microsoft Communications Service Newsletter with a  He is a member of the Technical Board of Advisors for the VoIPSA-VoIP Security Alliance. Tom holds CompTIA Certified Security Professional certification and Pearson Vue Certified Test Administrator.   Tom is also CEO and Managing Editor of MCS Forum –

Scheduling & Classroom requirements

To confirm delivery dates, fees including estimated travel and expenses are required.  Purchase Orders (P.O.) are accepted but do not confirm dates.  Final expenses are due within 15 business days after completion of class.  Please note that payments received for delivery dates are subject to final approval by Techtionary.  Final student attendance is set 30 days prior to the first day of class with additional student payment due on the first day class.   Techtionary will provide access to the online course at no extra charge.  Client will provide room, computers for lab access, high-quality video projector, desks, power strips, beverages, food service and other amenities.  Classes are conducted each day (subject to mutually agreeable changes) from 0900-1600 with one hour for lunch.  Access to training room will be available from 0800-1700 each day.

Course content and terms are subject to change without notice.  All course content delivery may not be completed due to time restraints such as student questions and special explanations of concepts presented.  Content is wholly-owned by Techtionary Corporation, a Colorado corporation which provides invoice/billing.  Corporate and shipping address is 2525 Arapahoe E-4-313, Boulder, Colorado 80302.