Protected Connectivity — Sales Playbook

Starlink-backed infrastructure + cellular life-safety · positioning, economics & objection handling

INTERNAL — DEALER USE

The 20-second pitch

"We replace your customer's fragile single internet line and separate alarm contract with one hardened, always-on utility — three internet paths that fail over automatically, life-safety on its own battery-backed radio, and every device locked into its own secured lane. It's the same monthly spend, engineered so it doesn't go down when it matters."

Per-deployment economics — know these cold

Metric	System A — Starlink Stack	System B — Conventional
Upfront hardware — your cost	$1,789	$397
Hardware gross profit (at MSRP)	$370	$425
Hardware margin	~17%	~52%
Net monthly RMR	$76.05	$36.05
Payback if you front hardware	~23.5 mo	~11.0 mo
3-year total value / account	$3,108	$1,723

Figures use flat pricing (no rebates). Confirm your real buy prices in the cost model before quoting. System A wins on total value; System B wins on margin % and speed of payback.

Tier positioning & monthly target

SILVER

Baseline certified — monitored cellular life-safety, IoT separated, ≥30 min battery. The margin backbone; lead here for price-sensitive.

~$36 / mo RMR

GOLD

Dual-path failover, full segmentation, cloud video, ≥60 min battery. The everyday upsell.

~$55–65 / mo RMR

PLATINUM

Tri-path incl. Starlink, ≥120 min / generator, pentest-validated, continuous monitoring. Flagship for resilience buyers & remote sites.

~$76+ / mo RMR

Talk track by buyer motivation

Worried about outages

Storms, fiber cuts, downed poles — "your protection stays up automatically on three independent paths, and the alarm runs 24–72h on battery."

Remote / rural site

Weak or no cable/cell — "Starlink gives you real broadband where wireline can't reach, with cellular and satellite backing each other up."

Values simplicity

"One bill, one certified partner for internet and life-safety — usually for about what you already pay across two separate bills."

Security-conscious

"Cameras and smart gadgets are walled off on their own lanes and independently penetration-tested — a hacked doorbell can't reach your computers."

WAVES Protected Connectivity — Sales Playbook

Internal use only · Page 1 of 2

Objection handling

If they say…	You say…
"Starlink at ~$135/mo is more than my $55 internet."	"That $135 replaces your internet and your alarm bill — you're likely at ~$100/mo across two fragile services already, and this one is hardened and off-grid capable."
"Isn't satellite slow / laggy?"	"Low-earth-orbit runs ~25–50 ms — fine for calls, streaming, and cloud cameras. And it's the backup layer; your primary line still leads when it's healthy."
"What happens in a power outage?"	"The whole stack is on pure-sine battery; the low-power alarm path holds 24–72h. We size the UPS to your outage expectation up front."
"Can someone jam or cut it?"	"That's the point of three paths — cut the fiber, we're on cell; jam the cell, we're on satellite. Life-safety sits in a tamper-monitored enclosure indoors."
"Can I see my cameras remotely?"	"Yes — over a secure cloud connection, no exposed ports. On Platinum we can add a static IP for direct access."

How to sell it — the rule

Lead with life-safety. Layer Starlink as the upgrade.

Every account anchors on conventional cellular life-safety — it's the high-margin, fast-payback backbone and it's what the customer actually needs certified. Then position the Starlink infrastructure layer as the Gold/Platinum resilience upgrade for customers who want off-grid continuity, cloud video, or one consolidated bill. Never sell the satellite stack as a replacement for the alarm — it's the bandwidth-and-resilience layer on top of it.

Don't over-promise these

• Starlink data is a near pass-through — no resale margin. Your money is the bundle + labor, not the airtime.
• UPS runtime is finite — a real 1500VA holds the dish ~60–90 min. Size battery to the customer's expectation or set it honestly.
• Line-of-sight matters — mount the dish where it can't be easily tarped or blocked.
• CGNAT — standard Starlink has no public IP; use cloud/VPN or quote Business tier for direct inbound.

Before you quote — checklist

☐ Pull your real ADI/SES/Ubiquiti buy prices into the model
☐ Confirm central-station monthly rate
☐ Site check: sky view for the dish, power for the rack
☐ Set UPS runtime target with the customer
☐ Pick the tier and print the customer brochure
☐ Note current ISP + alarm spend (for the savings math)

Companion materials

Hand the customer the Protected Connectivity brochure and the topology diagram. Keep the Cost & Margin Model and Dealer Strategy Brief for your own quoting. All figures on this sheet flow from that model — update its inputs and re-print.

WAVES Protected Connectivity — Sales Playbook

Internal use only · Page 2 of 2