How to Sell Unified Communications

I have noticed a growing trend in the markeplace for applications developers to package their IP phone applications for particular vertical markets, offering in many cases a wide range of applications and capabilities that can be included or disabled according to any specific customer requirement.

The verticals most commonly catered for in this way are Healthcare, Government, Hospitality and Education (including higher education) - although I have also seen examples for Retail and Legal.

For an example of the sort of capabilities that exist within these bundles, take a look here, at an excellent example of what’s available from Ciptec - including applications for bed management, schedule of care, patient admissions, special instructions, etc.

Such a checklist should provide the skilled salesperson with a host of ideas on what to discuss with key contacts within Healthcare provider clients…