How to Outsell Avaya in a UC deal
Avaya have a great set of UC products and are usually one of the top two or three vendors that customers evaluate when moving their voice to an IP platform. So you can expect to have a fight on your hands if you are competing with them. For example, they have a broad product range so they are able to put forward a solution for pretty much any set of customer needs. They have excellent scalability (to use a marketing expression!) so it will always be difficult to defeat them on a price per port basis or on a comparison of features. So what is their weakness and how can you exploit it in a typical sales opportunity? Well, here’s something you can do to outsell Avaya.
Remember, Avaya come from a traditional voice communications background. The language their salespeople use is voice-centric. They think of Unified Communications mainly in the context of IP Voice and voice-related applications like IVR, ACD functionality. But, as we know, voice is only one part of Unified Communications. The real value for customers is the integration with their other data applications. So get the customer to move the goalposts! Start asking how they want to get true value from their UC infrastructure. Something that gives them a substantial, measurable, payback. IVRs and tools like IM and “presence” are only the beginning. If you move the goalposts to include IT integration Avaya will have trouble keeping up.
When should you do this? Well, as early as you possibly can in the sales cycle. To be effective you will need a broader contact strategy, so follow this link to our SERIOUS™ Selling course on SCTV.
Mike Willshare