Keeping it simple – UC doesn’t have to be complicated!
Over the last few weeks, I’ve seen lots of evidence of how easy it is to make Unified Communications an extremely complex sale. What with mobility, collaboration, unified this and that, presence, audioconferencing, videoconferencing, web conferencing, hardware-based and software-based solutions (and plenty more where that came from), the poor customer is often left with his head spinning…
The fact is, if your customer thinks its too complicated, too risky or there’s not a clear and compelling Return on Investment (RoI) THEY WON’T BUY.
That is why I believe that understanding the role simple IP Phone applications can play in the sale is key. They provide an easy way to engage with the customer, demonstrate your involvement with their problems and business issues, and offer simple solutions that deliver rapid RoI.
These applications can then provide a stepping stone to further business, as you start to introduce mobility (see the hospital wheelchairs example quoted earlier), conferencing and some of UC’s more advanced capabilities once the trust has been built.
Whilst some may see applications as ‘old hat’, I challenge anyone to show me a more compelling case study than the Subway example from earlier posts…