Unified Communications is a set of tools and technologies designed to speed and streamline communications activities. Isn’t it therefore ironic that selling Unified Communications often becomes an extremely complex and extended process. There are so many things to talk about - feature-rich technical components, mobility, collaboration, unified this and that, presence, audio-conferencing, video-conferencing, web conferencing, [...]
Cooke Aquaculture is a family firm that breeds salmon and cod in the USA and Canada. In 2006, the company replaced a Centrex service from its telecom provider with IP phones for its 1,500 employees, with cost savings coming from reducing long-distance bills and internal hosting of voicemail.
However the biggest advantage to the firm is coming [...]
I’ve talked a lot about simple applications being the key to selling UC. Today, I want to give you 5 key reasons for leading with applications when you are selling UC:
1) In order to sell applications effectively, you need to be having conversations about the issues faced by the customer. Just having these business conversations will differentiate [...]
Industry analysts continue to report slow uptake of Unified Communications solutions, worldwide. Springboard Research and Research & Markets have both released studies suggesting that cost of implementation and measurability of benefits are often limiting its adoption.
Reading though the industry press, vendor websites and UC blogs it is clear that demonstrating Return on Investment is a [...]
We believe that applications are the key to the sale; so what kind of ‘applications’ should you be discussing with your customers? Should you be telling them all about ‘Presence’, ‘Instant Messaging’ and ‘Multimedia Conferencing’? Well…yes and no. Each of these is a technology rather than an application – whilst they have tremendous applications potential, [...]
