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, [...]
My blog posts to date have been very much concerned with applications as the ‘key to the sale’ for UC. Not only do they address real customer issues, but they add margin, provide differentiation from competitors and deliver rapid RoI. They also give you something to discuss with a customer that’s of real interest to [...]
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 [...]
Siemens have a huge installed base of customers and therefore a source of regular income from PBX maintenance and support contracts. When they have an opportunity to provide Unified Communications to an existing customer they will do pretty much all they can to maintain the revenue stream. This includes looking for any opportunity to sell [...]
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 [...]
