by David Byrd, VP Marketing and Product Management, Broadvox
Today most small to medium-sized businesses (SMBs) do not use VoIP and their perception is that IP-based communications solutions are better-suited for large enterprises. According to Business Solutions Magazine (September 2007), in a survey conducted by Info-Tech Research Group of more than 1850 SMBs only about 1/3 are using VoIP with even fewer using SIP trunks. At the same time there is a growing number who realize there are benefits to be gained by simplifying how they communicate, both internally and with outside vendors. VARs can successfully sell SIP trunking services to SMBs and increase revenues, but the question remains of how and where to begin. The best place to start is by getting to know the customers.
Becoming familiar with SMB prospects and their understanding of IP telephony will help VARs present appropriate solutions at the right time. When a company has little knowledge of VoIP technology, allocating time to explain the basics is time well-spent. For companies who have already implemented VoIP, presenting the advantages of SIP trunking would likely be a better approach because they are already comfortable with the technology. Focusing on features that are understood and can be used immediately rather than overwhelming them with options that appear to be unnecessary will build a level of confidence. By assuming the appropriate role of educator, technical expert or service provider, VARs become trusted advisors when the occasion comes to purchase.
Those that are familiar with daily client operations are better able to address specific communications problems or needs. Selling SIP trunking is not an assembly-line process and communication needs vary from company to company. While efficiently responding to a larger number of incoming phone calls may be critical for one SMB, another may be experiencing rapid growth and needs a better way to manage configuration changes. Well-informed VARs can provide appropriate solutions for a wide range of communication problems.
Now is an optimum time to introduce new as well as established clients to the features that can be added to existing communications systems through SIP trunking. There is no single product that can satisfy every SMB communication issue, and that is why the flexibility and scalability make it so desirable. VARs that have identified customer needs can leverage this knowledge to demonstrate the value to their client base whether they are new to VoIP or are moving toward fully-converged communications.
VARs with customers who are concerned about financial implications can show them the cost-savings that can be realized. SMBs who implement converged communications systems through SIP trunking can save up to 70% over that of TDM carriers.
More at broadvox.net.
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