Channel Views

Jump into the UC Mosh Pit

There’s so much information, spin, hype, insight and vendor variation on the unified communications trend today, it’s difficult for resellers and system integrators to know where to get started and how to make money. How much heavy lifting is involved? What kind of commitments must be made? What are the sales cycles like?

UC NOT Convergence on Steroids!

Let’s face it – your staff is still trying to explain “convergence” to your customers, who only know that something called “VoIP” could replace their traditional phone system.  And now the industry is talking about “Unified Communications”.  What is it, how will it affect your own business and your customers’ business?  I’m going to start with the “what”….We define unified communications as Communication integrated to optimize business processes. In other words, Unified Communications integrates ...

Vendor Lead Generation--Where is It?

Vendor Lead Generation – Where Is It?

I’ve come across a vendor who actually invests money in the success of their partners!  Excel Telecommunications has a lead generation program that is working and not only generating sales of their product but is seeing pull through sales as well!   

Vendor Excel Communications 2008 01 16

The Need for a Bill of Rights

The User Bill of Rights is something that’s needed by everyone involved in combining data and voice (and with increasing frequency video and presence) on IP Networks to deliver the benefits of unified communications:

• the end customer who is adopting the infrastructure that gives them new productivity and mobility benefits
• the system integrator/service provider that is selling infrastructure to this end customer 

Service/Support --a Level to Strive For

Here’s a document that is not to be missed, and was discussed in the article "Framing the Bill of Rights" by Kerry Shih, CEO of Communicado!  It can serve two purposes that will help your company be stronger and more successful in the UC marketplace:

• Provide a competitive edge
• Offer a roadmap for ensuring that your service and support are ready to meet the needs of the customer with unified communication solutions

 While a very clever vendor, Communicado, developed this vendor-neutral tool as a Customer Bill of Rights, we have taken the liberty (with their approval) of focusing it on your own service and support offerings.  We'd like to get your feedback in the Forums area of the reseller section!