Wanted: Channel Success
Wanted: Channel Success by Dave Michels
We want to hear from the UC channel. UCStrategies would like to share more about what the channel is doing. Please share with us big wins and big hires. We want to hear success stories, and other significant events (good and bad) that are impacting the business of selling and supporting UC solutions.
You have come to rely on UCStrategies.com for reliable and up-to-date analysis of the sector. But we need your voice. UC continues to evolve. We went from voice to broader modes of communication like presence, video, and mobility. Now elements of collaboration, enterprise 2.0, and social integration are working their way into the conversation.
Vendors: Tell us about your channel programs, recruitment objectives, and ramp-up successes. We want to hear about incentives for new and existing dealers and other programs. Tell us about new hires and big changes within your channel programs.
VARs: Tell us what how your prospects are reacting to the messages, and how you need to adapt the vendor’s messages. What’s working and what’s not? What are your customer's demanding? How is your business adapting? How long does it takes to ramp up a sales person from outside the industry; how you are financing big deals? And where are the revenue and profit coming from? What software and technologies drive the operation?
Consultants: Consultants are increasingly responsible for assisting organizations in understanding what UC can do. Give us some success stories and lessons learned. What are the common misconceptions out there? Where are the biggest ROIs? What holes are not being addressed?
Distributors: We want to hear about new lines, training programs, events, and various incentives. Tell us about your value add services like pre-sales support, appstores, and other programs.
Send us your stories – you can reach us at .
Each year, UCStrategies sponsors and hosts the UCSummit, which is a channel event focused on UC. We focus on key trends and issues impacting the sale and support of UC technologies. We cover some of the major innovations and programs, and what customers are willing to purchase. We intend to bring more of that conversation to the site, but just as with the conference, we need your participation.
Both UC and the channel are evolving in unexpected ways. This includes disparities between what is being sold and what customers are buying. The motivations are shifting almost as fast the technologies are changing. UCStrategies wants to give more coverage to the trusted advisors impacting end user sales and distribution.