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As part of its regular coverage of telecom and IT channels, Channel Partners covers the transformation of channel business models. This blog includes entries from its ongoing coverage, including case studies of partners in transformation.

The Transformation of Voice Smart Networks – Part 3

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Dale Stein VOICE SMART NETWORKS
Transformation leader: Dale Stein, Partner
Number of employees: 14
Year established: 1982
Original transactional business model: Telecom VAR selling phone systems; subagent
Post-transformation business model: Managed service provider, data/voice VAR

How has your company benefited from the transformation away from a transactional business model?

First and foremost, the most positive benefit in moving to this model is the relationship we are able to establish with the account. We are perceived as bringing more value to the account especially as we meet and discuss their business and how we as a vendor will be able to assist them in their growth. We have truly become a trusted adviser for the accounts we have been able to penetrate with new services.

At this point, we are not concentrating on new customers; our focus is letting our existing customers know our new model and establishing ourselves with them. It has also led to increased business in our [telecom] and carrier support departments as our customers realize that we can increase their profits and give them competitive advantages. We further have a stronger relationship with the managed services-based customer, and that leads us into more opportunities to serve them. We have only [presented] this service to about 10 percent of our base and it has given us the opportunity to grow at a pace that is controlled, which has helped the profitability side of the transaction.

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