End users are not looking for the lowest prices from channel partners; instead, they want consultative selling and choices from multiple vendors. Thats what Don Britton, Tim Small and Ramón J. Venero shared during the End Users Telecom Town Hall on Thursday at the Fall 2006 Channel Partners Conference & Expo.
Britton works for the Network Alliance, a Reston, Va., solutions provider. Small takes care of IT duties for the National Association of Homebuilders, while Venero leads the IT department for the Society of Human Resource Management. Both associations are headquartered in Washington, D.C.
Some organizations are ready to make the leap to IP telephony, but others, like the Society for Human Resource Management, are not. Were resisting a converged network because of a single point of failure, Venero told channel partners working to learn what their end users want from them.
In Veneros case, his organization has been so helped by channel partners that I hate to say this, but I sign [checks] blindly because these guys have really saved us. That should be the goal of every solutions provider, these end users emphasized. Companies want channel partners advocates who can act as links to vendors and as people who understand their businesses, rather than salespeople who make cold calls and try to offer the most discounted rates, said Britton, Small and Venero.