CHANNEL PARTNERS More than 100 channel partners shared their successes and challenges selling emerging services at the first-ever Selling Techniques Networking Luncheon at the Fall 2011 Channel Partners Conference & Expo.
The event, sponsored by World Telecom Group, featured peer discussions about selling hot services, including the cloud (tables sponsored by Quest and PAETEC), SIP trunking (table sponsored by SoTel Systems), energy (table sponsored by BlueStar Energy), UC, MPLS, Ethernet, hosted VoIP, conferencing and collaboration, and wireless.
A majority (86 percent) of attendees polled during the event said that diversifying their revenue streams with new products was important” or very important.”
Specifically, one in four attendees (26 percent) said they would be most likely to add cloud services in the next 12 months. Similarly, one in four said they would add energy. About one in nine (12 percent) is looking to add mobility.
However, one in four (25 percent) said they were challenged in choosing the right vendor partner to aid their diversification. One in five said the challenge was training salespeople. A similar number (21 percent) said educating customers was a problem.
Selling new products also was a challenge. Twenty-seven percent said getting to the right decision-maker was the issue. Generating leads was a problem for one in four (24 percent).