The Channel Partners Conference & Expo is dedicating a general session to convergent customer premise equipment (CPE). When it comes to selling network services, the hardware on the desktop and in the LAN or WAN is all part of the solution. Telephony dealers need to gear up or partner up to sell both, or risk leaving money on the table.
IP telephony solutions require endpoints; WAN solutions often need specialized CPE. Perhaps video conferencing is a business requirement for a customer that involves capacity, network design and hardware. Partnering with clients to develop long-term comprehensive technology plans often is necessary to tie all the pieces together. This converged aspect of the communications landscape is the forte of session moderator Alan Borck, president at ARC Communications. ARC positions itself as a single, reliable organization committed to customer needs.
We pride ourselves on being an Avaya business partner, one of the top Sprint/Tadiran dealers on the East Coast, a premier Cisco partner, have a 30,000-square-foot warehouse full of refurbished Avaya solutions, as well as representing other key solution developers in an effort to bring the most beneficial and cost-effective solutions to its customers/clients, he says.
Borck and conference organizers are crafting a panel of experts and market players to lay out for partners how different types of innovative voice, data, video and converged technology solutions are increasingly in demand, and how to profit from the trend.
Savvy partners who can provide all the pieces of a solution will solidify their roles as trusted technology advisors to clients, engendering loyalty, referrals and repeat business. They also can increase their revenue streams by becoming a top-notch provider of solutions.
Professional services are part of the overall scenario of the converged sale as well. Through the effective design, implementation and servicing of communications networks, and the integration of appropriate applications, partners can enhance their clients’ competitiveness and maximize value for customers.
In todays world, the communications landscape for a partner goes far beyond offering voice, data and a few VoIP or conferencing solutions delivering a complete package with services, CPE, applications and consulting services represents a goldmine of opportunity.
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