Fueled in part by a do more with less” imperative, businesses large and small are considering hosted VoIP as an alternative to premises-based business telephony. Channel partners, including telecom agents, IT VARs and PBX dealers, have an opportunity to capitalize on this growing interest with the proper training on how to sell it and to whom.
Moderated by Chad Krantz, executive director, channel sales for Broadvox, the three-hour seminar will include tutorials by John Macario, managing director of consulting firm TelcoFuture, and David Byrd, executive vice president, marketing and sales for Broadvox, on defining and quantifying the market and purchasing drives, indentifying and qualifying prospects, answering customer objections and calculating total cost of ownership.
In addition, this workshop will offer advice on building a hosted VoIP practice, including skills and staff required and compensation models. Channel partners, Mark Sondergaard, vice president of sales for master agency World Telecom Group, and Ken Mercer, senior vice president for master agency Telecom Brokerage Inc., will share how they have successfully sold hosted VoIP and how it has benefitted their channel business.