Author: The UC Buyer

Each vendor has a different catalog of product to sell, services to implement, and their own story to tell. Even so, there is a lot of similarity in the UCaaS and CPaaS markets. Ira Feurstein, VP of Strategic Partnerships at Nextiva, notes that in order to be successful “you need to do stuff differently, you can sell differently” in other words, develop your own go to market strategy. Related blog: The Solutions Provider Business Model But to determine how you differentiate and how you present your own unique take on what may seem to be common solutions, you will rely on business intelligence (BI). You…

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At the Channel Partners Expo 2019, Mike Cromwell had a chat with Dave George from Netsapiens about what excites him this year. netsapiens (PRNewsfoto/netsapiens) “For us, personally, it’s all about sessions not seats,” he says, enthusiastically. Netsapiens sells on concurrent, active calls, not on a per-seat basis, which means they are more interested imn installing lines that actually are going to be used for calls than seats for locations like break rooms and kitchens that may see only very occasional use. Customers can “oversubscribe, and make more money”. This flexibility in pricing allows those who offer Netsapiens the chance to bill more in line…

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Many desktop phones are available for you to offer to your customers, and more of them are able to be used on multiple platforms. What does this mean to you, as a service provider if your customer is capable of taking their devices with them if they choose to leave? Chances are, you’re offering UCaaS on a platform like Netsapiens or Asterix, and have a choice of devices you can provide to your customers. Most service providers are not making ends meet through a high markup on the devices themselves, either. Related Blog: Freshly Rebranded Poly is Coming for Your Business From Poly to…

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Dave Gilbert had the opportunity to sit down with Blair Pleasent and Phil Edholm from BCStrategies to discuss what is fundamental to those new to CPaaS and UCaaS. Phil begins, “so I think you know starting out and looking at the industry today there really are three key parts to communication. There’s employee communications, there’s customer communications, and there’s application communications.” What used to be thought of as UC really needs to be thought of as a portion of the whole picture. “The place where you can create real transformational value as a user in your organization or as a channel partner or vendor is enabling…

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“They wouldn’t [call] me Batman, so I had to run with Technologist” Does your company have a person who has overarching knowledge of the evolution of your product catalog, and can advise both legacy customers as well as potential new ones? Avaya has one in Steve Forcum, “I’ve seen all of the different things we can do, and I can speak to pretty much everything Avaya offers”. While your organization may not have the portfolio on the scale of Avaya or Cisco, it more than likely will still have several generations of products and solutions. Every salesperson will have knowledge of some of…

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At KAZOOcon 2019, Darren Knapp of Poly gave a presentation to show off some of their new products, as well as define a philosophy for Poly going forward. The x50 series of desktop devices is coming in with the intention of being the endpoint of choice for UCaaS telephony. They are feature-rich devices with a modern look and are prices to be accessible for all markets. “The Swiss army knife of unified communications” – Darren Knapp Some exciting features revealed include the ability to attach some desktop models to a 5g WiFi network (with a WiFi adapter), the inclusion of more lines on comparable phones…

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At Kazoocon 2019 Michael Sterl, founder of Cloud Optik and CEO of Carve Digital, gave a speech about using data to retain your customers. He has previously been featured by The UCBuyer on his data-driven approach to improve adoption, but this speech really focuses more on retaining those customers over the long term. Related blog: Use Data to Improve Adoption Michael begins with, “there is a lot of information in your CRM – and there are a lot of platforms which will help you to succeed. How does that affect customer engagement?” He correctly identifies two major reasons for customer churn, and focuses on the second…

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Mark Diaz with Vinix at Kazoocon 2019 is creating some really cool applications with the 2600hz technology. Dave Gilbert caught up with him and had some time to get insights. “We simply saw the frustration, the aggravation, and lack of efficiency from our end-users. They didn’t really have a solution that made everything simple for them and streamlined their process”. When your processes are independent and built on separate platforms, you often spend more time integrating them than focusing on your business. Vinix’s customers wanted to pay somebody “to be the solution provider.” This is the core principle behind a solutions provider model. Solution selling…

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The Internet of Things is growing in ways never expected even two decades ago. From ramen forks to salt shakers – nearly everything can be connected to the cloud. While refrigerators that can control all the smart devices and appliances can be amazing and useful, they can also pose security risks. Statista estimates that by 2020 there will be more than 30 billion Internet-connected devices which amounts to an estimate $19 trillion in anticipated cost savings and profits. These devices have untapped deep penetration potential in manufacturing, healthcare, and business. These devices are connected to your network, through the cloud, and may have little or no security.…

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Fusion has a wonderful success story. In just eleven years, they went from $2M in revenue to $550M. Mike Cromwell and Dave Gibson had a chance to speak with Matthew Rosen, chairman and CEO at Fusion to ask him about this success story. Matt attributes the majority of that success to “determination. We set out on a vision and we did everything we needed to do to accomplish that vision” Integration, using multiple systems in conjunction in order to accomplish a larger task, is a fact of life anymore. Traditionally, companies will pick the best system (or the most affordable) in each category…

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One of the biggest topics on the lips of technological influencers like Ira Feuerstein, VP of Strategic Partnerships at Nextiva, is Customer Experience. While this can mean something slightly different among diverse minds, the fact that it is at the forefront of the zeitgeist bears some exploration. Related Blog: Developers Drive Customer Experience UCBuyer’s own Dave Gilbert had a chance to sit down with Ira Feuerstein and ask his thoughts on the topic. As Ira explains, there are multiple products that are offered, deployed and used in telecommunications, and in “all these ecosystems of products” it is unfortunate that “none of it talks…

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As cloud services increase in both availability and prominence, users have to contend with what it means to be beholden to their over the top provider’s availability. While MPLS may be the standard, more enterprises are opting for a backup solution, such as SD-WAN. Concierge Core Services has its own solution, Internet backbone acceleration services. Dave Gilbert and Mike Cromwell caught up with Clark Atwood and he had promising things to say about this new technology. They use it for “fixing voice, fixing video, connecting cloud providers”, and promises to deliver latency, jitter, packet loss, and other metrics “comparable to MPLS.” Related Blog: Managers Create Their Own Private Internet…

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Dave Gilbert and Mike Comwell cornered Louie Holmes of Skyswitch to ask him about some tips for maintaining a competitive edge in a crowded market. He offers three broad pieces of advice. Build A Great Team Obviously, it is hard to operate a business alone, but recruiting, training, and retaining great people is a key. Not only is employee churn expensive, but it wastes valuable resources training replacements. Louie is thankful for his “wonderful team with the Skyswitch group” and attributes their teamwork as a big contributor to success. Keep Up With The Times Louie and Skyswitch believe in “offering new services that are…

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The UCaaS market is rich in opportunity, which leads to many providers entering the fray. How can you stand out in a field that is already crowded, and looks to be more so in the coming years? Internet presence Build a presence on the Internet in the form of a website. These are readily available and no longer take a degree in computer programming to construct. According to Capital One, of 400 small businesses surveyed, only 56 percent had websites. This is a great way to set yourself apart from others. Even in small communities, a proper website matters more…

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When asked about emerging trends in sales, as it relates to the Telecommunications industry, Cristantos Hajibrahim, Chief Product Evangelist and founder of Prodoscore says, “we’re in a data overload period. There’s just too much damn data!” And you know, he’s right. So with all of this data in our way, how can sales leaders combat the very real possibility of Analysis Paralysis, or the phenomenon that occurs when you have so much data you don’t know where to begin. It’s easy to understand this once you realize how many KPI exist in whatever field you looking at. So how does one avoid analysis paralysis?…

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From Sterling Cooper Draper Pryce… The Mad Men approach to marketing was to make your product appeal to as many potential customers as possible. It begins with the assumption that everyone should have your product, they just do not know how much cigarettes will improve their lives yet. So the marketing specialists primary goal was to point out why your product has mass appeal, even if it doesn’t. This is a form of passive marketing, with billboards, bus signage, and even Google and Facebook advertising. This works well for consumer essentials – products that serve a fundamental purpose like laundry detergent,…

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The channel partners show has come and gone but wow! It left a mark.  On April 9-12, 2019 Channel Partners from all over the world showed up in Vegas. Bigtime! More than 6,000 industry experts, including master agents, VARs, MSPs, SaaS providers and service providers converged on the Mandalay Bay Hotel for 4 days of networking, training and the ability to choose from an amazing array of parties that left all the attendees physically exhausted but inspired to take advantage of the unprecedented opportunity ahead of them this year. Industry vets turned pundits, Mike Cromwell and Dave Gilbert, brought Chris Cline,…

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