How to Sell Unified Communications
Hosted voice or hosted unified communication services we’ve looked at how the customer may want to implement a do-it-yourself solution once installed. Some of these may be managed by the custom themselves. There was a growing number of service providers offering voice as a managed service in the case of a managed service. The physical deployment looks the same as the ones we’ve already described.
The customer pays for someone to manage some or all of the assets. Here we’ll talk about a different type of deployment for hosted services so the objectives for this little session or to describe how each component part of a hosting service is deployed identify. The benefits of this type of deployment for the customer and look at some of the practical issues that the customer might have in moving to this new host of service. Some of these issues could become the source of potential objections for you to handle ok based on our example of a multi-site centralized deployment will see the same fundamental building blocks as before the IP phones.
The voice gateway
The LAN switches and the voice gateway on the customer site will all usually belong to the customer the main difference is the call processing server and to a certain extent the applications in the case of hosted unified communications services the call processing server will be hosted and owned by the service provider. It will sit inside the service providers network usually in a highly secure facility and made available to customers.
On a rental per port or per service basis it will be designed to be a highly resilient configuration with very high levels of capacity and bandwidth capability usually shared across a number of customers a lot of this will be totally transparent to the end-users in many respects it forms. The IP equivalent of a centric service likewise the applications can be deployed in the service providers network to deliver services such as single numbering systems unified messaging business continuity for voice and so on. So what is the customer get with this type of deployment well
This helps them spread the costs and improve their cash flow secondly it reduces the risk of investing in new technologies and third they don’t you’d have so many expensive trained resources to support the network this, in turn, reduces their operating costs but there are some practical considerations then there will be some political resistance to change especially where there’s a large team of existing support people for the customers voice network there may also be a feeling of loss of control.
If you are selling a hosted service you need to be sensitive to these issues and be careful about how you approach the customers organization you may even need to revise your contact strategy to reflect this new approach so let’s summarize with a hosted service the same building blocks make up the solution but the call processing server will be a carrier-class system capable of supporting many customers provided as a rented resource.
The customer doesn’t need to worry about the capital costs for much of the Holston solution and that and as a result their cash flow will be improved by this pay-as-you-go model so if you have a holster voice proposition in your sales toolkit take another look at your customer and their plans for migrating to unified communications to take some time to review your contact strategy and structure sales to call to explore this option with them so good luck with your prospecting for hosted voice opportunities.