How to make profits in VoIP & IP Communications

Resellers have proven the most effective channel for complex products. Resellers constantly reinvent themselves and absorb new technology faster than the rest. True value is generated when the Reseller combines this technology expertise with his customer needs. VoIP is more complex than anything before - requiring combined skills in: computers, networking, telephony, security, wireless, and IP communications. All this is topped off by traditional requirements for installation, setup, configuration and training skills.

The Path to Profits

The VAR needs to know the technology by getting training and more than ever needs to understand his customers to create value by designing solutions that fulfill his customers’ needs.

To find the right solution for each customer and implement it is not trivial. The array of options to analyze are many including: buy versus build; appliance versus server; commercial versus open source; CPE versus Hosted. Add in Hybrid PSTN / VoIP versus pure VoIP without getting into service discussions on overall bandwidth, type of internet links, 911 and other topics and the permutations seem endless.

ABP VARs have an array of solutions ranging from CPE based, small appliances, server based solutions and hosted applications, different IP Phones, WiFi IP Phones and softphones to compose solutions.

Value features are:

• Call Control
• Productivity
• Telecommuting
• Presence
• Mobility
• Security
• Redundancy and Survivability
• Call Center features like ACD affordable for small company
• tie-in with CRM or other company software applications.

The answer is to sell from a portfolio of proven interoperable components where you have support from a single source and where you can get training, pre-sales consulting and post sales tech-support.

Cost savings on service and equipment maintenance alone will typically pay for a new system. But never sell the cost and always keep the focus on the value and productivity going.