Channel Sales Handbook: Unified Communications

This Report examines how to build a customer profile and then align the best unified communications solution.

July 28, 2016

2 Min Read
Channel Sales Handbook: Unified Communications

Issue Summary

The goal with UC is to delight the customer, boost productivity and win repeat business. But agent and MSP sales professionals may be confused on how offerings differ, what those differences mean in the terms of how systems perform, and how to go about assessing prospects. This Report examines how to build a customer profile and then align the best solution.

Takeaways for Your Business

  • Learn what factors to consider when developing a customer profile

  • Review the characteristics of and sales tips for the seven most common profiles

  • Discover how identifying and dealing with the degrees of difference in each client can win loyalty and repeat business

About the Author

Michael Finneran is principal at dBrn Associates, a full-service advisory firm specializing in wireless and mobility. Services include research, policy development, purchase analysis, and security/technology assessment. Finneran has worked in the networking field for over 30 years and has operated the practice since 1982. He has published numerous research reports and white papers, and has provided technical and market analysis on the full range of wireless technologies including Wi-Fi, cellular, WiMAX, fixed-mobile convergence and mobile unified communications (mUC).

Broadview-Networks-logo-300x136.pngBroadview Networks is a network-based business communications provider serving customers with local and long-distance voice and data communications, premises-based and patented hosted VoIP systems, data services and a full suite of managed and professional services. It also provides an innovative portfolio of bundled, hosted IP phone and cloud computing services designed to meet the unique application requirements of diverse workforce groups. Its customers benefit from award-winning customer service, including a web-based account management tool and a primary point-of-contact for real-time, personal customer care.

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