Step 8: Update your marketing
Ironically, specialising in unified communications means you can legitimately call yourself a one-stop shop – at least, as far as the network is concerned.
Your customers can now trust you to monitor and manage all audio, video, voice and data traffic, which makes it easier to identify problems as they arise.
Many businesses are yet to take that step towards a single network supplier, say UC distributors and resellers. “There are very few companies that are putting it all in one basket. They still have analogue ports for phones and faxes,” eVideo’s Morgan says.
Consolidating responsibility to one party buys customers peace of mind knowing they don’t need to get caught in buck passing between a handful of service providers when something goes wrong. This has a tangible value which needs to be explained and priced accordingly.
For the reseller it means a greater share of the customer’s wallet and a more intimate understanding of their business, which makes for a stickier, longer relationship. All good things to aim for.
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