Last Train Out
In the run-up to the UC Summit next week in La Jolla, the UCStrategies team has written articles and done podcasts about the ongoing and escalating changes facing the solutions integrators and resellers selling unified communications and collaboration. The Summit will feature a number of sessions about these changes and how the channel partners and the consulting community can best adapt to and thrive in this new environment. Come join us!
The good ol' days of selling boxes and supporting Moves, Adds, and Changes of telephone sets are a fading memory. As this website has demonstrated over the past years, UC isn't a piece of equipment or a system or an application so much as it is a way of thinking about how communication integrates into business processes to transform how work gets done. That requires different skills and a different approach to selling solutions and serving customers.
Of course traditional PBX gear for voice communications is facing growing competition from alternative sources - wireless device usage is exploding and often is used even in office environments, and peer-to-peer communication including voice is supported by a growing number of UC clients. Voice capabilities are now embedded in a widening spectrum of software applications, desktop clients, and services such as Salesforce.com. "Voice" is ceasing to be thought of as the standalone communications capability it once was. It's disappearing into the plumbing.
In addition, new sourcing methods are gaining strength - hosted services, managed services, cloud, hybrid methods combining on-prem and off-prem solutions. All of these call into question the business models on which many channel partners built thriving companies in the past - revenues upfront from selling the box, recurring revenues from support.
What's fundamental about these changes is that the focus is no longer on the devices or systems; it's on how they are used and paid for. It's not about installation of equipment; it's about identifying applications and new opportunities to take advantage of the innovative capabilities available. The clear imperatives for channel partners today are new skills, new business models, and new ways to acquire and serve customers.
If all this is obvious now, it isn't the first time that the voice-oriented channel companies have had the opportunity to embrace this kind of change. My partner Marty Parker and I, among others, were around when some of the first voice communication "applications" appeared. The voice mail industry is a notable early example, and it has some characteristics that are disturbingly similar to what could happen to unified communications.
Here's a little background and maybe a startling fact. The first voicemail systems were incapable of answering a telephone call; they weren't integrated to the telephone systems. Rather, users called into the system, recorded a message, and addressed it to one or a group of recipients. Recipients called into the system periodically, listened to messages, and replied or forwarded the messages to others. Think: verbal email. There were challenges in getting users to think about using this new communications capability. Then, in 1983, Rolm's PhoneMail integrated to the PBX and introduced telephone answering. Octel, other independent suppliers, and the rest of the PBX manufacturers followed suit.
Suddenly, the sales channels didn't try to show potential buyers a new way to communicate - verbal email. They could just sell a box that automated an existing clerical process - take a telephone answering message. That was a simpler sale. Some of us at the time worked with the suppliers to train salesforces into helping customers discover applications. Didn't work; selling communications applications was much harder than selling a telephone answering box. Today, most companies use voicemail for telephone answering, period. Many users don't even realize they can log into their mailboxes to send messages to one or to a group. What happened was that the internal salesforces and the external channel partners missed an opportunity to learn a new kind of selling and implementation skills. Selling boxes was easier, even if the customers missed an opportunity to introduce a more powerful communications method.
We have a potentially similar situation in unified communications. As you have read on this website before, the use cases for UC cluster into those associated with UC-U(ser productivity) and UC-B(usiness Process). UC-U encourages individuals to use the tools of UC to automate manual functions (e.g., right-click to check presence and launch a phone call or IM). UC-B involves determining where existing communications and collaboration processes break down and identifying which UC capabilities can help fix the problem. Unfortunately, just as telephone answer was easier to sell than verbal email, UC-U can be easier to sell than UC-B.
Clearly, there is value in UC-U use cases. But it's also clear that companies realize far greater value from UC-B applications, as has been demonstrated in hundreds of case studies. That would seem to make the UC-B sale more attractive to the channels. Yet these sales require new skills within the sales force, and in some cases, they require professional services and consultative selling.
We have seen the opportunity for application-based selling gathering steam in the voice communications industry since the early days of voice mail. A number of VARs and solutions integrators have seen the trends and migrated their business practices to a new model. Many haven't fully embraced this new future.
This could be the last train out. There may not be many more chances. As voice communications disappears into the plumbing, and selling PBXs becomes an ever more limited opportunity, it is critical to make the transition to understanding applications and selling solutions (on prem, in the cloud...) rather than selling boxes.
The UC Summit is exploring these subjects about transitioning business models and acquiring needed skills. Climb aboard.
Tags
Start YourCustomized Search
SOLUTION AREA
SOLUTION PROVIDERS
- 8x8 (40) Apply 8x8 filter
- Alcatel-Lucent Enterprise (50) Apply Alcatel-Lucent Enterprise filter
- AT&T (44) Apply AT&T filter
- AudioCodes (49) Apply AudioCodes filter
- Avaya (397) Apply Avaya filter
- Cisco (574) Apply Cisco filter
- Dell (11) Apply Dell filter
- Five9 (54) Apply Five9 filter
- Fuze (39) Apply Fuze filter
- Genesys (100) Apply Genesys filter
- HP (98) Apply HP filter
- IBM (171) Apply IBM filter
- Jabra (9) Apply Jabra filter
- Logitech (56) Apply Logitech filter
- Lumen (4) Apply Lumen filter
- Masergy (50) Apply Masergy filter
- Microsoft (766) Apply Microsoft filter
- Mitel (233) Apply Mitel filter
- NEC (128) Apply NEC filter
- Nectar (58) Apply Nectar filter
- Polycom (95) Apply Polycom filter
- Ramp (37) Apply Ramp filter
- RingCentral (126) Apply RingCentral filter
- Sennheiser (18) Apply Sennheiser filter
- Slack (13) Apply Slack filter
- Tata Communications (59) Apply Tata Communications filter
- Unify (186) Apply Unify filter
- Vonage Business (80) Apply Vonage Business filter
- Yealink (8) Apply Yealink filter
- Zoom (21) Apply Zoom filter
- Acme Packet (24) Apply Acme Packet filter
- Allworx (2) Apply Allworx filter
- Arkadin (22) Apply Arkadin filter
- Aspect (34) Apply Aspect filter
- BT (25) Apply BT filter
- CaféX (8) Apply CaféX filter
- CallTower (14) Apply CallTower filter
- Clarity Connect (10) Apply Clarity Connect filter
- Continuant (1) Apply Continuant filter
- Damaka (4) Apply Damaka filter
- Dialogic (5) Apply Dialogic filter
- Dimension Data (44) Apply Dimension Data filter
- Empirix (11) Apply Empirix filter
- Enghouse Interactive (17) Apply Enghouse Interactive filter
- Inference Solutions (9) Apply Inference Solutions filter
- IntelePeer (27) Apply IntelePeer filter
- IR (11) Apply IR filter
- Jive (21) Apply Jive filter
- Kurmi Software (21) Apply Kurmi Software filter
- Lifesize (33) Apply Lifesize filter
- Lightware (3) Apply Lightware filter
- Mavenir (6) Apply Mavenir filter
- Modality Systems (8) Apply Modality Systems filter
- Momentum (36) Apply Momentum filter
- Netfortris (5) Apply Netfortris filter
- NetSapiens (6) Apply NetSapiens filter
- NewVoiceMedia (31) Apply NewVoiceMedia filter
- Nureva (26) Apply Nureva filter
- NUWAVE (5) Apply NUWAVE filter
- Orange (32) Apply Orange filter
- OVCC (8) Apply OVCC filter
- Panasonic (18) Apply Panasonic filter
- PanTerra Networks (9) Apply PanTerra Networks filter
- ScanSource (21) Apply ScanSource filter
- SIPPIO (3) Apply SIPPIO filter
- Snom (20) Apply Snom filter
- Star2Star (8) Apply Star2Star filter
- StarLeaf (12) Apply StarLeaf filter
- Tadiran Telecom (2) Apply Tadiran Telecom filter
- TekVizion (9) Apply TekVizion filter
- Unimax (7) Apply Unimax filter
- Verint (41) Apply Verint filter
- Voice4Net (2) Apply Voice4Net filter
- VOSS (85) Apply VOSS filter
- Voxbone (14) Apply Voxbone filter
- West (28) Apply West filter
- XO Communications (3) Apply XO Communications filter
- Yorktel (17) Apply Yorktel filter
- Zultys (2) Apply Zultys filter
- 3CX (8) Apply 3CX filter
- ADDASOUND (1) Apply ADDASOUND filter
- Aerohive (1) Apply Aerohive filter
- Aryaka (1) Apply Aryaka filter
- Asurion (22) Apply Asurion filter
- Avnet (7) Apply Avnet filter
- Bandwidth (5) Apply Bandwidth filter
- Calabrio (5) Apply Calabrio filter
- Consilium Software (13) Apply Consilium Software filter
- Drum (5) Apply Drum filter
- ESI (6) Apply ESI filter
- Esna (16) Apply Esna filter
- Exinda (2) Apply Exinda filter
- EZuce (3) Apply EZuce filter
- GUnify (6) Apply GUnify filter
- Highfive (4) Apply Highfive filter
- Huawei (47) Apply Huawei filter
- Imagicle (3) Apply Imagicle filter
- IPCortex (1) Apply IPCortex filter
- KnoahSoft (1) Apply KnoahSoft filter
- KOVA (1) Apply KOVA filter
- Logmein (9) Apply Logmein filter
- Metropolis Technologies (4) Apply Metropolis Technologies filter
- Mutare (2) Apply Mutare filter
- NextPlane (27) Apply NextPlane filter
- Ooma (16) Apply Ooma filter
- Patton (11) Apply Patton filter
- Radish Systems (1) Apply Radish Systems filter
- Radisys (3) Apply Radisys filter
- Shango (1) Apply Shango filter
- SMART (163) Apply SMART filter
- Stack8 (1) Apply Stack8 filter
- Swyx (1) Apply Swyx filter
- TrueConf (4) Apply TrueConf filter
- UJET (13) Apply UJET filter
- Voximplant (3) Apply Voximplant filter
CONTENT TYPE
- BC Expert Insights Market (43) Apply BC Expert Insights Market filter
- BC Expert Insights Objective - Vendor Neutral (42) Apply BC Expert Insights Objective - Vendor Neutral filter
- BC Expert Insights Planning (15) Apply BC Expert Insights Planning filter
- BC Expert Insights Solution (12) Apply BC Expert Insights Solution filter
- BC Expert Insights Vendor (80) Apply BC Expert Insights Vendor filter
- BC Expert Insights Vendor Solution (145) Apply BC Expert Insights Vendor Solution filter
- BC Expert Roundtable (133) Apply BC Expert Roundtable filter
- Bcs Webinar (0)
- Bcs Webinar Registration (0)
- Best Practice (38) Apply Best Practice filter
- Buyer Guide (14) Apply Buyer Guide filter
- Case Study (29) Apply Case Study filter
- Executive Interview (145) Apply Executive Interview filter
- Expert Roundtable (450) Apply Expert Roundtable filter
- Guest Contributions (35) Apply Guest Contributions filter
- Multimedia (38) Apply Multimedia filter
- News Analysis (2081) Apply News Analysis filter
- Newsfeed Article (1303) Apply Newsfeed Article filter
- Newsfeed Article (1) Apply Newsfeed Article filter
- Thought Leadership (21) Apply Thought Leadership filter
- Vendor Collateral (211) Apply Vendor Collateral filter
- Vendor Resource Best Practices (24) Apply Vendor Resource Best Practices filter
- Vendor Resource Buyers Guides (2) Apply Vendor Resource Buyers Guides filter
- Vendor Resource Multimedia Content (4) Apply Vendor Resource Multimedia Content filter
- Vendor Resource White Paper (4) Apply Vendor Resource White Paper filter
- Webinar (13) Apply Webinar filter
- Webinars (7) Apply Webinars filter
- White Paper (64) Apply White Paper filter
MORE FILTERS
INDUSTRY
- Banking And Investment (800) Apply Banking And Investment filter
- Education (446) Apply Education filter
- Energy And Utilities (487) Apply Energy And Utilities filter
- Finance (12) Apply Finance filter
- Government (675) Apply Government filter
- Healthcare (482) Apply Healthcare filter
- Hospitality (180) Apply Hospitality filter
- Insurance (100) Apply Insurance filter
- Manufacturing (704) Apply Manufacturing filter
- Media/Publishing (422) Apply Media/Publishing filter
- None (43) Apply None filter
- Professional Services (745) Apply Professional Services filter
- Retail & Distribution (798) Apply Retail & Distribution filter
- Technology (1611) Apply Technology filter
- Transportation (110) Apply Transportation filter
Comments
There are currently no comments on this article.
You must be a registered user to make comments