ChannelVision Sept-Oct 2017

Core Communications process to ensure a successful transi- tion from the legacy phone system to Microsoft’s voice platform. NowWhat? Today, convergence is very real and a part of all our worlds. This does not mean that all telecom profession- als have become IT experts, and vice versa. It just means that when helping your business customers, you need to be aware of all technology needs and how to best address them. The options for this new service implementation remain the same as all other business strategies for chan- nel partners: Build, Buy , or Partner . As a telecom or IT professional, you can build your own practice leveraging existing resources, specializing in Of- fice 365 voice deployment, buy (hire) an expert to assist with opportunity development and delivery, or partner with another company that has al- ready developed a competency with the technology. While there is not one right ap- proach, as a long-time channel strate- gist, my vote is to partner. Why? Speed to market. By leveraging an established provider’s resources, you have immedi- ate access to expert talent without the fixed costs that accompany the buying or building options. The channel is more than a collection of companies and independent sales people. It is an eco- system that provides an infinite number of ways to work together to meet your customers’ needs. Partnering offers the ability to fully leverage the expert resources that can help your customers achieve their desired results. Two Simple Questions The trickiest part of embarking on a new technology sales strategy is identifying viable prospects. The key is to weave it into your current portfolio of services in a way that complements your recommended solution, rather than confuses your customer, or complicates the sales process. If you are serious about embracing convergence and getting the most out of Office 365, ask these simple questions: • If the customer is seeking a telephony solution: “Do you use Office 365?” • If they are a known Office 365 user: “What are you doing for your phone system?” Either of these questions opens the door for a discussion on how they can leverage their purchase of Office 365 to include PSTN voice. The result will be a more cohesive and integrated experience for them, as well as an incremental revenue source for you. Everybody wins. o Greg Plum is the vice president of channel, U.S. for OBT Anywhere, a cloud pioneer that opened its doors in 1999. He can be reached at greg.plum@obtany- where.com. Get info. Find answers. Share ideas. Your connection begins at USA.gov – the official source for federal, state and local government information. Equals total government connecting. PLUS PART INFO GETTING PART IDEA SHARING 3.25 in. September - October, 2017 | Channel Vision 73