VIEWPOINT
Twickenham Stadium April 1st & 2nd, 2009
www.comms-dealer.com
Service providers urg
There has been little evidence of the recession having a significant
impact on telecoms service providers, but nonetheless they
need to revisit their marketing strategy, writes Rob Pritchard,
Director and Principal Analyst at benchmark-it.co.uk.
their channels to market that any firm can thrive
The credit crunch is forcing companies to tighten up on and ensure that their cost if accurate IT planning
budgets and limit their resources. All businesses must ensure S
ervice providers
must sell smarter,
not compete harder base is under control in and careful spending
they have the correct resources in place across the entire on price, if they want to order to capitalise on a are behind business
company – including telecoms infrastructure and services. grow their customer and vibrant market. It should decisions. By taking
Investing in new, more cost-effective technologies will be revenue base over the not be forgotten that the steps to change business
a big growth area in 2009, and by supporting the sales coming year. The natural vast majority of businesses processes to be more
message with free advice, a health check, telecoms resellers reaction of many will be to will not go bust and that productive, businesses will
could see their sales grow in what will be a difficult year. try to compete on price. many SMEs will continue be in a stronger position
By conducting such a review of an end user’s operating However, the section of to grow rapidly. In a world to take advantage of the
systems, resellers could save customers valuable budget the market that will be where communications upturn when it comes.”
while cementing their relationship with the end user. Telecom using price as their primary and associated services
systems need to offer flexibility to take into account the buying criterion is likely to are increasingly the There is plenty of scope
reality of a business downsizing and whether a business is fail. In the first instance, lifeblood of commerce, this to sell the benefits that
looking to further decrease or perhaps increase in the future. service providers must represents an opportunity can be delivered by
Solutions should reduce their exposure to risk and eliminate identify which customers for service providers. communications products
wastage. Introducing new technologies, such as hosted IP and constitute their target and services: Customers
NTS platforms, will also reduce expenditure. Ultimately, a market and then underline Bill Murphy, Managing can reduce costs, increase
combination of the right, and the new, technologies shouldn’t what differentiates them Director of BT Business, productivity and gain
require a costly capital expenditure layout. Remember, from their competitors. commented: “There will access to new markets. This
a large outlay is not an option for some businesses. At the same time, service always be opportunities is easily demonstrated by
Julie Mills, Sales Director, Nine Telecom providers should have for innovators, even in the rapid and enthusiastic
an optimal strategy for tough times, and I believe take-up of broadband
RAD’s partnering plan puts you in the fast
Partners wanted for the
lane to profit with smart voice and data
access products for tough economic times
UK and Ireland
where investment protection and cost
savings are the watch words.
Become a RAD Partner and take
advantage of:
� Diverse range of products for carriers,
service providers, utilities, and
transportation networks
� Dedicated solutions for Ethernet over
Anything and Everything over Ethernet
� Class 5 Softswitch products
� Strong and sustainable margins
� Promising sales leads
� Centralized support
� In-depth training
� Resources that “open the door for you”
Get on the Road to Opportunity
Tel. 0118 9820900 | e-mail info@raddata.co.uk | www.rad.com The Access Company
14 COMMS DEALER MARCH 2009 www.comms-dealer.com
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