www.comms-dealer.com
Twickenham Stadium April 1st & 2nd, 2009
ENTERPRISE BUSINESS
Selling solutions to corporates
T
he Enterprise or history in the enterprise The biggest issue facing A clear understanding of
market offers plenty space, and are more resellers looking to step solutions-based selling is
of opportunities impressed by commitment up, continues Jewell, is imperative, as is knowledge
for resellers that can and the skill to put together often lack of focus. “The of the best route to
demonstrate hard RoI convincing solutions. A well advent of UC means there market – which is radically
and cost savings through integrated, well supported are so many opportunities different from the mailshot
integrated solutions. “The package provided by a it is hard to know what to or cold calling stalwarts
problem last year was complementary group focus on, and this is the of the SME business.
that a lot of people were of smaller partners is as key problem,” he says.
waiting to see how bad likely to win business as “We believe the successful Understanding the scale of
things would get before the larger one-stop-shop. resellers over the next the problems an Enterprise
they reacted. Everyone three years will be the business faces is a major
knows things are pretty Paul Riordan, Channel ones that can provide challenge that often
Paul Riordan
bad now,” said Tim Brooks, Sales Operations Director core IPT and data skills defeats smaller resellers,
General Manager for at Avaya, added: “End There is no longer strength with UC and FMC. Security too. “Many SME resellers
Westcon Convergence. users will always go to the in size for either resellers or and desktop integration lose large deals because
“And that actually helps people who can deliver the vendors, agrees Marcus will become even more they are not talking to the
us because now they’re solution. The challenge is Jewell, Director of Enterprise important as we progress. right people,” concludes
getting on and putting whether everyone delivers Sales at Mitel. “The key One word of warning is Jewell. “It its too simplistic
into action strategies for everything. You can be to success in Enterprise that the traditional business to say they don’t get high
survival. We have the ‘jack of all trades’, but is in understanding the models of CPE-only will enough in the organisation
technology to save people we’ve often seen that end users requirements need to evolve to support as often it is people lower
money and make them bringing in market experts and putting together managed services and down they ignore. On
more efficient, so it’s got can win the deal. As long the correct solution,” he hosted propositions.” a positive note, larger
to be good news for us.” as partners are open to said. “The key is patience, organisations have many
the idea of working as a good listening skills and Jewell recommends that more problems than SME
More important for many consortium it can work. flexibility. Some of our resellers thinking of taking therefore you can sell
channel players is that end We truly believe that the largest deals this year have on enterprise sales should more solutions. It takes
users and vendors seem less collaborative approach come from partners other invest in a formal sales commitment and time, but
interested in a partner’s size is the way forward.” vendors class as SME.” program like Holden or TAS. the rewards are big.”
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