HEADSETS IN FOCUS
www.comms-dealer.com
GN rallies the channel
GN Netcom is on a mission to be the preferred headset supplier to
the channel before 2012 by making it easy, profitable and fun to sell
headsets, according to Channel Marketing Manager, Sarah Gray.
can still contribute a healthy profit gains could be substantial. it works in compliment with the
line into a business. The headset Headsets deliver a complimentary company culture and business
market opportunity is quite often solution to their existing portfolio objectives. “It is vital that the
underestimated and viewed as just enhancing the customer’s overall manufacturer and the channel
a contact centre or receptionist communications infrastructure.” partner work together to ensure the
product. Organisations today are incentive is adapted in the right
looking for work tools that can Selling headsets is an easy sale way for their business,” said Gray.
demonstrate efficiency savings within a complex communications
and improve customer service environment, believes Gray, who Successful incentives have three
– headsets are that invaluable says that as a complimentary core elements – flexibility, ease
work tool. The impact of Unified product line headsets do not of use and attractive rewards,
Communications is also driving distract from the switch sale, according to Gray. “When we
demand of headsets as users look and additional revenue can launched Jabra Freedom two years
to consolidate devices and invest be added quickly to both new ago we developed it with those
in a single end-point device to and existing customers. “Sales three fundamentals in mind, and as
manage their UC experience.” teams require minimal training, a result have paid out over £150,000
no expensive accreditation in rewards over that time. As part
GN Netcom’s channel strategy programmes or stock investment, of our second anniversary we
focuses on four key pillars – Total making it both quick and easy have enhanced the programme.
Sarah Gray
Solution Selling, Commercial to get going,” she added. Improvements include a new
Opportunity, Ease of Sale and the reward mechanism, simplified
n these challenging times GN Netcom Service Proposition. GN Netcom’s service proposition reward structure and improved
I
resellers are naturally on the Providing customers with a is based on several key building processes. JABRA Freedom Online
look out for new product lines, complete communications solution blocks including strong account is now an e-Card VISA scheme
such as headsets, to increase is paramount to maintaining management, on demand for Jabra Silver and Gold Partners
revenues and margins. And with relationships and keeping marketing tools, commercial rewarding a monetary value for
a strong partner proposition and competitive suppliers out, says opportunities, simple and effective selling the Jabra core product
clear sales argumentation GN Gray. “If resellers can develop sales training and a dynamic portfolio and delivering total control
Netcom believes it can work an ‘opt out’ rather than ‘opt in’ incentive platform. “We view over reward redemption online.”
with the channel to increase the headset selling culture it can incentives both at a sales and a
penetration of headsets into the provide a significant revenue business level as a vital element Participants can claim individually
office marketplace, and grow its stream within their customer base, of that proposition,” said Gray. or for a whole organisation via
share within the contact centre and a vital business retention tool.” “In an environment where there a sell out report or online. GN
market. “It’s a numbers game. is increasing pressure for sales Netcom manages the validation
By selling headsets we can Headsets can release a new people to sell even more, a process with close cooperation
demonstrate revenue gains by revenue stream for channel long-term incentive strategy is with approved distributors.
increasing headset attachment partners with very little resource a tool that both the reseller and “No messy faxes or customer
rates on handset and system investment, Gray highlighted. “In GN Netcom can use to drive information needed from the
sales,” commented Gray. a challenging economic climate, mutual business benefit.” reseller,” commented Gray.
we all need to look at alternative “The objective is to keep the
She says that headsets represent revenue streams to boost cash Gray cited the flexibility of GN administration to the minimum
a significant revenue and margin flow. By up-selling to an existing Netcom’s JABRA Freedom Online ensuring the channel salesperson
opportunity for distributors base and including headsets programme which provides the remains focused on selling and we
and resellers in an increasingly into every new quote it is easy business owner with a choice of focus on the reward allocation.”
n
pressurised market. “By simple to show how headsets can start three scheme structures to ensure Headsets in Focus – pages 48-50
calculations it is clear that switch- delivering incremental pounds
based resellers can substantially into a business,” she added.
grow revenue by adding wireless “By incorporating headsets into
In a challenging economic
and corded headsets to their the maintenance or finance
climate we all need to
existing business opportunities,” agreement the cost per day to
stated Gray. “With margins being a customer is negligible, but to
look at new revenues streams
squeezed from all areas, headsets a channel partner the revenue
UK Telco 100 club is the fastest Partners receive a 220% t: 0844 77 00 765
growing dealer program. growth bonus with no targets. e: info@uk-telco.co.uk
46 COMMS DEALER APRIL 2009 www.comms-dealer.com
PG 46 GN_Netcom.indd 1 25/3/09 09:55:45
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