MARKET VIEWPOINT
www.comms-dealer.com
Margin in teleworking
By incorporating teleworking into the wider
comms solution resellers can leverage IP to
secure additional revenue, writes Kevin Musgrave,
Head of Technical Consultancy at Opal.
A
ny business of any emissions. Remote working also
size where employees plays a significant role in terms of
enjoy autonomy can energy conservation, eliminating
benefit from teleworking. the electrical, heating and water
Businesses whose employees don’t costs incurred by a large scale
need to have constant face to working office and reducing the
face contact will reap the rewards production of greenhouse gases.
of this technology. And with It’s important for sales staff to
businesses endeavouring to reduce remember, Green credentials are,
costs where possible, teleworking and will remain, an essential part
is becoming an increasingly of the procurement process for
appealing option with companies many companies, as increasing
employing more people who numbers of businesses as well as
operate primarily from home to cut customers are environmentally
Kevin Musgrave
staffing costs. Working parents also aware and will now only buy
create opportunities for teleworking. from, or invest in, companies with remote worker fast access to a As outlined above, cost savings
They face new pressures on their strong environmental credentials. company’s corporate network, remain one of the key benefits for
time and teleworking gives them with secure corporate information a business as mobile working can
the flexibility to manage their The fundamental elements of a available at the worker’s fingertips. halve the costs of those incurred
working day, making it easier to sensible teleworking solution are But many businesses worry by a similar size business working on
fit parenting duties around their a secure and reliable broadband that teleworking technology is site. However, a word of warning:
work schedule. Teleworking offers connection offering access to expensive and requires a large Teleworking does require a
workers flexibility and can reduce the company data network, an cost outlay. IP-based solutions different approach to HR as well as
stress levels, leading to a happier ability to receive and transfer calls eliminate the need for installing health and safety, and businesses
workforce. Less travelling time and make calls. This all needs to and maintaining expensive that use teleworking should follow
essentially equates to less down be underpinned by a smart call hardware which cuts capital guidelines to ensure a safe and
time and increased productivity. handling solution that enables outlay and implementation effective working environment.
On a personal level, workers can businesses to intelligently route and lead times. The IP route can also
plan their day better, and fit in any deploy the applications needed provide the flexibility to add and For more than 25 years, the adoption
necessary personal appointments to facilitate remote working. An change the solution as required. of teleworking has been a slow-
or childcare arrangements, intelligent IP solution that also allows growing phenomenon. During this
with as little disruption to their routing of calls beyond a business It is important for resellers to tailor time, the consensus has been that
working day as possible. head office and has the ability the solution to suit the business top-level management resistance to
to analyse agent statistics may in that they are talking to, assessing change is the primary challenge to
Teleworking also has wide ranging fact work harder for the customer their needs and factoring in other it becoming more widely adopted,
environmental benefits that than a standard IP solution. It is considerations such as HR issues, due to concerns about lack of
make for a compelling sell. For important to utilise the services of the environment and so on, before control over remote workers, while
example, remote working helps an expert that can provide the advising on the best solution for the security and cost issues have
a business to reduce its carbon necessary consultancy to develop them. A bespoke product offering added to these challenges. Our
footprint, cutting down on the a solution and level of support that that meets with a customer’s wider changing corporate culture coupled
number of miles needed for will work best for the customer. business objectives is essential. with HR and safety issues often mean
staff to drive or fly to undertake that the technology infrastructure
their work, thus producing wider High bandwidth broadband In order to sell an effective is seen as a secondary concern.
environmental benefits by applications, together with a teleworking solution the salesperson There are guidelines that businesses
reducing congestion and carbon secure VPN solution, offer the must have a strong background in wishing to implement teleworking
the selling of inbound call handling must follow and these should help to
Teleworking has wide ranging
solutions. This experience is central overcome any issues, which include
to understanding the processes identifying jobs that are appropriate
environmental benefits that
and procedures that a business for teleworking, establishing
needs in place to handle its calls procedures, training and ensuring a
make for a compelling sell efficiently, and thus install an supportive environment.
n
effective teleworking solution. Teleworking market review – p 48
32 COMMS DEALER MAY 2009
www.comms-dealer.com
32 PG Teleworking.indd 1 24/4/09 09:28:39
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