MARKET REPORT
www.comms-dealer.com
CASE OPENS FOR SELL
Skype is used by millions of people worldwide, but
how ‘business-ready’ is this popular VoIP service? We
unlock the business case for selling enterprise Skype.
S
kype’s credentials Skype solutions, especially
as a viable as they have proved
alternative carrier capable of business-
should not be strength comms with high
ignored by resellers, says profile customers,” added
Stefan Oberg
David Tang, Global VP Tang. “Dealers should
Marketing at VoSKY. “Skype look seriously at Skype. For who use the service say grappling with an inbox
is a great way for dealers resellers selling minutes, they cut their phone full of emails – which are
to add value to existing their business is getting bills by more than 50 in reality a conversation
customer deployments with smaller and smaller. Now per cent. According – can migrate this to a
a PBX-to-Skype gateway. Skype is here, it’s changing to Oberg, making group discussion in a
Skype lets companies make the market even more. telecommunications cost- Skype group IM chat.
zero-cost site-to-site calls, Skype is here to stay.” effective is just one of three When a workgroup with
set up secure voice VPNs, areas where companies people from a company,
supports click-to-call from A significant uptake of Skype benefit. The others are third party suppliers and
the company website, David Tang in the business environment improved collaboration, external advisors come
enabling customers to has already been noted and use of Skype to together in such a team,
contact sales or customer
The
by Stefan Oberg, VP and establish a competitive they discuss issues, share
support free. It also drives
Skype
General Manager of Skype edge that can lead to documents and make
FMC. This kills international for Business. He observes market share gains. decisions much faster
mobile roaming
solution is
that Skype is already being than working via email.”
charges at a stroke.”
plug and
used by a large number “In terms of cost saving,
of businesses around the companies are taking a The second collaboration
Tang touts Skype as a ‘great
play. It can
world. “Already some 35 hard look at conference impact is with video, he
chance’ to revisit existing
be up and
per cent of Skype’s 400 call invoices and asking says: “Free Skype desktop
customers that already have million subscribers are using why these calls are not video calling is being used
a digital switch or IP PBX,
running within
it as a business tool. With being done over Skype at by companies like Rip
and up sell them the VoIP
half a day
the recent launch of Skype nil cost,” said Oberg. “They Curl to show colleagues
service. He said: “Businesses For SIP (beta), businesses are also looking at calls to in other parts of the world
are looking to save costs will now be able to receive offices in other countries new designs. It is also
and maximise their existing customers, even ones that inbound Skype voice calls and asking why they are being used by remote
IT. A PBX-to-Skype gateway have been dormant for using their existing office SIP- paying for them. When workers to join meetings in
enables them to do this some time. The benefits are enabled PBX systems,” he executives travel, they can a much more productive
and gives resellers a real clear and the cost savings said. “They will also be able call home for free using way compared to a silent
value add. Dealers can are huge,” said Tang. “The to reduce costs by making Skype on their PC over wiFi speakerphone sitting in
also sell the SkypeIn and Skype solution is plug and outbound calls to landlines in a remote office or hotel. the middle of the table.”
SkypeOut minutes, and play. It can be up and and mobiles worldwide at Others will use Skype on their
help the customer set running within half a day. low Skype rates from devices mobile devices or iPhone Oberg says that Skype is
up the gateway and It’s great for the customer connected to their PBX to call for free while in wiFi helping companies get a
manage it for them. It’s because they can start system. We had a massive hotspots. Using services like competitive advantage
not just selling a box.” getting the benefits response from enterprises of SkypeOut enables business via click-to-call buttons
quickly, and the dealer is all sizes to participate in this travellers to make low cost on their website which
However, Skype is an delivering value quickly.” program. We are confident calls back to their home connect those interested
incremental sale and the that there is a substantial country wherever they are in their products to a sales
sales approach differs from The current and future market opportunity for in the world. These small representative. Free video
other business IP telephony prospects for selling Skype Skype and its channel actions offer big rewards.” calling is being used to
solutions. “You’re selling a in the business environment partners to address.” train new customers who
series of benefits enabled are encouraging: Skype is also aiming to have bought e-commerce
by Skype and the PBX “Businesses want to save Research by Skype for make communications software to make the most
gateway, which is great as costs wherever they can, Business reveals that over more collaborative, of its features, a significant
resellers can revisit existing so there’s big interest in a third of business users explains Oberg: “People improvement in after-sales
36 COMMS DEALER MAY 2009
www.comms-dealer.com
36 -37 PG Skypev2.indd 1 24/4/09 12:16:00
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