BUSINESS PROFILE Clever Flip is a winner
we gained Cisco Select status with SMB and Express Unified Communications Specialisation. We have grown to be a key partner for Cisco and now have the largest turnover of its Small Business range, outside the ecommerce sector.”
Russell Dawson
IT technicians with a well tuned ear for VoIP are best placed to scoop award winning deals, according to Russell Dawson, Managing Director of Flip Solutions.
I
f you want a lesson in what it takes to get under the customer’s skin, you would be wise to take detailed notes of the Flip Solutions ethos. The company was set up by Dawson in 2001 after he departed from Hemel Hempstead- based Symphony Telecom where he operated as Engineering Manager. “This is where our technical rather than sales ethos comes from,” said Dawson. “Our engineering ethos means that we are always well placed to offer pre-sales advice and ongoing support, ensuring that the customer receives the solution that is best for them. By covering any potential issues in the pre-sales phase we can significantly reduce the amount of ongoing engineering time needed. This leads to better margins for us and ensures that the customer receives the solution that they need.”
As well as deep roots in engineering, Flip Solutions was created by technicians with a firm grasp of the VoIP market. “After establishing ourselves in the VoIP market it was a logical step to partner with Cisco,” added Dawson. “After many exams and qualifications
The key influencing factors shaping Flip Solutions’ go-to-market strategy are based on the customer getting the best deal while not compromising on the quality of the product or the level of service. “The recession has caused customers to become even more price aware and this means that we have to offer better value for money,” noted Dawson. “Our diverse portfolio means we are able offer solutions for every scenario. This gives us access to more opportunities and does not limit us to one target market or key area. The next step in our development is to offer a videoconferencing solution. We feel there is a gap in the market and are keen to explore it.”
Flip Solutions has experienced rapid growth since its inception and in a milestone achievement scooped the Cisco European Deal of the Year for 2010. This led the company to be nominated for Partner of the Year. “Even during the recessionary period we saw growth, and this year we are on course for our best year ever,” observed Dawson. “Now that Cisco have a comprehensive offering in the sub 100 seat space, we can now address a segment of the market that we previously have not touched.”
Deal of the year
As well as being a service provider the company also has an ecommerce website (
www.ipendpoints.co.uk) that offers all things VoIP. “This website generated the lead for what was to become an award winning Cisco deal,” noted Dawson. “The Cisco European Deal of the Year award recognised one of the largest small business LAN switching deals in the UK. The Cisco Small Business solution – implemented at Hotel Broadband to furnish its sites with LAN Switching architecture – not only met their tight budgets but also provided greater
2011
Marriot St. Pierre, Chepstow,Gwent. 16th June 2011
28 COMMS DEALER MARCH 2011
functionality, ease of management and reliability. Hotel Broadband was looking for a feature-rich, reliable LAN Switching product for 204 new hotel sites. Cisco was able to win this deal as the Small Business portfolio offered greater functionality and superior support while meeting the customers strict budget needs.”
Product dimensions and urgent timeframes were non-negotiable and the target price could not be exceeded. The customer also required a demo unit to test resilience in cold environments. “Cost was a key objection to overcome in winning the deal, so price support assisted in changing the customer’s perception of Cisco,” commented Dawson. “Also, the ease of configuration and being able to conduct on-site adds/moves/changes as well as advanced functionality such as QoS and Layer 3 offered the customer scalability and future-proofing, thus a greater RoI over the long-term.”
Flip Solutions operates solely in B2B through a well established dealer channel, while building a customer base through direct sales. “Our vision is to be dedicated to helping customers thrive in a changing world,” stated Dawson. “The world we live in and the way we communicate is changing, and we believe in progress, growth and possibility. This means getting ever closer to customers, understanding their businesses and establishing long-term relationships with them.”
Flip Solutions often kicks off a good relationship by offering customers the chance to trade in their old phone system for discounts on new equipment. “This has two clear advantages – an increased RoI for the end user and allowing old equipment to be disposed of in an environmentally friendly fashion,” said Dawson. “The price of the solution offered continues to be a key issue as customers get more and more price conscious. Striving to offer a unified solution that will cover all customer needs in a single solution is also a hot issue.”
Register now at
www.margin-in-voice-data.com
www.comms-dealer.com
n
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39 |
Page 40 |
Page 41 |
Page 42 |
Page 43 |
Page 44 |
Page 45 |
Page 46 |
Page 47 |
Page 48 |
Page 49 |
Page 50 |
Page 51 |
Page 52 |
Page 53 |
Page 54 |
Page 55 |
Page 56