COMMS VISION 2011 PREVIEW
The mobile, social, visual, virtual world
Most importantly we will aim to show partners how they can get more return from their existing customer bases and identify unique selling points
communications tool and software has a social element embedded into the logic and process the challenge for the traditional ICT solutions provider is to find their role and establish their differentiator.”
Andy Brocklehurst
“The post PC world is upon us and we need to understand what that means for our customers and our business models,” claims Tim Stone, Marketing Director for Collaboration across EMEA for Cisco.
“In an accelerating IT landscape where devices are changing by the day, software delivery models are now ‘appstore’ and Software as a Service (SaaS), communications can be fixed or mobile, video has become an acceptable
At Comms Vision this year Cisco plan to show delegates their vision of this new IT world and how channel partners can identify their role. Andy Brocklehurst, Regional Manager Small to Medium Business UK explains, “We want partners to understand the evolution of on-premise and cloud based communications and collaboration solutions against this wider IT revolution. We want to show partners how they can generate incremental revenue and profit lines when deploying these new solutions.”
“Most importantly we will aim to show partners how they can get more return from their existing customer bases and identify unique selling points around these technologies that improve their customer’s processes, procedures and operations.”
As organisations look to transform themselves utilising IT, the challenge for the channel is to maintain their relevance as Andy
Brocklehurst explains, “At a time when employees are pushing to use their own devices in the workplace and ‘self serve’ applications from the cloud, as they do at home, companies are relying on the IT channel to step up to the mark and show them some leadership.”
“Up till now many channel partners have just focused on IT architecture in the workplace that supports traditional voice and data business applications. In this public and private cloud- based IT world with virtual desktops and a mobile workforce much of that old skill set is irrelevant.”
“The channel needs to grasp this new mobile, social, visual and virtual IT world and develop the skills around deploying integrated architectures to support it. In that way it will retain its relevance and identify new opportunities for revenue and profit.”
“We would encourage all delegates to Comms Vision to come and meet Cisco in our boardroom sessions and 1:1 meetings where we will show you our vision of this new IT world and how we can help our partners evolve and profit from the deployment of some of these new solutions.”
usiness Transformation is not just affecting customers it is having a profound effect at all levels of the ICT industry as Gamma Telecom can attest. “Over the last few years we have had to develop our products and services to cover all segments of the market so that our partners can address the changing needs of their customers,” claimed Richard Bligh, Marketing Director at Gamma Telecom. “We are no longer a ‘fixed line voice company’. We cover all aspects of voice and data including mobile. We now have an extensive portfolio that enables our partners to address the complete requirements of their clients.” Gamma’s partners are also stepping up to the mark as Richard explains, “Our partners have started to ask their customers what they are trying to achieve rather than just selling them voice lines and minutes and this has opened up whole new market opportunities for them.” “We are seeing the results of that in the increased level of multiple services sales through partners. In just 2 years we have seen those partners selling more than 5 of our products treble in number.”
B
Transformation with Gamma Telecom and partners
Richard Bligh
At this year’s Comms Vision Gamma Telecom is planning to re-emphasise this whole message and back it up with some new services. “We have certain products that we have developed that are unique and we will be using Comms Vision to explain to delegates how we can help them generate new revenue and upsell from their existing base,” explained Richard Bligh. “We will also be using our boardroom and 1:1 meetings to explain how all our services work together and how partners can use them to go after specific market segments.” “Additionally we will be sharing our road map for future services so that delegates can understand how we will both be meeting the end customer’s future needs and creating new revenue opportunities for partners.” “This is an exciting time for the IT industry though it is definitely not ‘business as usual’. All ICT companies have to be agile and listen to the business messages coming from the client. Developing solutions and services that meet those true business needs is the way to success and future prosperity. Our channel partners can be assured that Gamma will be there alongside them,” concluded Richard Bligh.
62 COMMS DEALER OCTOBER 2011
www.comms-dealer.com
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 |
Page 57 |
Page 58 |
Page 59 |
Page 60 |
Page 61 |
Page 62 |
Page 63 |
Page 64 |
Page 65 |
Page 66 |
Page 67 |
Page 68 |
Page 69 |
Page 70 |
Page 71 |
Page 72 |
Page 73 |
Page 74 |
Page 75 |
Page 76 |
Page 77 |
Page 78