Comms Dealer October 2009

www.comms-dealer.com
MARKETWATCH
G MOVES INTO FRAME
adopt the more efficient, using it at home and at efficient, agile and
less costly and more school for years. “However, responsive to customers
environmentally friendly we cannot assume that demands. “Of increasing
alternatives on offer. “If a everyone will have video all importance is the need to
dealer can develop skills the times regardless of their be seen to be operating
to demonstrate the effect location, so it is important in an environmentally
that videoconferencing to look for solutions that friendly way. Reduced
can have on the bottom effectively allow anyone business travel results in
line, then the effect on to join a meeting, whether reduced CO2 emissions
the bottom line in return or not they have the video and a reduced carbon
can be dramatic. For capabilities. Those with footprint,” he added.
example, if a dealer is video will enjoy a great “Resellers need to become
currently skilled at selling video meeting and those expert in all aspects of
telephony products for without will be able to collaboration – audio, web,
Chris Barrow
audio conferencing to hear clearly,” McGroarty video and outsourced
their clients, and can added. “There is a greater services – so they can ‘Businesses
add videoconferencing, need than ever before become true consultative
are realising
ranging from endpoint, for SMEs to leverage IP partners and get the
the benefits of
recording devices, communications including partnering agreements
videoconferencing’
bridges, to associated VoIP, videoconferencing in place to deliver a total
services, then the extra and wireless technologies solution. Collaboration is
margin contribution can for operational efficiency. a key telecoms growth
be in excess of 1000 per It is critical for small and space that resellers
cent when compared medium businesses to shouldn’t ignore. We all
to the original simple collaborate with staff, need it no matter what
telephony offer.” customers and suppliers organisation we are in.”
“Resellers must reckon the regardless of their location.”
potential of this market and Expectation of In these challenging times
revamp their sales strategy videoconferencing as part Conferencing and dealers are naturally on the
to meet the needs,” of the complete comms collaboration comes lookout for new product
McGroarty said. “Resellers solution is growing, as in many flavours, and lines to increase revenues
should offer a wide range the younger generation organisations need to find and margins, such as
of telecommunication use video as a part of the right solution for their videoconferencing, but
products and services their voice and IM-based business in terms of cost Duffy urges resellers take
Ray McGroarty
which complement comms. However, the and complexity, according a holistic view. “If you
videoconferencing key part of the complete to Tim Duffy, CEO of look at where the money ‘Resellers must
solutions, and be able to comms solutions is the MeetingZone. “Channels gets spent across all
revamp their
offer a one-stop service ability to connect many and vendors need to aspects of collaboration
sales strategy to
to their customers. users, all with differing steer clients through this equipment and services,
They must be able to technologies, such as complex arena of cost and video turns out to be
meet the needs’
demonstrate to their video, PSTN, VoIP, mobile technology options,” he about 10 per cent, so
customers the return on etc, in the same meeting. said. “You are not doing my recommendation is
investment of purchasing “The use of this technology anyone any favours if that resellers look at the
the videoconferencing can significantly reduce you sell them a solution whole picture and not
systems. Post sales costs, especially in that they never use. The get hung up on video
services can provide a business travel. When boardrooms of the world as being the only game
number of opportunities you factor in the cost of are littered with dusty in town,” he said.
for the resellers.” people being less efficient video systems that don’t
and productive when get used and have gone “The solution has to be
McGroarty believes that they are travelling for out of date. Channels and appropriate. Sometimes
an overlooked area for prolonged periods, you vendors really need to a simple webcam will be
business expansion is what can demonstrate the understand the business enough. Sometimes clients
he calls the ‘adoption RoI which is compelling,” of the target client and may need a complete
services’, where the McGroarty said. make sure they get an telepresence system. There
Tim Duffy
partners can help the appropriate solution.” are technologies to cover
clients with their marketing New entrants to the every requirement, but
‘Resellers need to
of new video solutions workforce may have an Duffy noted that increased unless matched with the
become expert
to the end users, so expectation of video collaboration is being need they are a waste of
in all aspects of
that the users are more on the desktop at work, driven by a continued time. It’s about matching
encouraged to stop given the fact that the need to cut costs while the solution to the real need
collaboration’
having business trips and new generation has been remaining productive, and company culture.”
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www.comms-dealer.com COMMS DEALER OCTOBER 2009 43
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