Twomey Mike
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System integrators can increase their revenues and margins by selling solutions rather than individual products. Selling communications solutions that include hardware, software, and services allows integrators to be viewed as a resource rather than just a reseller. This helps them strengthen customer relationships and capture more of the overall market. Integrators can upsell and cross-sell customers on additional products and services while also generating ongoing service revenue.
Twomey Mike
- 1. System Integrators – Increasing Reseller’s Revenues and Margins Mike Twomey VP- Product Management and Marketing
- 2. Eastwind…Who we are SI/VAR for Service Providers and Enterprises
- 3. What People Sell Taglines IP Communications Technology Distributor Independent Distributor of Equipment Large Inventory, Low Price, Fast Shipment What is sold Voice-related products for enterprises Multiple vendors with competing solutions Products are treated as commodities…sold at the lowest price
- 4. What Buyers Buy Boxes Software Services Multiple Types of Equipment PLUS Multiple Services
- 5. They Buy a Box…I Sell a Box… What’s the Issue? Early Adopters are Done…Mainstream not technical Who buys and why is changing
- 6. What Customers Want Communications Solutions Premise – Voice & Messaging Service Provider – VoIP RTP, Call Control, Signaling and Billing Beyond the Hardware… Want it to work Single throat to choke Solve the Problem, Get a BIGGER Slice of the Pie
- 7. Show Me The $$$ Revenue Phones, IP PBX, SIP Server, Gateway, SBC, and Billing Services – Install, Training, Support, “other” Costs Network not ready Unknowledgeable Techs Making it work – “standards-based”
- 8. STRENGTHS Customer Relationships Product Expertise Name Recognition / Web presence WEAKNESSES Incomplete Product Offering Dependence on Others Trained 7x24 Support Personnel Network Replication OPPORTUNITIES More Boxes Services Default Supplier THREATS Microsoft / Large Do-it-all Supplier Hosted Offerings
- 9. How an Integrator Can Help Customer Relationship Be viewed as a resource…not a cost Increase Top Line Sell solution(s)…more boxes Services…ongoing revenue stream and customer relationship Control Costs Manage Investment Personnel – Installation, Training, 7x24 Financing
- 10. Conclusion Sell more to existing customers Sell Solutions, NOT problems Add more products with minimal incremental costs Service revenue provides ongoing revenue stream plus new sales opptys