Media Coverage | How to become a UC expert
Page 35
Make sure you’re not overselling a solution to customer who can’t afford it – or won’t be able to take full advantage of technology. Pieter DeGunst from Tecala, a UC integrator, says he doesn’t see much point in selling UC to a single-site office of 10 people.
Instant Messaging and voice and video collaboration in that situation would be overkill unless the staff are using it to communicate with customers, says deGunst. “Our [UC] customers have multiple sites, travelling remote workers, overseas offices, executives on the road..”
The early sales pitch for voice over IP telephony – saving on call costs – doen’t stak up in the SMB sector “unless they have expensive telephony costs”, de Gunst says.
“Typically when you’re lookin at a UC system it’s not there to save money. A lot of vendors have gone out there and tried to do an ROI or TCO on that alone and caused a lot of damade.”
Download PDF CRN Jan 2011