Late last year, I posted an article advising you to pick your horse BEFORE the race even begins. You know you’ve struck a chord when your fellow competitors tell you that your article really hit home. That’s because we suppliers are the first to recognize that we’ve lost opportunities because of the confusion created by sales partners that have insisted on bringing multiple quotes to the table. Now, it seems that we’re hearing the same thing from our Master Agents, whose message to their sales partners is, “3 quotes don’t work in the cloud business.” So, now that we’ve seen validation from both the Suppliers and the Master Agents, how can the sales partners maintain their neutrality if they only bring one supplier to the table? Better yet, how can a sales partner demonstrate their value if all they’re doing is facilitating multiple meetings with multiple suppliers?
Simply stated, you’ve got to get better at qualifying the opportunity. By this point, we’ve shown you how to identify an “on-time” opportunity by asking the right questions to identify that impending event. Now, it’s all about having some faith in utilizing the resources of the Master Agent or your favorite supplier to engage with the prospect in order to move the deal forward. Think of it this way – you are actually doing your prospect a real disservice by bringing multiple suppliers to the table. You’ve got to be confident when you tell the prospect why you’ve chosen a particular supplier. We’ve seen this best demonstrated in VAR business when they explain that they’ve vetted the requirements in order to recommend the RIGHT partner and the RIGHT solution.
Now, let’s get back to the title, High Risk, High Reward:
The Risk – You might pick the wrong supplier! Two comments – You’ll only make that mistake once and if you are not taking advantage of the training programs offered by both the Suppliers and Masters, you risk being left behind.
The reward – Cloud deals, especially cloud computing deals, are worth an average of 3X the revenue as compared to telephony sales. Said another way, 100 seats of UC is $3500-$4000. 100 seats of VDI gets you over $10K!
As a sales partner, you’ve already demonstrated your willingness to take risks. Otherwise, you would still be working for somebody else. The Cloud gives you the ability to demonstrate your willingness to change the rules and I’m confident that you have the foresight to accept that challenge.
One of the nation’s fastest growing cloud companies, Evolve IP provides cloud services in virtually every industry including: healthcare, legal, insurance, banking, technology, travel, veterinary medicine, and retail and to some of the world’s most recognizable brands. The company’s Evolve IP OneCloudTM solution allows organizations to migrate multiple cloud computing and cloud communications services onto a single, unified platform including: virtual data centers / servers, disaster recovery, virtual desktops, IP phone systems / unified communications, contact centers, and more.
Publish Date: April 18, 2016 5:00 AM
Making sure agents can work remotely isn’t a problem with Branches. The system shows accurate information, real-time. No fear of missing out on important updates anymore.
Centrical Business Continuity & Remote Work Solutions
Centrical Solutions Help Sustain Business Continuity,
Keep Employees Engaged and Connected During COVID-19
In response to the COVID-19 pandemic, Centrical, provider of the holistic, real-time employee engagement and performance management platform, offers contact centers ways to
Keep calm and keep working remotely.
We offer solutions for business continuity in a crisis that provide effective engagement, communications, and reskilling of employees working from home, among other things. They will let you:
Reduce anxiety and isolation
The times we’re in require an extra effort to communicate and keep everyone connected. With Centrical, you can create an ongoing stream of communica...
PH: +1 800 538 4263 (US) or +44 20 3318 6424 (UK)
|3.)||Cloud IT Services GmbH|
Dialfire offers you a complete call center solution that is simple and intuitive to use and adapts to your needs. It's completely cloud-based, saving you the hassle of setting up a phone system and installing software. In addition to predictive dialing and call blending of inbound calls, you can create personalized campaigns through an intuitive and easy-to-use interface. Features include automated workflows and full control over the agent screen.
You can see the full list of features here:
A flexible way to take secure, PCI DSS compliant payments from home or remote locations. It’s quick to deploy needs no changes to processes or systems.
CallGuard Remote prevents agents from seeing, hearing or recording card details so, the agent, their screen, and any call recordings are removed from the scope of PCI DSS. This simple approach means the customer effectively types their own payment information into the agent’s payment screen, but with the card details being shielded from the agent’s view. It’s simple, and highly effective.
PH: 01442 458300
Virtual Contact Center Solutions
Our virtual contact center services help our clients to run their customer support processes (phone, chat, and email) remotely. Our well trained remote agents can help them deliver the best experience for their customers irrespective of the channels. With our data security measures, engaged workforce, and the right reporting tools, our clients are guaranteed with a satisfied customer base.
PH: +91 99026 10044
Oracle LIVE Experience
Live Experience offers HD voice, video, Screen sharing and annotations for customer mobile users. Agents interacted with users using desktops or mobile. Applications are for Financial Services, Retail, Travel and Hospitality, Digital Services, Utilities, Coporate IT where remote HD video, screen share or annotation is needed for a great customer experience.
|7.)||Orion Learning Services Inc.|
Learning & Development
Learning & Development - For Remote Workers
Learning & Development for Remote Agents, Supervisors, Managers and Administration/Support Staff
Orion Learning is a global leader in providing accredited learning and development solutions for organizations globally. We offer call/contact center certification programs for Agents, Supervisors and Managers, business certifications and examinations for wide range of topics including project management, change management and service management, leadership soft skills and a full suite of assessment tools which can be used for recruitment, talent management, succession planning and coaching/mentoring. We deliver our solutions to global community and all of our solutions are delivered digitally.
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