The video-conferencing industry has seen great traction in the enterprise community as organizations are realizing the value it delivers. Synergy Research Group forecasts the industry to near $2.5 billion in 2011, up from $1.1 billion in 2010. But the real question remains how large a role SMBs will play in this market adoption? For the SMB market, the two core challenges of incorporating a telepresence offering into daily communications remain cost and quality. While high quality usually means high costs, there are some solutions on the market that have reconciled this issue to make telepresence an affordable option.
So how does the channel take advantage of telepresence solutions to remain competitive and grow businesses more effectively? How should your organization present and offer these solutions? Consider the following:
Self-engage with the system. Possession is 9/10 of ownership. Being an early adopter is an essential step in the selling process. Fully understanding the benefits and potential challenges your customers could encounter will help support the sale and continued use of the product. More importantly, it positions you as a credible authority and deepens your connection with your clients, which can support future sales efforts.
Seeing is believing. Increase your customer's comfort level by communicating using the videoconferencing system. An IDC study found that companies incorporating video collaboration into their business processes enjoyed the following benefits:
No comments:
Post a Comment