To understand how channel partners can become more profitable, I decided to talk to Ericsson-LG Enterprise.
In 2010, Ericsson and LG, leaders in telecommunications infrastructure and IP telephony hardware, joint-ventured into Ericsson-LG Enterprise (ELGE).
Their consistent, transformative innovation enabled customers and partners a competitive advantage. Helped of course by ELGEs committed channel distribution strategy.
Unlike pure cloud vendors, their ELGE’s hybrid-cloud approach enables: –
- Partners to provide what’s right for specific customers with varying needs
- True mission-critical end-to-end reliability
Ahed Alkhatib, VP Global Sales at Ericsson-LG Enterprise, kindly helped with some sage advice.
Ahed has been running global sales at ELGE since the beginning. He has appointed, trained and supported channel partners in many of the fastest growing and most competitive territories in the world. He should know.
Here’s what he had to say.
Essential Advice #1: Sell What’s Right for Your Customer
Simply, sell what’s right.
A hybrid contact centre might require iPECS Cloud, a multi tenant public cloud solution. It’s been deployed in almost a dozen countries globally and enjoys tremendous success in the UK, Italy and Israel markets. But it may not be right for your SME customer that recently acquired on premises equipment.
Ericsson-LG Enterprise’s broad portfolio allows us to match the right technology solution with customers’ current, but evolving needs.
As a channel partner, use incisive questioning. Become a trusted adviser and consultant. For that, you’ll need a vendor that can offer the spectrum of solutions, such as Ericsson-LG Enterprise.
Essential Advice #2: Everything Should Just Work, Everywhere
Many UC vendors offer 99.999% reliability. But their responsibility ends at the Cloud’s edge. Challenging when there’s in-office communications hardware failure.
Unlike many other UC vendors, who expanded their portfolio by acquisition, we at ELGE have been investing and innovating organically. We’ve developed our own end-to-end (Cloud to premises) solutions, including Hybrid Cloud architectures, with 99.999% uptime and reliability. That makes tendering for, and winning, valuable emergency and other critical service business easier.
Essential Advice #3 Own the Customer
Avoid (the many) UC vendors who strip the customer billing and servicing relationships from their channel partners. They can suck profit and value from your business. We believe in, and are absolutely committed to, a partner centric model. Resellers own, support and interface with their customers, period.
Essential Advice # 4 Enhance Revenues Through Applications
One of the many advantages of a Cloud based solution is the ability to add services quickly, simply and cheaply. ELGE’s iPECS Cloud solution is no different.
Adding remote working capabilities, WebRTC UC functionality or analytics are all a mouse click away, enabling customers to benefit from rich services set to enhance their customer experience.
That’s a very valuable service. Revenues – and business values – should increase.
Thanks Ahed.
So which UC vendor might you choose?
Click here to learn more about how Ericsson-LG Enterprise can help you.
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