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Focus Research Insight: 1 out of 3 buyers said they needed to be convinced of VoIP as a technology BEFORE hearing about the specific vendor offerings. What do YOU need to be convinced of more?
Buyers are always telling us there are so many vendors out there just trying to push the sale. In a recent survey, 1 out of 3 buyers said they needed to be convinced of VoIP as a technology BEFORE hearing about the specific vendor offerings. What do YOU need to be convinced of more? VoIP as a technology (in terms of market awareness)? OR Specific Vendor Packages?
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2 Answers
I think one of the biggest things that needs to be addressed is the difference beteween a "professional VoIP solution" and a Personal VoIP.
Secondally its all about the vendor, and it has always been avout the vendor. Send us a Account Rep (salesparson) who a company can trust. Someone who may not be an expert, but knows the technology and how it works. Do not send me someone who speaks in only buzzwords or company lingo. And can give me more information than is on the Full Color Product Literature they are handing out.
Just my two cents, as the guy who would get to talk to the salespeople that my former bosses could not understand, so I could relay the message in language that the stakeholder could understand.
When we are talking about any product, the first question is why people need it. VoIP as a product has to provide familiar voice communication services in more flexible way for less money. Because VoIP providers compete with traditional phone companies is does not make any sence for them to sell new technology any cheaper. They just add some "free" features like Caller ID, which cost them exactly nothing, because it is a part of the communication protocol. Or voicemail, which actually became standard de-facto for cell phones and there are lots of inexpensive platforms on the market including free and open source solutions. Long distance VoIP is much cheaper then companies charge for it since in packet switching networks it is possible to achive much greater level of over-subscription then in circuit-switched networks. Plus use of adaptive compression makes savings even greater.
VoIP as a service is being delivered over private circuits and public internet. Private circuits is the only option if you wish to get all IP high quality communications. Public Internet is provided as "best effort" service and the best design ever will not help with quality degradation due to packet loss, excessive jitter and other metricas affecting isochronous traffic.
Internet telephony providers targeting small business and private users, selling packages which don't require any initial investments.
For large comanies is is much cheaper to use VoIP over data networks and install gateways in areas with most of the phone traffic in and out.
Obviously it is the difference between retail and wholesale. You buy a box of paper clips for a dollar, while 1,000,000 of boxes are sold for 5 cents a pop. So if you make 100 calls a day it is going to be one solution and if a company generates 50,000 calls per day it is completely different story.
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