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What is the most common objection you've seen in response to communications upgrades?
What is the single most common objection or pushback you've seen among SMB decision-makers in response to the suggestion that they might benefit from a communications infrastructure upgrades, and what successful responses have you seen or employed?
This question was asked during Bil Moore's presentation "How to Calculate the Value of a Communications Upgrade For the No-Frills SMB" during the Focus Interactive Summit: All Things Small and Mid-Sized Business.
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1 Answer
Hi Christopher,
In my experience the most common objective to IT infrastructure upgrades is cost. This is especially the case during tough economic times. I believe that success comes from ensuring that a sound business case is defined where the new functionality is directly tied to cost reduction in terms of increased staff productivity and reduced maintenance costs.
With specific regard to communications (VOIP for example) I found it to be less difficult to establish a business case with clients because it tended to be a relatively straightforward exercise to establish the benefits as well as to outline the ROI based on their current usage patterns.
I hope this helps,
Andy.
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