Solution in silos – How do you sell Unified Communications?

Unified Communications is a term which has been around for some time but often is the cause of confusion and misunderstanding.

I remember giving a presentation about the strategic position of IBM, Cisco and Microsoft where I focused specifically on the area’s where the vendors compete and more importantly where they collaborate. During the Q&A a hand went up and ask “..so which product should we lead with?”

Where do you go from here? The question could be answered on many different levels, but the important thing that this question highlighted was that unified communications can not be defined as a single product.

The challenge for all of us who are developing our unified communications practice is to stop thinking of solution in silos… instead the real value which we as sales people can offer our customers is the ability to develop a wider and deeper understanding of their current infrastructure which will undoubtedly consist of a multi-vendor environment.

By understanding the bigger picture of where each of the vendors are coming from in terms of the unified communications strategy and especially understanding where their products compete and compliment we are in a better position to recommend a unified communications solution that scales to meet the customers future needs.

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