Embracing Change

Embracing Change

As an ambassador for ‘embracing change’ Daisy Wholesale will share its thoughts when I appear on a panel at the Convergence Summit North later this month.

The invitation to talk about access to Next Generation Networks alongside BT, TalkTalk Business, Kcom and Cable & Wireless, got me thinking about the true progress of NGN and whether we’re finally getting to a position where there is sufficient tangible benefit from end users that allows them to fully embrace NGNs.

With a shift from switched voice to IP voice, there is a real opportunity for resellers to provide a truly flexible service to the end customer.
Carriers have done a lot of work to develop their NGN propositions fit for purpose, resulting in better service levels, better quality and a better customer experience.

As such, confidence levels in NGNs are higher than previously and I believe there has never been a better time for resellers to embrace the opportunities they present, using the right suppliers.

The first thing resellers need to do is to look for a partner who can not only offer you the connectivity for your customers, but also the service wrap and applications to overlay on that connectivity.

Once you have right product mix for your audience, lean on your supplier to position your offer to new customers, as well as up-selling into your existing base to generate maximum margins.

In the past a lot of sales were driven by low cost but as technology has advanced the pitch to customers has shifted from cost benefits to efficiency benefits. A multi-service model takes the conversation away from just price and makes it more value orientated.

The sell is much more of an educational one, and it is your job as the reseller to make your customers understand that NGNs are more about multi-service functionality rather than just an internet connection or voice service. It’s about the enablement of connectivity for internet, voice, hosted applications and video conferencing; all of which will help improve effectiveness and abilities within their business.

I cannot stress enough how important it is for you to lead from the front to ensure that you don’t lose your customers to competitors, who are all looking for ways to attract new business and keep customers ‘sticky’ by offering them a complete communications service.
Don’t let someone carve up your base; embrace.