Tag Archives: sales

Want to sell UCaaS? Here are four must-have tips for partners.

Infographic: Want to Sell UCaaS? Here Are 4 Must-have Tips for Partners

As the adoption of unified communications as a service (UCaaS) continues to grow at an astonishing rate, there’s never been a better time for your customers to begin reaping the benefits of this next-level offering. From zero upfront fees and a reduced total-cost-of-ownership to increased flexibility and unlimited scalability, UCaaS offers an abundance of benefits — without costing an arm and a leg. And although it is obvious to many that outsourcing corporate communications is the way of the future, many businesses are still reluctant to make the switch. So to help you convince the companies you work with that now’s the time to adopt a UCaaS solution, here’s some invaluable advice to help you close more sales.
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Using digital transformation to improve channel partner sales.

Improve Your Channel Partner Sales with Digital Transformation

Using digital transformation to improve channel partner sales.Improving channel partner sales is MicroCorp’s focus, and digital transformation can actually boost opportunities for partners. This process of moving from a hardware-focus to more of a software-focus is bringing with it some great new opportunities to make sales.

How Can I Use Digital Transformation to Drive Sales?

Since there are several facets involved in digital transformation, there are several ways to use it to make improve channel partner sales.

SD-WAN. One of the biggest digital transformation moves around, software-defined wide-area networking (SD-WAN) is a great fit for businesses with multiple locations. It takes what’s already worked with WAN operations and expands on it by taking the focus off hardware and putting it more on software.

Unified communications. Unified communications systems incorporate voice, video, conferencing systems and more, it’s an excellent all-in-one package, and also provides a great opportunity for sales by offering the basic infrastructure points—or even the limited hardware required—to do the job right.

BYOD. The Bring Your Own Device (BYOD) doctrine is a great cost-saver for businesses as employees bring their devices of choice to work. It takes some advance preparation to do correctly, though, so this is a good opportunity for channel partner sales in network security, Wi-Fi connectivity, and more.

Cloud services. While unified communications is a major cloud service, it’s not the only one. The cloud is increasingly offering a range of services from analytics to disaster recovery. Having these services on hand can mean excellent partner sales for businesses looking to branch out, better protect themselves, or perform a wide range of functions without having the hardware on hand.

Data center functions. Whether it’s on-premises, cloud-based, or a hybrid of the two, businesses are taking advantage of having their data immediately to hand and readily shared out throughout the organization. Channel partner sales benefit here, particularly for targets that have no data center or want to change the current one.

How Do I Get Started with Digital Transformation?

If you see opportunity in digital transformation, then the way to take advantage of it to start making more sales is to start working with a master agent, like us at MicroCorp. We can provide options for several stages of digital transformation. Plus, our Ultimate Partner Training program can help keep you on the cutting edge of new developments. So don’t let digital transformation pass you by; get in touch with us to get started making new channel partner sales.

Being a part of an educational ecosystem is the best way to ensure ongoing sales.

Channel Partners: Learning Leads to Selling

Being a part of an educational ecosystem is the best way to ensure ongoing sales.Every sales rep has a go-to tool to help make sales. Maybe it’s an emotional pitch. Maybe it’s a close relationship or spending time building trust. These are useful enough, but there’s one tool that’s often overlooked, but never should be. It’s ongoing learning, and every sales rep and channel partner out there should know how valuable it is to keep as current as possible on what’s being sold. If partners do not stay relevant and up-to-date on technologies and how to sell them, another technology advisor will step in to take their place.

Why Should a Channel Partner Take Ongoing Learning Seriously?

A channel partner that keeps up with learning allows several important advantages to take hold.

No costly stops-and-starts. Those who try to pack all their learning into one blast every so often incur substantial costs, and not just in course tuition. Having to stop other activities while getting caught up on the latest developments represents an opportunity cost, allowing competitors to make inroads while the partner in question is busily cracking the books.

Better chances at sales. It goes without saying that knowing one’s product is one of the best ways to make sales. The benefits of being educated are two-fold:

1)  It allows the partner to more effectively demonstrate a product’s value and illustrate the value proposition at hand. When customers object—and there’s almost always an objection somewhere—the partner is better equipped to take on that objection head-on and walk out the other side.

2) Staying educated about technologies enables partners to feel more confident in their conversations with customers, and allows them to stay a step ahead of their competition. Guiding customers through new technologies will be the clincher for recurring sales.

Developed relationships. While this relates to the last point, there’s something to be said for developing a reputation for expertise. When businesses discover their sales reps are knowledgeable about a certain point, it opens up a path for those businesses to consult sales reps about technology strategy. The astute channel partner will, naturally, be ready to upsell.

Improved Learning Quality. Some might say that it takes time to be an expert anyway; what’s the difference between spending 10,000 hours all at once or 10 hours a week for a thousand weeks? For technology, the difference is simple: technology is what’s known as “auto-catalytic.” New developments follow from old ones, so the more that’s understood about old developments, the faster the new ones can be internalized and capitalized upon. It becomes easier to learn new technologies when old ones aren’t foreign.

How Can a Channel Partner Best Keep Up With Ongoing Learning?

Keep up with all the changes in a product line by joining a product ecosystem. MicroCorp, for example, has The Solutions Alliance, a portfolio of vetted IT service professionals to help keep channel partners in the loop and to ensure they deliver your customers top-notch service. For those who want to keep up and keep ahead, just drop us a line to get started.

SD-WAN isn't going anywhere any time soon.

You’re Not Too Late for Your Share of SD-WAN Sales

SD-WAN isn't going anywhere any time soon.It’s easy to feel left behind on a lot of topics these days. Wish you’d bought a pile of bitcoin back in 2011? Wish you’d bought Google at the IPO? Being left behind is an easy state to be in, but the good news for those looking to make sales in software-defined wide-area networking (SD-WAN) is that the good times haven’t really started rolling yet. There’s still plenty of room to make a mark in this market, with a little of the right information.

Why Isn’t It Too Late to Get in on SD-WAN Sales?

There are several reasons.

There’s no set blueprint for sales. If conditions had evolved to the point where everyone who wanted SD-WAN already had it, then there would have been sure protocols for making sales, derived from patterns made by successful sales attempts. But even as recently as June, groups like VeloCloud were noting that there wasn’t an established blueprint for sales, which means there’s still clearly room to run.

Growth still forecast. Several separate reports from several different market research firms agree on one point: the compound annual growth rate (CAGR) of SD-WAN does not fall to zero after 2017. If the growth rate is not stopped completely, then there is room for you to sell.

New developments. If there is to be growth in the market, then developers in the field will pursue their own slice of it. Changes in hardware and software, and the interactions between the two, will still be called for. Replacements for broken systems will be needed, and newer, faster, and better tools will emerge. Those systems will need to be sold, and that means opportunity in selling.

Die-hards will hold out. SD-WAN is often regarded as a good way to replace multiprotocol label switching (MPLS) systems. There are still MPLS users out there, who haven’t made the jump yet for several reasons. Maybe the systems “still work.” Maybe they’re waiting-and-seeing until the new tax cuts arrive to see what effect that has on business. Whatever the reason, the old ways are still in play, and that means opportunity for the astute.

How Do I Get Started Selling SD-WAN?

If you’re looking to sell SD-WAN, then the way to start is by contacting us at MicroCorp. We have an extensive partnership system that opens up access to a range of services and supplementary materials to help you get the best chance at success in this still-growing field. So just drop us a line to get started.

Infographic: Don’t Go at it Alone: Six Reasons You Need a Master Agent

Selling telecom and cloud services in today’s business environment may, on the surface, seem straightforward. But with the many moving parts involved in selling these services — from commissions to provider relationships and beyond — working with a master agent makes selling and supporting these services much simpler.

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Comcast’s Cary Tengler Talks Sales, SD-WAN, and Partner Success

I sat down with Cary Tengler, Executive Director, National Partner Programs at Comcast to talk about how partners can find the opportunities to sell evolving technologies.

Join Microcorp and Comcast Business' Cary Tengler for a conversation on channel partner success.
As technologies evolve rapidly, it is the constant struggle of the partner to keep up with new solutions, and how to sell them. I talked with Comcast’s Cary Tengler to discuss what partners can do to stay up on technology trends, educate themselves to sell more, and to build complex sales. See our full exchange below.

How can partners become well-rounded in the channel, and be able to sell multiple services/technologies to build complex sales?

Tengler: I don’t actually believe that growth-oriented partners need to be well-rounded. Instead, I think partners must focus on specific verticals and solution sets in which they have – or can develop – a competitive advantage.  It used to be the case that partners could be very successful by being networking generalists and providing a quick turnaround on three quotes for a T1.

This clearly is no longer the case. The advent of cloud-based solutions has moved much of the IT budget and decision-making into disparate parts of the organization, including HR, sales, operations, and most importantly marketing. This requires growth-oriented partners to focus more on their customers’ business outcomes than transactional sales techniques. This is why MicroCorp’s Ultimate Partner Training is so critical to the sales partner community. This in-depth training provides an immersive experience that truly teaches partners the “how and why” of positioning and selling emerging technologies like cloud connectivity, data center, and SD-WAN solutions.

As a leader in cable, fiber, and ethernet technologies, how do you see the growth of “bandwidth hog” solutions such as SD-WAN impacting the need for cable/fiber, etc.?

Tengler: With the caveat that SD-WAN is actually a solution for effectively managing bandwidth hogs, Comcast is a huge advocate of SD-WAN and we’ll be releasing our own solution later this year.

The principal benefit is that it frees the end-user from the tyranny of MPLS, a 20+ year old technology that is expensive, difficult to manage and totally unsuited for utilizing cloud-based solutions. Many end users continue to maintain their MPLS networks due to a toxic mix of fear and inertia.

Prior to SD-WAN, an MPLS customer seeking to upgrade their WAN was faced with significant technical and economic roadblocks (i.e., rip-and-replace) and often chose to live with an expensive sub-optimal solution rather than attempt a wholesale network replacement.

SD-WAN removes both the technical and economic barriers and allows end-users to mix and match network technologies to better manage their solutions and desired business outcomes.

And by removing the MPLS “requirement”, Comcast is highly confident that our coax and fiber services will be very well positioned to be the MPLS killer.

What is Comcast’s role in helping partners deal with and learn about these “bandwidth hog” technologies? 

Tengler: Since the inception of Comcast Business, we have led the cable and telecom industry in simultaneously reducing costs and driving bandwidth speed increases, so to a certain extent, we’ve been helping partners by providing the most reliable, cost-effective high-speed bandwidth solutions on the market.

More specifically, as Comcast expands its services portfolio beyond traditional data and voice into cloud and data center connectivity, premise-based services like Wifi Pro and Smart Office, and even IoT, we are investing heavily in training, operations, support, and, of course, in our master agents like MicroCorp.

Educating and enabling sales partners is hard and ongoing, for all parties involved, but ultimately it’s that three-way partnership that will position the channel as the primary solutions provider for next generation solutions.

We are constantly training our partners on evolving data center, SD-WAN, and hosted technologies. What would you say are some of the most important things partners need to consider when selling these solutions?

Tengler: I’ll go back to my first comment and suggest that partners identify the solutions and verticals in which they have or can establish a competitive advantage. The decentralization of IT budgets requires that sales partners speak the language of the “line of business” manager which typically moves beyond speeds-and-feeds into business outcomes. Focus, focus, focus.

And, no surprise here, I believe every sales partner must develop a familiarity with cable connectivity (at a minimum) and establish a selling partnership with the local cableco. As more mission-critical applications move to the cloud, having a diverse back-up connectivity solution is not just nice, but necessary. This redundancy and diversity is best addressed with cable.

How does Comcast work with master agents who focus on complex sales? How is the approach different from that of working with masters who focus on SMBs and smaller, individual sales?

Tengler: Comcast’s Master Agents are supported by an outstanding team of 75+ support and operations professionals, of which fully half are dedicated to complex sales support. Additionally, we have 22 partner sales managers and 12 sales engineers who work closely with local sales partners, primarily complex solutions design and other pre-sales issues. The sales engineers take the lead in our field-based partner training on a wide variety of solutions, including fiber, WAN, SD-WAN, hosted voice and UCaaS.

As compared to those Masters that focus on SMB sales, which are more transactional and operations focused, we invest disproportionately in the training and 3-wide teaming model that are necessary for success in selling and delivering expensive and complex solutions.

But don’t get me wrong – we love SMB and are happy to support those sales partners and customers as well. In fact, our 1Gbps coax (+ SD-WAN solution) is already making its way into more complex solutions sales.