How to sell Convergence

To successfully sell a solution that is ‘convergence based’ a reseller or integrator must initially step back and review with their customer what their business objective are. During this process key considerations should include:

• The workforce profile – how and where they work; and how this is to evolve
• IT infrastructure – review their estate and evaluate the cost/benefit balance of their options. The ROI of replacing or upgrading v's the total cost of ownership of maintaining or evolving gradually
• IP and/or legacy network infrastructure – Are they making the most of their current IP network and is their 'traditional' network costing too much and/or holding them back.
• Service and Support – How will it all be supported? Managed correctly a reseller can ensure customer lock-in and continued revenue streams, over and above the initial sell

A reseller or integrator should therefore take a 'consultative approach' to selling into any business, regardless of size. Ask questions that enable them to understand what they want to achieve – at a business level.

Once this is determined they can then evaluate and recommend the appropriate solution – across the board.