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Achieving Partner-led Success in the UC MarketNEW YORK, Feb. 3, 2016 /PRNewswire/ -- Scope •Channels must possess broader skill sets to support the range of components that can be part of the UC stack. Vendors must create a diverse channel ecosystem comprising of network, IT, voice, integrator, and other expertise that is required to deliver integrated and flexible, yet complex solutions that are increasingly in demand. •Sales approaches must match customer buying patterns for utility-based or higher-value solutions, both of which must allow customers to migrate to UC at their own pace. •Many customers continue to buy applications on a utility basis. Value propositions of efficiency in terms of cost savings, cost reduction and low price resonate with these buyers. •Upgrading or migrating a legacy customer base or utility-centric accounts to more advanced UC solutions is a priority initiative for all vendors. Cultivating the base fortifies existing vendor relationships and provides a ready opportunity for more sales of more profitable advanced solutions. •Also critical is an emphasis on growing the customer base through new account acquisitions. On-boarding new customers enables partners to help customers move to higher-value solutions. •Organizations further along in their UC implementations and those that employ strategic IT procurement practices are likely to recognize UC's potential to enhance business processes and outcomes. •Vendors must provide frameworks for partners to employ a consultative sales approach that is important for higher-value sales. Channel partners must be encouraged to understand customer business drivers in order to create UC roadmaps that deliver customers the promised benefits of more robust functionality. •Therefore, vendors must help partners to engage with stakeholders outside of IT, such as line-of-business decision makers who are seeking solutions to increase the effectiveness of their respective business units. Read the full report: http://www.reportlinker.com/p02978019-summary/view-report.html About Reportlinker ReportLinker is an award-winning market research solution. Reportlinker finds and organizes the latest industry data so you get all the market research you need - instantly, in one place. http://www.reportlinker.com __________________________ To view the original version on PR Newswire, visit:http://www.prnewswire.com/news-releases/achieving-partner-led-success-in-the-uc-market-300214830.html SOURCE Reportlinker |