How Can Telecom Companies Grow Their Profitability?

Many of the unified communications companies choose to sell their products through Channel Partners (CPs) as well as Value Added Resellers (VARs). However, it should be noted that most of these product specialists, as well as System Integrators, do not act as a direct link between the OEM’s Solution and the Customer.

Since most of the customers prefer hiring a self-governing telecommunications consultant, who in turn will help them in UC deployment. However, Channel Partners usually consider the telecommunications consulting firms both as a hindrance and an obstacle to reaching to the client directly.

Instead of getting scared of having a telecommunications consultant, CPs should embrace the telecommunications consultant, as at the end the consultants are the ones who will or can authenticate the technology of the CPs, which is very critical. Most of the CPs are discovering for themselves that as they work closely with the consultants, they will be able to satisfy the client at the end, which is also the telecommunication consultant’s goal as well. Cited below are a few ways the channel partners can benefit by working with the telecommunication consultants.

1. Telecommunication Consultants Are Always Marketing:

Consultants are always selling or marketing themselves either through blogs, as they attend bids as well as conferences. They are always in search of new prospects. Same is true that the clients are also searching for them. Building good relationship can be very beneficial as they can also market the services of the channel partners.

2. Telecommunication Consultants Are Paid To Do The Job:

Channel Partners should understand that the consultants are paid to find the problem or just to gather information. The clients sometimes use CP's without paying them for the services in getting or gathering the information, simply because they do it as a goodwill gesture to get the contract and moreover, collating information takes a lot of time and effort.

3. Information Gathered By The Telecommunication Consultants:

Consultants spend a lot of time in gathering information and also since the senior management sources them, the research system used by the consultants are sophisticated. Hence, the information provided by them should be both up to date as well as accurate. Channel Partners should understand that their information might not be accurate at times as efforts put in by these top notch consulting firms is way higher than theirs.