Selling the Solution is the Key

Commenting on the SMB PBX market for 25-50 users, Phillip Reynolds, Joint CEO at Oak Telecom says his company works with resellers to deliver solutions based around telephony applications and the switch.

“In fact many of the new generation of applications help improve productivity, streamline communications and drive up profitability.

Historically there was a skills gap at the smaller end of the market where the focus was simply on selling the switch. This has all changed with resellers now gaining competence both with new technologies such as IP as well as understanding PC based software applications which deliver huge benefits to the end user.

At Oak we always carry a portfolio of products written in house which can both drive new switch sales as well as upgrading existing switch users. At the low end we are seeing growing demand for Call Logging, Call Recording and CTI based applications such as Screen Popping, Power Dialling and Campaign Management.

With the awareness that small call centres or contact centres can now have the powerful applications only previously affordable in large call centres there has been an ever increasing demand for Oak products on the smaller PABX. There are no longer technical limitations associated with small switches, which now offer the features and functionality of their larger corporate counterparts. This is a very exciting growth market for resellers and we would actively encourage them to drive up sales in the area further either as main switches for the smaller business or as satellite offices for corporate enterprises. Remember selling the solution is key.”

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