SMBs have specific demands and they are not interested in scaled-down versions of products designed for enterprise customers. It is important that vendors identify the challenges that are unique to smaller businesses and design products and services around them, wrapped within a full support infrastructure for resellers.
SMBs are a great market for resellers because when they implement UC it can fundamentally change, develop and drive their business. It can also help them differentiate themselves in competitive markets. Resellers are in a key position to support these businesses: the closer they are to the end customers business, the better positioned they are to provide advice and recommendations on implementations, and help communicate how UC can change the way smaller businesses operate. There are compelling ROI’s for SMB’s, it’s about understanding their business and having access to relevant tools, products and solutions and ensuring that they are deployed so that they drive real business benefit.
To support this, Cisco launched a dedicated SMB Specialization programme for resellers to help accelerate growth and foster differentiation in the channel, through tools, training and incentives for SMB-focused partners. The Smart Business Communication System aims to support channel partners to enhance their profitability and remain more competitive, by leveraging customer relationships and understanding the applications specific to SMBs. They can up-sell new service offerings and take advantage of recurring revenue streams as they develop their customers’ capabilities.