IP PBX vendor Swyx has launched an initiative to assist its sales partners create more business opportunities. The ‘Swyx Upselling Machine’ uses the end customer’s existing licensing information on their current installation and then identifies opportunities where the customer may benefit from additional software, upgrades or bespoke development.
Senior Vice President of Sales and Marketing at Swyx, Ralf Ebbinghaus comments: “The temptation for many companies is to continually focus on new business opportunities, and our sales partners are no different. They have been very successful in introducing the benefits of SwyxWare but then many customers fall off the radar. There is an old saying that says 80% of your business comes from just 20% of your clients, and we believe that the up-selling machine can help our partners to capitalise on this.”
Ebbinghaus continues, “Resellers are busy people and keeping in touch with each customer’s installation requires a lot of time and effort and this is where the ‘Swyx Upselling Machine’ comes in. It has been designed to keep track of each of their customer’s installations and inform them when an upgrade or new feature opportunity is appropriate. We think this is a great way for a reseller to provide a better service to their customer, whilst at the same time strengthen long-term relationships.”