“They are often totally unaware of the business benefits a small convergence solution could bring to their business and also tend to be conservative in their outlook. Typically if you can not show a small business owner a RoI of less than 12 months they will probably not implement the solution.
Fortunately for today’s resellers products now exist for the sub 24 users that provide the customer with a full IP solution with the functionality required at the price points the business can afford…oh, and still provide good margins for the reseller.
The Business Drivers for a converged communications platform are, cost savings, improved communications, enhanced flexible working, more effective mobility, and improved quality of customer service.
What a smaller company needs to see are tangible business benefits that a small convergent communication platform will bring them. The resellers who win will be those who are able to articulate this to their customers.”