Over the years, manufacturers have often asked me which channel – voice or data – I thought would be most successful with “convergence” (and now unified communications) products and solutions. My answer has always been the same and now I am seeing an ever-increasing number of “integrators” who support my answer….

It is possible to draw a general conclusion that data VARs will have an easier time understanding and implementing unified communications technology because it is based on hardware platforms and integrating various applications. But data VARs will find it more difficult to sell UC solutions because the sales process has generally been product focused, involving primarily one department within the customer organization – the IT department.

On the other hand, telecom dealers should be better equipped to handle the sales process of UC because they are familiar with more complex decision-making processes involving numerous departments and multiple influencers and decision-makers. But telecom dealers will find it more challenging to deal with the complex integrations involved in UC.

So what’s my answer to “which channel will be more successful”? I don’t believe that it’s in any vendor’s best interest to rely solely on one channel or the other. The successful convergence integrators that I’m seeing are successful, not because they are telecom dealers or data VARs, but because they have a focus and a strong vision. They are making significant investments in hiring and training the right sales personnel and training their technical staff for the more complex environment of UC. It’s all about the vision and mindset of the owner – not where the company came from last year!

Tags: UC Information //