Page 4 - Telecom Reseller MayJun 2015

4 Telecom Reseller
May/June 2015
Changing the Channel:
ecom Reseller
If she dials 911,

Putting the Partner at the
will the critical help she
needs be able to ind her?

Center, Not Products
rvice disrup-
other major
Tailures, bro- th epidemics
gional ofice
echnology trends have created
PRITCHARD
dramatical- and transformed entire industries. s
tinuity plan Virtualization, mobility, social, and cloud-
by Jon Pritchard, Executive Vice n
of potential
based solutions are just a few of the businesses that have changed the way we’ve conducted President Worldwide Channels for
business for years.
Unify (www.unify.com)
g, Presence, om a Hosted he communications and collaboration n
erhaps, with market is the latest to be caught up in these better for its teams, and it customers.
off-site data
transformational changes. Players are entering As a channel player, focusing on business
applications or leaving this space, or simply redeining outcomes will better help partners in the channel
continue to themselves.
understand and serve these new customers,
eather any While there is increasingly a blur between such as the CMO and CIO. he market and the w
n expect the
personal and business use of communications channel will continue to evolve, and so must
a
as the result technology, the industry is largely committed
our understanding of buying centers, buying e
open. – U.S.
to the New Way to Work— or, the ability to behavior and buying decision makers. It is critical e
collaborate more smoothly regardless of location that we evolve our sales models, relationships and
ut business or device. A lot of this shit is being driven by engagement models for both existing and future o
three years the demands of today’s workforce, and their partnerships to continue to drive revenue.
n
anagement
changing proile.
When companies invest in new technology, M
hese trends are driving a monumental shit they’re committing to growth, eiciency, and
ted UC for resulting in one powerful truth — the customer the expectation of increased competitiveness in s
Don’t compromise Our E911 solutions l Loss. With ications dur- and their needs have changed. We, likewise, must their market. In today’s complex ecosystem there n
ard business
change.
are many challenges that slow a company down,
your employees’ help 911 callers get l Win. %
Some in the channel use traditional means to sell technology, citing features and capabilities in such as migration paths, technology complexity and integration challenges, multiple locations, a
the assistance they the hopes of better appealing to IT heads. But the vendors and service levels, so it’s important that
safety.
need − fast.
buying decision and process is changing rapidly. we humanize the enterprise by selling solutions
More so, the buying center is shiting away
based on the needs of people and expected
from traditional CIO/CTOs and towards line
business outcomes.
The E911 Experts
of business owners. Innovation and technology At Unify, we have a commitment to deliver
911Enable.com have become a priority for all within the C-Suite. more than the solution. We are embedding a
1-877-862-2835
Sotware-as-a-Solution oferings empower lines partner-centric belief system and business model
of business to leverage technology to make work
into our organization. We are putting the partner

des One Voice AudioCodes One Voice o

icro
soft Lync
for Microsoft Lync
M

s and Gatewa
ys
Branch Ofice Survivability
Branch Ofice Survivability
Lync-compatible IP Phones
SBCs and Gateways
onnect Lync to • Uninterrupted Lync services in cases of legacy and IP-based PBXs
• Uninterrupted Lync services in cases of
• Connect Lync to legacy and IP-based PBXs
• Fully integrated with Lync C
nd the PSTN lost WAN connecivity
lost WAN connecivity • Presence monitoring
and the PSTN
ecured SIP Tru
• Integrated data services
nking • Integrated data services • High-deiniion voice quality (RTAWB/WB) • Secured SIP Trunking
S
tegrate fax ma
• Advanced call rouing capabiliies
chines and analog devices • Advanced call rouing capabiliies
• Extensive set of essenial enterprise phone features • Integrate fax machines and analog devices
n
• Secured SIP trunk and PSTN fallback
• Secured SIP trunk and PSTN fallback

work & Servi
Professional Services
ce Management Tools
Professional Services
Applications for Lync
Network & Service Management Tools
AM&P tools fo • Connect 3party SIP phones
r pre-deployment staging
• Global services porfolio for partners
O
nd live networ
• Global services porfolio for partners rd ks
• OAM&P tools for pre-deployment staging
• Planning, design and implementaion
tegraion with • Planning, design and implementaion Microso•tLSyCnOc-Mqualiied passive call record•inEgxtensive post-sales support oapnidolnivse networks
n
oice quality m • Extensive post-sales support opions
onitoring•wAituhtoS-eastseionndant with lexible IVR and addiional • Integraion with Microsot SCOM
V
xperience Man
ager (SEMs)ubscriber feature
• Voice quality monitoring with Session
E
• Applicaions may run on AudioCodes SBA hardware
Experience Manager (SEM)
at the Microso
ft Lync Conference, booth #625 or at Enterprise Connect, booth #1208
.com/Microsof
t
www.audiocodes.com

p1-24_TR_MayJune_2015.indd 4
23/06/2015 16:14