Page 3 - Telecom Reseller November December 2015

November/December 2015
Telecom Reseller 3

ALAN RICK DAVID PAT
PERCY
MCFARLAND
BYRD PATTERSON
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In 2016 Cloud UC is Shaking Up 4 Ways UC Phone

Systems Impact Monthly March/April 2014
www.telecomreseller.com
VAR Business Models... Again
SUBSCRIPTIONS & CIRCULATION
Communications Bills
SE 28th Street, Vancouver, WA 98683
ICall: 561-732-2335
Telecom Reseller
TM
E-mail: publisher@usernews.com telecomreseller.com
f the telecom business had an anthem it would
ADVERTISING surely be David Bowie’s Changes. Even 18 Subscriptions
months ago a small VAR could make money
FERGUSON
Call: 360 260-9708 Toll Free: 800 667-8965 Call 561-732-2335
Or change address, unsubscribe: 17413 SE 28th Street, Vancouver, WA 98683
ZWEIG
selling a small key system, CAT 6 cabling,
the point toFpaoxin: t360 260-97W2eb6www.telecomreseller.com • E-mail publisher@usernews.com
g
to carry the new by Brian Ferguson, Product
an Ethernet switch and some SIP Trunks.
er for some aEn-amloagil: publisher@usernewAs.dcvoemrtising
Call 360 260-9708 • Toll Free 800 667-8965 • Fax 360 260-9726
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Web www.telecomreseller.com • E-mail publisher@usernews.com NEWS DEPARTMENT
logy, but so is the News Department
Marketing Manager at Digium
While margins and more importantly, gross
by Greg Zweig, Director of
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Please e-mail articles and press releases as attachments in Microsoft
Please e-mail articles and press releases as attachments in Microsoft Word format to Solutions Marketing, GEN- orks ne.HowWeovrderfo,rmattojeffowen@telecomreeller.com.Suggestedlengthpro ts,havebeenslidingforyears,thesales (www.digium.com)
editor@usrews.com.Suggstdlengthis250-300wors.Attheendofthearticle,, and the proisv2i5d0e-3r00 words. At the end of the article, please provide contact opportunities were still there. BAND (www.gendand.com) please provide contact information. Do not send graphics. We reserve the right to edit
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for content and length.
information. Do not send graphics. We reserve the right to edit In just a short period the cloud has e pointed to the CO For further clari cation, please visit www.telecomreseller.com and click on Submission
ompanies are always looking for ways to
good phones sell the deal. Customers are not
ssible.
for content andGlueindegltinhe.s.FOourEfduitrotrhiael Craclelnadraiir (caalstoionl,inpe)leisaussefuvlisfoitr awppwrowpr.iate subject matter.
be more pro table. Generally speaking, the
telecomreseller.com and click on Submission Guidelines. Our Editorial dramatically disrupted the sales cycle. In 2016 o
telecom experts so they focus on what they can formula for higher pro tability is simple
, it’s not pos- Publisher and Director of Advertising
Calendar (also online) is useful for appropriate subject matter.
ID trunk, there
Douglas Green, publisher@usernews.com many VARs will be forced to sell new solutions
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see, the phones. Well-made phones give buyers – sell more while spending less. Companies een the centraPlublisher and
with new value propositions and di erent Deputy Publisher
Accounting
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con dence. Suddenly, cloud UC o ers are getting operating smartly have team members that
ate the call, andDirector of revenue models. ey will either have to get in Carole SangiorgioExecutivTeraEcdyitoTritus
prospects to focus on desktop and mobile clients. help drive pro ts by constantly evaluating their d DTMF digitsAdvertising
the cloud UC world or risk being run over by it. Je Owen
Copy Editor
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Even customers that may not be installing clients expenses to see how they can do more with
Douglas Green, lthenroutetheTMraciycTihtueslleMoody
e recent announcements that Microso will Accounting
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are still using the client UI to judge the solution less. Unfortunately, some extreme cutbacks publisher@ usernews.com
Technology Editor
bundle dial tone and Skype for Business PBX received. You
Copy Editor
quality. Customers focus on what they can see - rovider send the
your extensionMichelle Moody
(workforce cuts) can bring hardships like higher features into O ce 365 is sure to accelerate that Technology Editor
Ray Horak
h
polished clients give buyers con dence.
Deputy Publisher
workloads for employees.
ully, you have Graphic Design and Production
Carole Sangiorgio
change. Instead of competing with the reseller rayhorak@
Ray Horak, rayhorak@usernews.com
f
VARs selling traditional, phone-centric, key Other cost-conscience decisions that come usernews.com
down the street, VARs are now competing
match the DIEDxecutive Editor
Spritzer Type and Design
systems won’t be in a good position to respond. when evaluating new systems and applications r example, your Jeff OThewpueblnishers of this newspaper assume no responsibility for statements made by adverw- ith Microso (and many others) in the cloud.
Graphic Design
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Sure, phones are still important, but in 2016 they can result in being forced to substitute more Raspberry Jam Creative
tisers in their advertisements, nor do they assume responsibility for statements or opinions
1234 and your expressed or implied in the columns of this newspaper.
Instead of making money on SIP Trunks, dial e
will no longer dominate the buying decision.
advanced systems for cheaper, feature-de cient The publishers of this newspaper assume no responsibility for
tone is included.
55-1234. You
5
OTT Player are Making emselves the First options that do just enough to keep the business e Client: Replacing the Phone as the Go-To statements made by adveNretwispearpse.r idneltivheeryirtoacdovnferetnisce mpeerfonrtms,ednboyrCTdSoAitrhSeryvice end the last four
e call would just
assume responsibility for statements or opinions expressed or implied
e. On a ground in the columns of this newspaper.
Point in the Value Chain
moving forward.
Buying Criteria
op start for that
Any seasoned telecom VAR will tell you that
o
ZWEIG continues on page 5 ››
FERGUSON continues on page 9 ››
See MEDAK, page 15
DIDs: The Real Deal
n
Walt Medak & Associates, Inc.

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