Wednesday, October 27, 2010

Accelerating Hosted PBX Services

Steve Gleave talks about accelerating sales of hosted PBX services

Many service providers I talk to would often prefer their sales teams to sell hosted PBXs over premises based alternatives. But the reality is that market adoption for hosted business services can be hindered by sales strategies, pricing models and marketing pitches that don't stack up when compared next to premises-based solutions.

If this is your dilemma you may find that:

* your existing sales teams are too familiar with premises PBXs' familiar features, benefits, and pricing
* there is a much stronger organisational structure built to sell and support in-house PBXs than for hosted services
* individual salespeople have deep, field-level relationships with PBX vendors, many of which provide sales incentives
* general suspicion towards hosted PBX as an inferior product.

1 comment:

PBX said...

The number of advantages brought by hosted PBX systems outweigh the advantages companies gain from utilizing a PBX system. So, I think it is just right to upgrade an existing PBX with its more cost-effective alternative.

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