Educate Customers On VoIP Features To Boost Sales

Many companies using 20 to 800 phones to conduct business have a limited view of what VoIP solutions can provide. For that reason, BSB Communications, a VAR specializing in communications solutions, targets customers of this size who are focused on using technology to improve their businesses. Recently, Craig Hodges, sales manager, and John Stout, sales representative, from BSB Communications worked with The Intelligent Companies, a provider of employee leasing services, to deploy a VoIP solution.

The Intelligent Companies provides outsourced employees to companies in blue-collar and professional positions. It sought better communications with its customers and its employees when they are placed at customers’ sites. “Since the outsourcer wanted to differentiate itself from its competitors, and its initial interactions with customers occur via the telephone, we educated The Intelligent Companies on a wide range of options that addressed specific technology needs,” says Stout. “Previously, the company used an assortment of noncohesive digital phones, fax equipment, and standard e-mail connections. The disparate equipment exposed communication problems, such as phone messages not reaching the intended recipients in a timely manner and inaccessibility of employees when traveling. The company also wanted to use videoconferencing to communicate with the employees while stationed at customer sites.”

Hodges and Stout deployed an integrated solution that appears seamless to The Intelligent Companies and exceeds the company’s original plans to upgrade. BSB Communications is an Inter-Tel exclusive reseller; therefore, it pitched the network-agnostic IP 5000 Network Communications VoIP system. The solution has several modules, including Enterprise Messaging, which enables an interface between the voice mail and fax systems with the customer’s Microsoft Outlook e-mail system. The Intelligent Companies implemented speech recognition and a voice-to-text option. With the voice-to-text option, employees have the ability to dictate messages that can be delivered as voice mail or e-mail messages, as well as retrieve  e-mail messages while out of the office.

The solution also includes the Unified Communicator module, which forwards calls to a cell, home, or meeting-room phone, based on caller identification. This module also provides video conferencing and desktop-sharing capabilities using the network, accessible through any Internet connection. The final part of the solution is a Web-conferencing module that allows demonstrations to be recorded for future reference. With this solution, The Intelligent Companies achieved its goal of using technology to change the way it does business. The Intelligent Companies’ customers notice the phone system efficiency, and through a referral from the outsourcer, BSB Communications sold a VoIP solution to a manufacturing company more than double the size of The Intelligent Companies.  

Tailor Solutions, Use Solutions
“We view ourselves as problem solvers and educators,” says Hodges. “We don’t want to change the plastic end point [the phone] on desktops and walk away. We take the time to understand our customers’ businesses before attempting to sell solutions.”

BSB Communications shares prior customer experiences with potential customers to demonstrate how radically VoIP solutions can change business processes. Furthermore, the VAR uses the solutions it sells. BSB Communications deploys new technologies for its own use first, so employees experience an installation at least once prior to the customer install. Additionally, daily use gives employees intimate knowledge of the products’ strengths and weaknesses, which is beneficial when finding the best products for a customer’s unique needs.

www.bsbcom.com

www.inter-tel.com