To understand how channel partners can become more profitable, I decided to talk to Ericsson-LG Enterprise.
In 2010, Ericsson and LG, leaders in telecommunications infrastructure and IP telephony hardware, joint-ventured into Ericsson-LG Enterprise (ELGE).
Their consistent, transformative innovation enabled customers and partners a competitive advantage. Helped of course by ELGEs committed channel distribution strategy.
Unlike pure cloud vendors, their ELGE’s hybrid-cloud approach enables: -
- Partners to provide what’s right for specific customers with varying needs
- True mission-critical end-to-end reliability
Ahed Alkhatib, VP Global Sales at Ericsson-LG Enterprise, kindly helped with some sage advice.
Ahed has been running global sales at ELGE since the beginning. He has appointed, trained and supported channel partners in many of the fastest growing and most competitive territories in the world. He should know.
Here’s what he had to say.
Essential Advice #1: Sell What’s Right for Your Customer
Simply, sell what’s right.
A hybrid contact centre might require iPECS Cloud, a multi tenant public cloud solution. It’s been deployed in almost a dozen countries globally and enjoys tremendous success in the UK, Italy and Israel markets. But it may not be right for your SME customer that recently acquired on premises equipment.
Ericsson-LG Enterprise's broad portfolio allows us to match the right technology solution with customers’ current, but evolving needs.
As a channel partner, use incisive questioning. Become a trusted adviser and consultant. For that, you’ll need a vendor that can offer the spectrum of solutions, such as Ericsson-LG Enterprise.
Essential Advice #2: Everything Should Just Work, Everywhere
Many UC vendors offer 99.999% reliability. But their responsibility ends at the Cloud’s edge. Challenging when there’s in-office communications hardware failure.
