As we settle into the new year, the Unified Communications and Collaboration markets are one of the most buoyant sectors on the planet.
Although that revelation may be up there with the grass being green and the sky being blue, the point still stands that there is great opportunity in providing UC&C solutions as the dust from the pandemic continues to settle.
But while it’s obvious that businesses will need to have some form of communications and collaboration strategy moving forward, what is less clear is how providers should approach businesses.
Since March 2020, the UK government alone has ordered businesses to work from home or return to the office six times, which could have had an effect on the solutions businesses take at the time.
That confusion can also be an obstacle for resellers, as when restrictions and the processes that businesses implement change, so do their needs, as Steve Rowley, VanillaIP Channel Development Manager details.
“Our partners have to do deep analysis on their customers’ needs, right down to the user level, identify their needs and then build a bespoke proposition that is just for that customer.
“But building those propositions comes with a lot of complications for the customer to understand when you present the proposal to them. It can be a nightmare, which is probably why most people don't do it that way. They approach the marketplace with a range of three or four options and hope the customer likes one of them.
Flexibility
Rowley, who joined VanillaIP last year after being in the channel business for many years, said that one of the draws to the UC&C provider was the Uboss solution that he described as “flexible”.
Speaking to UC Today, he said that the ability to add and remove features as and when they are required is a key to the Uboss proposition, that removes the complication for both the reseller and their customers.
