SMBs Need Your VoIP Expertise

With the right combination of training, applications, and services, you can earn long-term, profitable customers in the SMB segment.

With all of the talk about SMBs, you might think this market segment is nearly saturated with VARs and the latest IT solutions. But, this is far from the case, according to a recent Info-Tech Research Group survey of more than 1,850 SMBs. For instance, the analyst group discovered only about 1/3 of the respondents are using VoIP (voice over Internet Protocol). Further, only 16% of companies with fewer than 100 employees have implemented VoIP. “One of the primary reasons cited was the relative lack of solutions and services specifically targeted at this market,” says Jayanth Angl, research analyst at Info-Tech Research Group.

Industry experts from Allworx, Avaya, Nortel, and Objectworld believe that SMB-specific VoIP solutions are available, but VARs need to understand how to sell them. What’s more, VARs need to know which applications and services to bundle with their VoIP hardware.

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