Home | Contact | Advertising
Small Business, Information, Resources, Articles - SmartBiz.com
Members Login:
Sign Up Forgot?
SALES & MARKETING
Marketing Online
Email Marketing
Search Marketing
Selling
PR
ONLINE BUSINESS
E-Commerce
Website Creation
Productivity
Accounting
CRM
Web-based Software/SaaS
BUSINESS STRATEGIES
Case Studies
Smart Answers
Videos
Podcasts
Smart Blog
Human Resources
Management
BITS & BYTES
PCs & Online Equipment
Mobile Computing
Security/Business Continuity
Telecom/Office Networks
Small Business Products
FORUMS & RESOURCES
Free White Papers
Tools and Calculators
SmartBiz Forum
Legal & Business Forms
News Feeds
Featured Webcasts & Videos
Franchise Offers


 
SMALL BUSINESS AND STARTUPS INTERNET TECHNOLOGY RESOURCES
Search SmartBiz:
Forms and
Downloads
Free
White Papers
Special
Offers
SmartBiz
Blog
Free Email
Newsletters
Telecom/Office Networks
Is VoIP’s Main Value Cutting Costs or Generating Revenue?
Email ArticleEmail Article
Print ArticlePrint Article
Increase Text SizeIncrease Text Size
Decrease Text SizeDecrease Text Size
Bookmark and Share


When selling VoIP solutions, vendors and service providers must focus on how the solutions address SMBs’ top business challenges. As small businesses purchase technology solutions to solve their critical business challenges, these challenges, in the end, are inextricably linked to helping a small business increase its top-line revenues or lower expenses. Certainly in the world of converged technology solutions like VoIP--a world where devices, applications and communication services merge--vendors, service providers and channel partners must prove the impacts on the SMB’s top-line and bottom-line, not focusing on the bits-and-bytes of the technology itself.

The primary driver of VoIP adoption is cost savings, the following two drivers of adoption are revenue enhancement for SMBs. According to the Yankee Group’s 2005 SMB Communications, Broadband, VoIP Survey, 37 percent of small businesses have purchased or would purchase VoIP to save money on inter-office calling. Thirty-two percent of small business have purchased or would purchase VoIP to improve employee productivity, and 31 percent of small businesses purchased or would purchase VoIP to better allow their employees to work remotely.
Price-related issues will always provide ample fodder enticing SMBs to consider technology solutions. However, vendors and service providers, in order to avoid creating a world of commoditized converged solutions, must create market messaging around solving SMBs’ business challenges.
--Steve Hilton, Director of SMB study, The Yankee Group


Where startups and small businesses are concerned, expectations of results from VoIP vary greatly, depending on who, within the company, is responsible for evaluating–-and purchasing--business communications solutions. For example, one of our customers--a controller for a financing company--is completely focused on cost savings, even though the Avaya IP telephony system at his company has clearly transformed his business and enabled his firm to quickly add communication capabilities for employees during extremely busy times. Another Avaya customer, the president and CEO of a leading supplier of telephone headsets, is totally driven by providing exceptional customer service. He chose Avaya IP telephony for capabilities such as increased mobility, so he’s never out of touch with his customers or his employees. And the chief technology officer at a financial services firm chose the Avaya IP telephony system so he could manage his network by himself and use any kind of phone–-analog, digital or IP--with the Avaya system. His firm, in fact, saved over $40,000 in conferencing and site-to-site costs – but for them, that was viewed as a bonus benefit, and not a driver.

Intelligent communications for small businesses--which give businesses and workers increased agility through greater speed and responsiveness and provides greater control over communications--is flexible. As a result, small and medium businesses’ requirements from VoIP may differ, but they can attain their results, whether the initial focus is on cutting costs or generating revenue.
--Patricia Hume, Global Group Vice President, Small and Medium Business Solutions, Avaya



Carl Weinschenk is the Editorial Director of SmartBiz.
Smart Answers Archive
Add a Comment View Comments
SmartBiz Home Page

SmartBiz Shop
Promotional Items with Your logo
 
     
 
Smart Services
Spacer
Spacer
Spacer
Spacer
Add Your Logo Now
Spacer
Get Your Business Online
Build a Website Host Your Website Market Your Business Online
Business Form Downloads
Legal Forms Business Forms
Smart Forums
Recent Postings
Stimulus or "Pork"ulus?
Blog: How Do You Know What Insurance Is Right for Your Business?
If Layoffs Are Necessary, Protect Your Business
Blog - Do You Have Email and Internet Usage Policies in Place?
MORE
Home | Contact | Advertising
© 2019-2021 SmartBiz. All rights reserved. Privacy Statement and Terms of Service
Small Business Home | Business Tools | Online Business | Bits & Bytes | Sales & Marketing | Business Strategies | Forums & Resources
Browse Abandonment & Cart Abandonment Driven By: Hosted By:   Design By:
Browse Abandonment
 
XML LogoRSS Logo
Receive our stories via SmartBiz XML/RSS feeds.
Include our stories on your website through SmartBiz javascript content feeds.