For Robert Messer (News - Alert), president of a Dallas-based company that specializes in IP
communications solutions, resellers are the ideal channel for the SMB market space. ABP (News - Alert) reseller partners are finding many new product lines and new business models to help grow their business.
IP Communications is booming and penetrating everything from Telephony to Security, Access Control offering incredible new opportunities for the innovative and motivated reseller. However, resellers are faced with customers potentially purchasing VoIP
directly, increasing market competition and continually eroding price points. It is critical the reseller realigns his business with what the SMB market wants and is buying now. The reseller must incorporate solutions that combine product and services, according to Messer, president of ABP Technology.
“We know small and medium-sized businesses need the reseller because they usually don’t have the IT staff to actually choose and support the right telephony solutions,” Messer told TMCnet today. “These businesses are basically non-specialists in telephony and IT fields. So, they really need to and should be working with a reseller who’s a professional. One who can build, install and support the customer and be a valuable resource for a broad range of solutions.”
ABP is now inviting IP telephony resellers to register for IP Sizzles 2008, a comprehensive two-day conference to be held from July 28 to 30, with a bonus training day on July 31.
Held in Dallas’ Sheraton Grand Airport DFW Hotel, the conference will offer resellers an opportunity to hear from vendors about successful product roadmaps and special programs, share ideas and network, Messer said.
“The IP Sizzles is a conference that separates itself because of its special focus on the reseller. IP Sizzles gives professionals a chance to rapidly learn what they need to know to evolve in a market that will soon obsolete many traditional proprietary products and service models,” Messer said.
But for those resellers that embrace an IP Technology Partner role, there is an incredible value-added to become the perfect channel for those clients, he said. A situation where the reseller can actually position themselves as a specialist giving customers a solution that integrates into their existing infrastructure. The reseller helps customers increase productivity through integration with other network centric elements like CRM, Security Systems or other applications.
Capacity for the conference is 150 resellers, according to ABP. Attendees will pay $199 if they register before June 19, and $249 after then, the company says. A 25% group discount is available. See the IP Sizzles 2008 event page for details.
Sponsors include Asterisk, AudioCodes, Adaptec, ClearOne (News - Alert), Digium, Snom, Aastra Telecom, Mobotix, SMC Networks and other vendor partners.
The event’s keynote speaker is Rich Tehrani, president and group editor-in-chief of TMC (News - Alert). In his talk, “Selling IP: Where the Money Is,” Tehrani will talk about what’s happening in the industry. Other events include “How to Double Your Sales in Six Months,” a talk from David Kurlan; presentations of IP Surveillance solutions – another area that ABP Tech specializes in – and a presentation on the consequences of the merging markets of CCTV Security, IP communication, IT and access control.
“There will be a lot of time for resellers to talk amongst themselves, learn, share experiences, socialize, and come back with new friends who can help each other,” Messer said. “Because we have industry speakers, we’re creating an environment that is future-looking and focused on a discussion of business opportunities and motivation in general.”
Michael Dinan is a TMCNet Editor. To read more of his articles, please visit his columnist page.
Don’t forget to check out TMCnet’s White Paper Library, which provides a selection of in-depth information on relevant topics affecting the IP Communications industry. The library offers white papers, case studies and other documents which are free to registered users. Today’s featured white paper is Fixed Service Strategies for Mobile Network Operators, brought to you by Comverse (News - Alert).