technologies outfit Quintum (News - Alert) Technologies announced today that Irish solutions provider TIPS is using Quintum technology to implement “land and expand” strategy that makes it easy for customers to give the go-ahead to money-saving VoIP initiatives by eliminating both capital cost and risk.
The strategy also enables TIPS to capture a greater share of its customers’ voice business over time, according to the company.
“TIPS is a great example of how Quintum’s technology can be used to disrupt existing market dynamics and profitably sell next-generation voice services,” said Chuck Rutledge (News - Alert), vice president of marketing at Quintum. “We continue working with our partners around the world to pursue more of these emerging opportunities.”
The fit is a logical one for both companies, according to Elka Popova, global program director of Enterprise Communications at Frost & Sullivan (News - Alert).
“Quintum's Tenors have a reputation for capabilities that far exceed those of traditional gateways,” said Popova. “Couple those functionalities with a service provider like TIPS who thinks outside the box, and you definitely have a winning combination.”
That is because unlike a typical VoIP solutions reseller, TIPS doesn’t ask its customers to take on the costs and risk associated with purchasing Quintum hardware and building their own VoIP architecture. And, unlike the typical managed services provider, TIPS doesn’t ask customers to dump their existing carrier and give TIPS 100 percent of their telecom volume.
TIPS installs a Quintum switch on the customer’s premises at no cost and lets the customer decide what portion of their voice traffic they want to re-route over the TIPS network. Customers can use TIPS for their inter-office traffic, their fixed-to-mobile traffic, their in-country long distance traffic, and/or their international traffic.
In addition, customers can change their minds any time – adding or eliminating “traffic of interest” as they see fit. They can also disengage with TIPS altogether if they ever want to, or they can use TIPS exclusively. The customer is always in control and always has zero risk.
As a result of this unique value proposition, TIPS can convert a high percentage of its prospects into customers. And once it gets a small initial foothold in the customer’s environment, TIPS can prove its value and gain a greater share of their voice business.
Quintum is a subsidiary of Network Equipment Technologies (News - Alert).
Tim Gray is a Web Editor for TMCnet, covering news in the IP communications, call center and customer relationship management industries. To see more of his articles, please visit Tim Gray’s columnist page.
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