Magazine Article
Selling Hosted VoIP Versus Premise-Based Systems
December 14, 2011
By Arnaud Gautier, MegaPath Inc.
It's relatively easy to get customers to shift to business-hosted VoIP (voice over Internet Protocol) with the promise of lower telecom prices. However, over the long haul, it's difficult to retain those customers unless you can deliver superior products and services that increase their productivity and profits.
That's what we're seeing with our partners and hosted VoIP solutions. Yes, you can make the case that VoIP presents superior savings options compared with traditional PBX (private branch exchange). The monthly bundled minutes pricing plans are more flexible — you can carry over minutes not just from time period to time period, but across locations. Then, there are additional savings with high-discount or even no-cost equipment. But, if lower cost of ownership is your sole selling point, you're not maximizing the opportunities to turn a one-time sale into a residual one that grows over time.
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