This week was both exciting and fun. It is always a pleasure to get our sales team together from across the country to share work experiences, stories, food and fun. This first meeting of 2009 was no different. Even as we face a challenging economic environment, the positive mood of the group supported our belief that 2009 will be better than 2008. To accomplish this we will need to shift our marketing and sales strategy to support the activities of the channel and the cash flow management strategies employed by our prospects.
Our meeting focused on reviewing our online tools, new OSS applications, marketing activities and sales goals for 2009. The theme of the meeting was "No one plans to fail, but many fail to plan". Key to success in any year is to develop how you are going to achieve your goals. What is the strategy and then what are the tactics required. We have our strategy (a secret) and we have our tactics (another secret). What I can share is this; it will require a change in our daily activities and reporting. The on-going recruitment, training and sales support for our channel will continue. However, how we establish priorities and respond to some of their requests will be different. Additionally, we know that prospects require more than cost savings to move to IP Communications. It is still the primary driver as far as analyzing the move from a traditional carrier to an ITSP, but including the VARs need to sell equipment and services is integral to the sales process. Therefore, in 2009 we really need to consider the three variants of PBXs, legacy/TDM PBX, hybrid PBX and IP PBX and the correct approaches to selling.
As we have previously discussed, for a business to migrate from a legacy/TDM environment to SIP Trunking requires both an ROI and TCO that can justify replacing the existing equipment. This will be increasingly difficult as businesses manage their cash and cash flow more closely in 2009. Companies like Dialogic and AudioCodes will be very important for us to achieve our sales objectives. They allow legacy/TDM gear to be upgraded at a much lower cost than wholesales replacement. This is at least a hint as to a modification to our sales strategy for 2009.
Overall, it looks like a very good year. I look forward to seeing and speaking with you at the conferences and events. The next in line is IT Expo. Broadvox will be present. Check us out during Reseller Day.
I will have an exciting new recipe for you on Monday, a good winter choice.