Author : Nancy Gates

Consultant Webinar this Week: Unifying UC with ShoreTel CRM Integration

By: Nancy Gates, Consultant Liaison Program Director

Each month our Consultant Liaison Program members receive a technology update and in-depth webinar on a timely ShoreTel topic. This month our featured subject is “Unifying UC with ShoreTel’s New CRM Integration” presented by product expert Ali Rizvi. Webinars are scheduled this week on Wed., June 11th for members of the Canadian Technology Consultants Association, and […]

A Diary from the UC Summit Conference: Connecting with Consultants and Partners

By: Nancy Gates, Consultant Liaison Program Director

Day 1: ShoreTel is a Platinum sponsor of the UC Summit Conference this week in beautiful La Jolla, Calif.  On Sunday, April 27th, Mark Roberts, our CMO, delivered the opening keynote address to a nearly full house of about 100 people. His educational presentation entitled “To Cloud or Not to Cloud” was very well received by […]

We Ask the Pros: 9 Top Trends in Unified Communications

By: Nancy Gates, Consultant Liaison Program Director

We asked six telecommunications consultants, each a member of ShoreTel’s Consultant Liaison Program Advisory Board, to call out what’s trending in UC today.  Here’s their assessment of what’s emerging today and tomorrow: 1) Better Client Understanding “Five years ago, folks didn’t think they needed unified communications,” says James O’Gorman, Principal of Communications Engineering. “But today […]

Consultants’ Play Unique Roles in Contact Centers

By: Nancy Gates, Consultant Liaison Program Director

Unified communications offers so many benefits to contact centers that deciding to deploy UC should be a “no brainer.” So says Stephen Leaden, founder and president of Leaden Associates. “Having instant messaging and chat functions to communicate with the supervisor, shortening the length of outbound call dialing, increasing the speed of answers – everything improves,” […]

Preparing to Implement UC Technology

By: Nancy Gates, Consultant Liaison Program Director

After months of discovery, presentations, demos and decision-making, a client has selected a unified communication solution and implementation team. Throughout the process, the client’s telecommunications consultant has run point, ensuring that requirements, logistics, assessments and information flowed smoothly across teams, departments, channel partners and geographies. It’s time for that engagement to pay off. “The value […]

Key Factors that Seal the Deal

By: Nancy Gates, Consultant Liaison Program Director

How do consultants determine the winning bid among their UC vendor choices? We asked four telecommunications industry experts how they measure the competition. Byron Battles, principal of the The Battles Group, LLC, says his assessment list includes four components: technology, vendor reputation, proposed implementation team and financials.

Key Factors that Contribute to a Succesful Solution Demonstration

By: Nancy Gates, Consultant Liaison Program Director

The discovery’s complete. RFPs have been issued, and answered, and the responses vetted. The consultant has made his or her recommendations, and along with the client, has narrowed the field of vendors that might be awarded a contract to solve the client’s business communications needs. The next step: solution demonstrations.The demo is often the “make […]

Make the Cut: Top 10 Tips for Answering an RFP

By: Nancy Gates, Consultant Liaison Program Director

What’s the best way to respond to a request for proposal (RFP)? It’s common for consultants to invite multiple channel partners to bid on a unified communications solution deployment. What are ways the CPs can improve their chance of success? Typically, the final decisions will be made by a buying committee made up of the […]

How Consultants Add Value During Discovery

By: Nancy Gates, Consultant Liaison Program Director

The ramifications of replacing a business phone system can’t be underestimated. Enterprise telephony systems are no longer “plain old telephone service.” Today’s unified communications solutions present a vast array of features, configurations and requirements. So how can a business be confident that its specific needs will be met by a particular product suite? A typical […]

Consultants and Channel Partners: Best Practices for Client Satisfaction

By: Nancy Gates, Consultant Liaison Program Director

A young financial services firm is opening a new branch every three months. The company needs a sophisticated yet flexible communications solution, but no one on staff has the time or experience to consider current options, much less try to roadmap future needs. A multinational direct sales company has an abandoned call rate of 80 […]

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