Years before working remote was as prevalent as it is today, there were still jobs that required telecommuting. Some employees worked from home. Some could be in the field. Those early pioneers know that the technology of the time wasn’t accessible, affordable or efficient enough to overcome many of the challenges created by working remotely. Today, it’s a different story. UCC technologies have matured and are now accessible to any business. If you or your customers haven’t looked at UCC technologies lately, now is the time. Things have improved quite a bit between then and now.

As the UCC category continues to mature, the technology keeps evolving—with new options being introduced all the time. The industry commonly divides UCC platforms into two categories:  on-premises and cloud. At Ingram Micro, we look at it differently, preferring to distinguish between “collaboration-first” and “voice-first” platforms. 

Odds are, you’re reading this article on your mobile device. You’re at home or taking a break in the field before your next customer visit. It’s less likely that you’re in an office at your desk. Working remotely has been on the rise for some time now, and there doesn’t appear to be any signs of a reversal or slowing down—particularly when you consider that many millennials, currently the largest segment of the U.S. workforce, want the option to work remotely. A Deloitte survey showed that 75% of millennials said they want the flexibility to work remotely. Additionally, according to the latest survey results from Randstad US’ quarterly Workmonitor survey, 82% of U.S. workers said that the ability to work anywhere, anytime creates a healthy work-life balance.

Research and analyst groups have nothing but positive things to say about the growth of unified communications as a service (UCaaS). But you don’t need analysts to tell you UCaaS is hot. New vendors have hit the market with cloud-based solutions sold as a monthly subscription, while incumbent vendors are changing their solutions to address this shift. Most importantly, your customers are now asking for monthly payments rather than costly CapEx projects.

How much emphasis do you place on training your customers to use their UCC solutions? We’ve found that many solution providers have little interest in offering training and when they do, customers often object to the additional cost. Because most of your competitors don’t offer training, you have a great chance to differentiate yourself, while also ensuring your customers get the most out of their investment.

You spend a lot of energy and resources on sales and marketing. Convincing prospects to trust in your abilities takes time and effort. Building out a complete solution requires research, planning and a team with technical expertise. In short, a lot has to come together for you to have the chance to create a satisfied customer. Unfortunately, one small mistake can overshadow all your hard work.

When it comes to pro AV installs, you’re an expert. You have experience, confidence and know exactly how to address the needs of your customers. But lately your customers have started asking you about videoconferencing and you’re not sure if you have the means to get involved. The good news is, you probably do. Here’s a quick overview of what goes into a modern videoconferencing solution. As you’ll see, everything is well within your wheelhouse.

UCC solutions are on the rise. According to one industry study, the global enterprise UCC market is projected to grow at a CAGR of more than 15% by 2022. It’s growth potential like this that has solution providers eager to get a piece of the action. However, before you approach your customers seeking an upsell opportunity, make sure you have these 10 probing questions committed to memory.

It’s easy to get overly excited about a market opportunity and dive in without proper planning and preparation. Doing so runs the risk of improper implementation, upset customers and a negative bottom line. Therefore, before you start selling UCC solutions, there are a few things you should know to ensure your first foray is successful.