Two Ways To Increase VoIP Revenue

Teoma Systems responded to these challenges by changing its sales process to a team approach, which typically comprises four people: a salesperson, an engineer, a technician, and the CFO. Each person is a subject matter expert (SME) who can present Teoma Systems' value proposition from a different angle. For instance, the CFO is adept at presenting the cost savings of a VoIP/unified communications (i.e. a single platform for checking e-mail, voice mail, and faxes) solution, which would increase the integrator's chances of getting past a middle management accounting gatekeeper to the prospect's CFO/controller. The engineers and technicians are experts at explaining to IT administrators (gatekeepers) and IT directors (decision makers) how the solution works and what impact it will have on IT resources. And, the salesperson is able to effectively present the business case for VoIP/unified communications to the CEO.

Although having the appropriate SME engaging with a gatekeeper has reduced the initial obstacles the integrator encounters, Teoma Systems has several additional steps that it built into its sales process to reduce the chances of losing a prospect to a competitor. "We need to determine early on whether the customer is willing to develop a relationship," says Quarton. "For example, if they only want to talk price or they return our calls only when they want something, it's a red flag that they're not a fit and we may need to walk away." In fact, that's exactly what Teoma Systems does with about 10% of the prospects it engages.