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it-business.de: Warum bei UCC Out-of-the-Box-Modelle nicht funktionieren

Warum bei UCC Out-of-the-Box-Modelle nicht funktionieren

Bichlmeir Andreas is a director at Cisco Networking & Azlan / Tech Data.

How can sell Unified Communications solutions (UC) is successful, the trends are relevant here and why plug-and-play concepts are not the last word, says Andreas Bichlmeir, Director Cisco & Networking at Azlan

ITB: You recently said once: Unified Communication is not a product but a strategy. What does that mean because of Distributors who want to join the UC business - which points need to be considered in the sale and design a solution to the corporate client has an added value at the end?

Bichlmeir: The first step is to figure out exactly what the customer needs - from a technical point of view and also in view of the business processes . must also be elicited exactly what equipment the customer already uses, to include it in the new UC solution can.

ITB: Can integrate because usually the existing systems at the customer so easy with a solution?

Bichlmeir: This is certainly not an easy task. But it is exactly the added value of trade partners: to examine what existing products can be integrated into the new UC solution. Some manufacturers offer modular lines, which can combine the partner for its customers complete solutions to very efficient and can concentrate.

ITB: How effective?

Bichlmeir: Sowohl effizient im Hinblick auf die Implementierung, die sich kostengünstig realisieren lässt, als auch unter dem Aspekt, die Geschäftsabläufe des Kunden effizienter zu gestalten.

ITB: Es gibt auch Kunden, die nicht notwendigerweise an ihrem bestehenden Equipment festhalten möchten. Stehen für diese Klientel UC-Lösungen „aus der Box“ zur Verfügung, die sowohl ein TK- als auch ein IT-Reseller verkaufen könnte?

Bichlmeir: Es gibt im unteren und mittleren Markt-Segment diese Out-of-the-Box-Lösungen. Aber ich empfehle Partnern dennoch, in this case to offer their customers a complete, customized solution, and not just sell the box if he wants to create real added value. The only way he can achieve a significant margin , because at the UC-box product itself can earn no more.


ITB: What is the role of UC-managed services, or cloud offerings to date?

Bichlmeir: I would like to like to go back a bit further. UC-managed services and cloud computing - these are two terms that reflect two different approaches. For the partner, it is important den klaren Trend zu erkennen, das Geschäft seines Endkunden genau zu analysieren und von hier aus die passende Lösung zu entwickeln. Bei der Lösung selbst geht der Trend ganz klar in Richtung Managed Services. Aber wenn es um die Daten geht, halten viele Endkunden daran fest, diese Daten auch weiterhin im Hause zu behalten und nicht auszulagern. Das funktioniert nur, wenn der Kunde seinem Partner wirklich vertraut.


ITB: Welche Trends sehen Sie im Bereich UC auf den Handel zukommen?

Bichlmeir: Neben Managed Services und  Cloud Computing  ist das sicherlich das Thema Collaboration: Früher wurde der Begriff UC oft nur with the voice-related issues - for example, with voice over IP. The trend today, however, clearly meaning contemplated in the entire UC collaboration theme, that is, the entire operations and processes with the customer. Frequently, the analysis of what the customer needs, much too much out of technical considerations. More important it is to clarify how the UC solution can help simplify the business processes of customers and improve. For only in the solution with the partner to greater efficiency in meeting with his clients, providing real added value.


ITB: How do you help your partner here, on these trends - outsourcing and collaboration - and set it into shape?

Bichlmeir: We offer our partners as part of road shows, training and a whole range of other information all to technically make it fit for the various UC products and certification. Of course we support them also in the generation and implementation of projects in each phase.

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Befragung für Österreichs 1. UC Studie erfolgreich abgeschlossen!

The Austria-wide survey for the first Unified Communication Study "UC Trend 2010" was successful with 225 decision makers from IT & Organization concluded. The team of the HMP will evaluate the results next month.

We keep you up to date - it is exciting!

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Studie "UC Trend 2010"

The questionnaire for the study of HMP on Unified Communications in Austria is on the home straight.

Earn up Friday 15 October still get one of 100 Report Subscriptions and the Executive Summary of the study!

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Kolumne: Unified Communications - eine Herangehensweise

"A good starting point for UC, therefore, is to deal with business processes to consider and where potential for UC would be and where the use of UC makes sense at all. "So the last paragraph of my last column, published UC.

The first question which then immediately imposes is "And exactly which processes to start"?

communication is a cross-section process, so would be a good answer "There, where communication is the most". But where will they not communicate if you please? At least since Paul Watzlawick, we know that it "does not, can not communicate."

A good approach is to start with those processes, where many people are involved from different areas and departments, or there is a high intensity of communication. It is therefore necessary to find out where the most important part is communication in a process. Customer care processes or product developments are good examples of a very intense coordination effort, for high density of communication within the company, but also with customers and partners.

processes, however, each company run individually and colored by their culture, so often different in the same industry the same processes from. It is therefore essential for a successful UC deployment, the company-specific processes related to the right.

identify the indicators to processes where UC has an added value, so for example, communication intensity, number of people involved, communication costs, the need for coordination and processing time.

So if you your company have screened and identified, where all these indicators, the result is "high", then you have created an overview of teach what processes UC your company added value . needed in a next step a detailed analysis of the activities in the newly identified processes to find out that bring UC and collaboration tools such as whiteboarding changes and improvements in business processes.

Now they have to evaluate the starting point for where UC can help their company.


Thomas Schmutzer

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