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Communications and Convergence Planning Series
Over the past year, analysts and business consultants alike have predicted numerous dismal scenarios for the voice and data communication markets. However, Frank Lynn & Associates believes that the productivity and cost savings generated by existing and emerging technologies in these markets are too big for organizations to ignore for long.
When the market rebounds, will your company be ready to respond?
Overview
Designed to provide business planners and marketing, sales and channel managers insight and knowledge, the Frank Lynn & Associate's Communications & Convergence Planning Service can help you increase your organizations' sales, improve the focus and effectiveness of your channel partners and drive measurable profit gains.
The Series focuses on the fluid state of the voice and data communications markets, examining key factors affecting business decisions including:
Buy-side Issues
| > | What will post recession budgets look like? What technologies will be looked at to deliver productivity and cost savings? What technologies won't? | | > | Where does convergence (IP based technology) fit into the post-recession budget priorities? Will companies migrate? At what pace? | | > | Does VoIP technology provide a large enough return on investment to warrant quicker than normal write-downs of older circuit switched PBXs? What user segments will be first to convert? What applications are they looking to implement? | | > | What level of support and services will end users seek? Who are they looking to for support? |
Sell-side Issues
| > | What effect will the economic downturn have on resellers? How will channels reshape themselves over the next couple of years? | | > | Will the "buy scenario" change for the new convergence approach? Who will be the key influencers? | | > | How will resellers reconfigure to address fiercer competition for fewer dollars, lower margins and/or more complex technology? | | > | What reseller channels will step-up to the challenge? At what rate will channel partners see making investments in personnel, training and promotion? What channel participants are most at risk? |
What Will You Receive?
| > | Profiles of various end user segments | | > | Adoption rates of various products and technologies | | > | Buy Scenarios across various end user segments | | > | Strengths and weaknesses of various reseller channels | | > | Financials structures of successful supplier-reseller programs | | > | What support and service levels a supplier can expect across the various channels | | > | Detail profiles of perspective partners | | > | Key factors differentiating success and failure within the different reseller channels |
Series Focus
Products/Applications
| > | Telecommunications | | > | Data Communications | | > | Convergence | | > | Video Conferencing | | > | Network | | > | Wireless |
Indirect Channels
| > | Voice VARs and Data VARs | | > | Integrators - SPs - CSPs, NSPs, CLECs & CAPs | | > | Distributors | | > | OEMs | | > | Consultants and Agents |
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| May 9 |
| Professional Sales Channel Management |
Using proven management tools, frameworks and methods to prepare channel managers to drive sales and market share through indirect sales channels.
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