With the all-IP switch-on imminent, it’s encouraging that three in ten respondents to the survey see a move to IP solutions as an immediate priority, citing simplicity, speed, flexibility and reliability as the key business drivers. The expected timeline for the transition is largely positive, too. One in eight said their business had already migrated, five percent said it was underway, and two thirds planned to migrate within the next 12 months. However, all businesses should strive to lead from the front and getting ahead sooner means embracing the benefits sooner.
This should excite the channel. In those instances where the move to IP solutions isn’t a priority, partners can take control of the situation and educate and inspire their customers as to its benefits and potential. This should be well received. After the business delays and disruption experienced as part of their ‘existential challenge’, most organisations will appreciate that removing any uncertainty from their migration journey will mitigate the risk of disruption during the process. Again, transparency and simplicity are vital. Partners should clearly explain features and benefits while avoiding industry jargon. And if they don’t, a competitor will.
This changing economic and technical landscape has affected the way many organisations operate, along with the priorities of their leaders. How channel partners work with these organisations has changed as well, and will continue to do so. One thing is for sure - prioritising value will mean customers believe in your services and advice. There is no time to delay - if you don’t act now, your competitors will.
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