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Working with Independent Consultants:

Value for the User, the Channel, and the Vendor

John Blakley - Trien & Associates, Inc.

Gary Lisbon - GL Voice Solutions, Inc.

Garrett Myers - Gateway Group, LLP

Ari Reingowsky (Moderator) - Trien & Associates, Inc.

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The Players• Independent Consultant: A person who works solely for the

user, is vendor neutral and is not compensated by carriers or vendors. An optimal arrangement for user, channel and vendor.

• User: Customer or end user who purchases products and services created by the channel and delivered by vendors.

• Channel: A manufacturer or developer of equipment, software or services. They typically sell through partners or vendors and do not sell directly to end users.

• Vendor: or Partner, sells and implements a multitude of services and or equipment from various channels to the end user.

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Independent Consultant Value to Users

• Achieve clarity: Acquire an objective understanding of your organization’s top goals and objectives.

• Have it your way: Align enterprise and departmental UC solutions with corporate objectives.

• Cost savings: Strategic planning to help avoid costly mistakes. Strong procurement negotiation experience and processes.

• Augment staff: Experienced project management resources during acquisition and deployment.

• Vendor management: Specialized expertise for technology and vendor management during and after implementation.

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Independent Consultant Value to Channel

• Prepare clients to buy: Consultants are better positioned to help a client clarify purchase requirements with an acceptable ROI analysis.

• Experience: Consultants bring expertise to the table, which enhance potential current and future opportunities.

• Understanding: Already have a deep understanding of a client’s business requirements and culture, reducing time invested in discovery.

• Exposure: Extend the visibility of viable alternative channels.

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Independent Consultant Value to Vendor

• Reduce time to sale: Less sales effort, earlier close.

• Efficient process: Consultants understand the technology and the client, facilitating more effective communications.

• Project manager: Single point of contact, facilitates data collection, reduce vendor resources, lessens time to install.

• Multi vendor: Coordination and the migration of carrier services.

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Hiring a Consultant:• When?

– Early in the process.• Where?

– Google keywords such as: “Independent telecom, UC, communications technology consultant, your geography, your industry, etc.”

– SCTCConsultants.org– Specialized groups within technology consulting companies.– Linked-In, etc.

• Criteria:– Independent.– Appropriate expertise.– Interview.

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Questions to ask when selecting a consultant:

• Are you affiliated with any vendors or carriers? • Do you receive compensation from any vendors or carriers? • How are you compensated for your client work? • Do you belong to any professional or consultant organizations? • Do you have a code of business ethics that you can provide? • Can you provide two or three references that we can contact?• Have you done projects similar the one we’re planning?

Booth 337Red Flags:

• “No cost” consulting – you’ll pay!

• “We know what you need . . “

• Unable to demonstrate technical and/or consulting experience.

• Lack of relevant references.

• Unwillingness to work with preferred customer vendors.

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SCTC Booth at IT EXPO 337

Booth 337

Booth 337

Thank You