Winning Skype for Business Telephony Migration Projects: Three Steps to Success
Recent years have seen furious competition in the Unified Communications (UC) market, with major players such as Cisco, Microsoft, Avaya and Mitel battling it out.
As organizations look to reduce the cost of traditional phone calls, eliminate the expense of conferencing services, and replace legacy PBXs, solutions like Skype for Business Enterprise Voice are growing in popularity.
Skype for Business, which offers On Premise, Hybrid and Cloud PBX solutions, continues to gain market momentum, in large part because of the success of the broader Office 365 portfolio1.
In fact, 30% of the Fortune 500 have plans to incrementally replace their PBXs with the Microsoft PBX platform over the next several years2.
What Does this Mean for System Integrators?
Beating the Competition
Although Microsoft is aggressively expanding the PSTN and conferencing capabilities of Skype for Business, its telephony capabilities still lag behind those of Cisco and Avaya.
Hence, competitors use this as a reason not to move to Skype for Business. They believe organizations will experience a significant loss of voice functionality. However, the reality is that most users are probably just using the basic features. However, at the presale stage of a deal, there is no way for System Integrators to compile an accurate list of telephony features being used across the organization.
Wouldn’t it be great if you could get a PBX assessment that provides full visibility of the legacy PBX configuration? As a result, this insight would help you obviate the competitor’s pitch and provide you with a huge competitive differentiator at the presale stage.
Scoping the Project
Some of the biggest complexities of telephony migration include setting up dial plans, determining hunt group membership, creating IVRs and establishing boss/secretary and call forwarding scenarios.
Lack of visibility of the legacy PBX configuration at the pre-sale stage, creates a huge amount of uncertainty over the scope of the migration project. Hence, System Integrators usually base this on assumptions and previous experience, not on hard facts. This impacts the project timescale and cost.
According to Benny Ben Ami, CTO at Univonix, “We see a discrepancy of approximately 25% between System Integrators’ assumptions and the actual project implementation”.
Imagine if you could accurately assess the project timelines & workloads based on data – not on assumptions? Consequently, this would help you reduce scoping risk, and gain a competitive advantage at the pre-sale stage.?
Implementing the Project
Usually it is the responsibility of your clients to compile a list of user features, user legacy workflows and dependencies. However this takes a lot of time, and results in many errors and inaccuracies. Consequently, this increases the number of post-sale support requests and hampers user adoption.
A common practice is to deliver a greenfield deployment and then enable users to re-program additional features, like call forwarding and boss/secretary. Based on previous experience, this leads to increased adoption efforts, a poor client experience and as a result, impacts project profitability.
|Emma, the Personal Assistant of the VP Sales, returns to work on Monday morning after a great weekend.
The IT department has set her up with a new desk phone. Unfortunately her boss/secretary features no longer work. Thus, she now needs to set it up and has no idea how.
|Steve from Sales is often out of the office, travelling to client sites. The IT department migrated him to SfB; Unfortunately they haven’t migrated his automatic call forwarding after 3 rings from his desk phone to his cell phone.
When he returns to the office, he notices the ten missed calls on his office phone.
How useful would it be to create a PBX assessment, mapping the Legacy PBX and parity with Skype for Business? As a result, you would gain accurate insights into your client’s usage and needs.
Introducing Univonix Compete: it really is that Easy to win Skype for Business telephony migration projects!
Univonix Compete helps you win Skype for Business Enterprise Voice migration projects, by providing you with a Legacy PBX assessment, mapping of system, users and devices features. It also helps you accurately assess project timelines and workloads to ensure projects are completed on time.
Univonix Compete is a completely unique SaaS platform that helps System Integrators:
- Overcome sales objections
- Reduce scoping risk
- Strengthen relationship with clients
- Gain competitive advantage
- Win deals
Watch the video to see Univonix Compete in action.
1 Gartner, July 2016: Magic Quadrant for Unified Communications as a Service
2 Redmond Magazine, Aug 2016: Can Skype and Office 365 Replace Traditional Enterprise Phone Systems?