Fax Over IP Exec Reveals 'How to Make Money Selling Communication': ITEXPO West 2010

This week Max Schroeder (News - Alert), senior vice president of FaxCore, Inc., who participated in several Reseller Day Sessions both as a moderator and speaker, shared his views with us regarding one of these sessions: “How to Make Money Selling Communication.”

In this session, the panelists covered a wide range of subjects and fielded several questions revolving around what resellers need to successfully sell communications products.

1. Choosing the right IP PBX (News - Alert) OEM, hosted IP PBX platform and Service Provider is key to targeting and supporting the market. How does a VAR or agent go about making the selection?

8. IP communications is relatively new as far using it for internal and external calls. How do I successfully position it to remove doubt on the part of my prospects and to set their expectations properly?

The reseller needs to stay engaged at all times

3 The reseller needs to stay engaged at all times and position themselves as the “real solution.” In other words, they are not a link in the solution chain but the “blacksmith that forges the solution chain.” This was emphasized by virtually all of the speakers and reinforces the basic truth that you need to earn the sale by establishing a partnership with the customer and build up loyalty. This addressed all of the questions as it also covers question 1 – Choosing the right IP PBX OEM, hosted IP PBX platform and service. Resellers need to look to vendors that want to have them as a true partner.