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Add Collaboration to Your Sales Vocabulary (and Make Money Doing It)

On the first of every month, join me as I put Partners 1st with perspectives, advice and insights into how today’s technology trends are changing the way we live, collaborate and do business.

It’s no secret that we’re big advocates of collaboration here at PGi. We’ve designed and built web, audio and video conferencing tools and a world-class network infrastructure all with a singular purpose: providing collaboration solutions to the world for the shaping and advancement of ideas. We firmly believe that effective collaboration is the way business gets done.

You don’t have to take our word for it, though: by 2016, Wainhouse Research forecasts the worldwide collaboration market will reach almost $9.5 billion in revenue. $9.5 billion spent to help workers across the globe communicate, meet and collaborate more effectively. (Sources: Wainhouse Research LLC, 2012 Worldwide Web Conferencing Services Market Sizing & 5-Year Forecast, June 2012. Wainhouse Research LLC, 2012 Worldwide Audio Conferencing Services Market Sizing & 5-Year Forecast, June 2012. Wainhouse Research LLC, 2012 Video Conferencing Managed Services Market Sizing & 5-Year Forecast, July 2012.)

For our Partners, Resellers and Agents, adding collaboration to your sales vocabulary not only lets you address this growing market need for businesses of all sizes, but there’s also substantial money to be made by leveraging effective partnerships and therefore maximizing your margin and commission potential.

Collaboration is No Longer Optional

We live in a business world where information travels instantly across the globe, where work exists beyond the boundaries of the 9-5 and the traditional office space. Modern, innovative and cost-effective collaboration solutions are no longer nice-to-haves; they’re a table stakes part of staying competitive in today’s marketplace. Any company that’s not using collaboration tools today should be, and most likely will be as advancements like cloud-based services make deploying and maintaining these tools simpler and less expensive than ever before.

The bottom line is this: if you add a collaboration tool to your sales portfolio, the next time you meet with a client, you will be equipped to provide them with a solution they absolutely need to get business done. Even if they’re already using a collaboration tool, by making smart partnership decisions you can provide a tool with better service, quality and features than what they’re currently employing. And if you’re not having this conversation with your client, you’re leaving the opportunity open to one of your competitors.

If you’re not benefiting—someone else will.

Earn More Margin and Higher Commissions

At the end of the day, the real bottom line is your bottom line. The beauty of a technology partnership is that the heavy lifting—deployment, provisioning, maintenance, security—is handled by a trusted provider like PGi. By choosing the right channel program, you can leverage years of partnership and selling experience, in addition to powerful, global network infrastructure and software development resources. For Resellers, this means easy upselling to your existing base and more margin on each sale made. For Agents, this can lead to significant commission bumps, offering much higher incentives while selling products that are already in high demand.

Collaboration is essential to modern business. Will you add it to your sales vocabulary, or are you content to leave money on the table?

For more information on how collaboration has transformed today’s business world, download PGi’s free eBook “The Future of Business Collaboration.”

Photo Credit: 401 (K) 2013

About John Perkins

As Vice President of Global IT for PGi, John drives business transformation throughout his organization by applying agile project management processes, with the ultimate goal of helping the business grow, compete and mature around best practices.

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