16 NOVEMBER 2014 Consulting®
The convergence of IT and telecom has changed the landscape of telecommu- nications. In fact, the term “telephony”
may be dying a slow death. Today, we’re primarily talking about “communications”…
“IP communications.” Taken further, in the
current environment, voice is just another
application running on your network. This
network convergence—voice and data—has
opened a whole Pandora’s Box of services
and solutions that enhance workforce collaboration and productivity.
MORE, MORE, MORE
With more choices, a more complex
environment and more providers, choosing
the right telecom services has become even
more difficult than ever before. Matching
the right solution, provider, and price all
at once can be a moving target month-to-month, quarter-to-quarter.
Fortunately, there are consulting firms that solely
focus on telecom, doing great work on behalf of
clients day in and day out. These boutique consulting
firms, sometimes referred to as “agents,” are an inch-wide-and-a-mile-deep in telecom specifically. They
understand the players and their offerings, and can
accurately align a solution set for you.
GOT YOUR BACK
As opposed to direct sales representatives, telecom
consultants work for you. They are solution-agnostic.
Their primary concern is the long-term relationship
with you. This is how they get paid. Thus, they match
the right solution at the right price for your current
and future operating state.
They offer unbiased insight and another layer of
service and support post-implementation. In an industry
notorious for low satisfaction ratings, another layer of
service and support is a very valuable component to the
NOT ALL CARRIERS ARE CREATED EQUAL
Often telecom carriers have core competencies. There
are services they offer, and there are services they offer
and do well. Good consultants know exactly what each
carrier does best. Furthermore, is it not unusual that a
single carrier cannot provide all the best services needed
in today’s complex environment. Consultants typically
work from a large portfolio of solution providers,
recommending and specifying what each does best.
Consultants also have ongoing, established
relationships that can be leveraged within the industry.
For instance, most agents have multiple clients with each
provider. These “portfolios” create client-advantageous
situations and the fundamental premise of “economies
of scale,” which leads to our primary myth buster.
MYTH BUSTER—BUYING DIRECT WILL GET ME A
We’ve all done it, either as a consumer or in business.
The default premise is buying direct will get me a better
The Growing Niche for Telecom Consultants
Why a Consultant? Facts, Myth Busters and the Cloud
BY DARREN DEMARTINO