VARs and Agents: Transitioning to the Cloud Doesn’t Mean Deserting Your Core Business or Compromising your Core Values

In technology, there tends to be a general fear of the unknown or ‘go with what you know’ philosophy to mitigate risks. It is highly unlikely you are going to turn off the lights on a Friday night as an on premises telephony VAR and turn them on Monday morning as an exclusive cloud UC partner. But, just like it is simple for a customer to do a gradual roll to the cloud, partners can benefit from picking clients who would benefit from cloud or on premises solutions and pick your battles where they make sense. When you do make the decision to add cloud-based communications to your product offerings, finding which of your existing customers would benefit most from bringing on a PanTerra solution is a great strategy. Perhaps, you start with your customers who have an evolving mobile workforce; as well as those customers that use disparate cloud services like instant messaging or file sync and share services. Many of the communication services your customers are currently using like Dropbox, Box, Office 365, Outlook, Salesforce, etc, don’t have the ability to integrate with each other and actually wreak havoc for in-house IT departments, as they attempt to piece together work-around solutions that don’t have a chance of giving their executives a competitive edge in the marketplace.

Moving your customers to a cloud solution doesn’t mean ripping and replacing every router, phone, or switch you have previously sold to a customer before they have realized the return on those investments. In some cases, remote workers are a perfect way to introduce your customers to the PanTerra cloud solution and, as they start to increase productivity and reduce costs, other in-house associates make the transition when the time is right for a refresh. Perhaps there are additional low-hanging fruit where a customer is approaching end-of-warranty with their on premises services and looking to upgrade to a more feature-rich solution. PanTerra’s cloud UC platform will allow those customers to leverage a full line-card of collaboration services, often reducing TCO, and future proofing for advances in technology and your customers’ overall growth in head count and locations.

We Share Core Values

As an on premises telephony VAR and agent, you’ve built your business around long-term, value based relationships. This means rolling up your sleeves to understand a customer’s business need, the other technology that exists in your environment, and how the solution you are championing will integrate with what your customers currently have onsite. Although PanTerra is a cloud company through and through, key characteristics of traditional on premises manufacturers are woven into the fabric of our organization. Unlike many in the cloud space, we don’t view the buyer’s life cycle as a race to get as many customers into a contract and worry later about how those services will actually work for our customers. We have a high-touch, consultative approach inclusive of many resources from sales, engineering, and even our executive team to position a solution that will truly change the way our customers collaborate and support their clients today, and in the future.

The time is NOW for on premises telephony partners to transition to cloud UC technology. PanTerra is positioned well and excited to help with this new revenue stream, showing you and your customers how our platform will make a huge difference in your business. Our technology is not a cost center, but a means to sustainable differentiation for your customers against their competitors who they know today, and those who will come later as disrupters of their respective industries. Please contact us today for a discovery conversation and demo to seize this growing opportunity!