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BTS Technologies’
Solution Approach to Communications Solutions
BTS Technologies has long been at the forefront of
telecommunications whether it be technology, customer needs, future trends, or
business innovation. BTS Technologies’ approach to this market place
shift is to focus on solutions. The early 21st Century will be about the
convergence of voice and data along with how to harness the power of
convergence.
Convergence has already begun to change customer business models and customer
needs. BTS Technologies has observed this change and has shifted focus
towards customer solutions. In the end, what are customers truly looking
for – a way to solve and/or improve business issues that they face on a daily,
weekly, and/or monthly basis. Solutions are what solve customer
problems. Solutions are what help a customer cut costs, increase revenue,
protect market share, and enable them to compete in a volatile and changing
market place.
BTS Technologies understands the paradigm shift that has occurred in the
marketplace. Customers want a vendor/partner that understands
their needs. It’s not about telephone system features any more.
These telephone system features are now considered inherent. It’s all
about solving customer pain points and helping the customer to succeed in the
market place, and creating a solution that can contain one or more
platforms, various applications, and various services. BTS Technologies,
or its partners, engage the customer in a collaborative effort to match the
correct platform, applications, and appropriate services in order to create a
solution. No matter what the end result, a unified solution is always the
right solution since the customer is fully engaged in the process to
create the solution.
A typical vendor does not understand this, even if they say they do. Typical
telephony vendors have a “Box At A Price” approach where they talk
about a PBX and what it can do, i.e. all of the features, ports, trunking
capabilities, etc. This has no real benefit to a customer as the customer
needs to focus on revenue generation and operational efficiency. The
average customer does not care about the transport medium of their business
processes, only that it works.
A Box approach, even if it is IP-based, has no improvement over
a TDM-based product for a customer. Applications that solve business
problems and enhance business processes are the value-add. With the Box
approach, the customer will have to add these applications after the initial Box
sale which often leads to a higher cost for the “solution” and increases the
overall total cost of ownership (TCO) to the customer.
By using a true solution approach to solve customer problems, instead of a
"Box"
approach, the vendor and customer are in collaboration and not a “sale”.
Without the business case, that a solution approach will uncover, it makes it
difficult for any customer to really understand and justify the monetary costs
involved in Box-approached proposals.
IP telephony solutions enable the convergence of voice and data which
enables the applications that can truly solve customer problems.
Presence, collaboration, IP mobility, Wireless LAN, video conferencing, Unified
communications, web-based management systems are all examples of applications
that can lower costs, improve worker productivity, and/or allow a customer to
offer new services to their customers. Simply put, these applications help
a company to improve it's business processes and helps make more money.
Services are the 3rd fundamental component of a solution mindset. Services
can range from software subscription to full blown security assessment and
network designs. In fact, BTS Technologies can assist with
many services including the following:
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Assessments for IP equipment and security readiness
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Network engineering design and consultative services
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Integration and installation services
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Software subscription and hardware replacement
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Message protection which can be extremely useful when complying to
various regulations (such as Sarbanes-Oxley and HIPAA)
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Remote monitoring of customer-site equipment
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Security analysis of your IP network along with recommendations to
remove security holes.
The BTS Technologies’ Solution Approach is a Win-Win Proposition.
Typical comments from customers sound like the following “If a solution is
proposed that addresses our issues, you have our attention. If you talk to
us about boxes, we show you the door.” By providing and implementing a
complete solution to a business need in a timely and professional manner we are
able to reach a new level of trust and satisfaction between BTS Technologies and
our customers. This is the Win-Win value proposition, and mutual
success, that a solution approach brings.
BTS Technologies has a vast array of products, applications and services for
customers to choose from. In addition, we have partners that are
constantly developing additional applications. As
mentioned earlier, we allow the customer to decide which of these products,
applications, and services are required or not, and we assist the customer with
those decisions by taking the time to help customers review what they have,
identify current and future needs, and provide solutions to solve those issues
and concerns.
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