Multi-Vendor Collaboration Account Manager Workshop (MVCAM)

Sales Account Managers and Marketing Executives who need to recognize and understand responsible for leading edge differentiation in the Unified Collaborations and Communication market.

Delegates must have good working knowledge of Unified Communications sales and terminology

After completing this course, the delegate should be able to:

• Understand the evolution of Unified Communications
• Be able to recognise the best vendor solution for the client
• Understand the market trends for the next 12 months in the communications space
• Be able to successfully position Collaborative Communications in an open environment.

With the significant changes in the Unified Communications and Collaborations market space, it is essential as a systems integrator is fully able to position a vendor independent solution taking the best of breed solution from any of the communication vendors such as Cisco, Microsoft, IBM and HP, to provide a collaborative communications solution. Unified Communications now forms only a small part of communication strategy for a client. Collaboration and vendor-to-vendor integration is essential in developing not only a replacement for traditional legacy comms, but also changing the day-to-day processes within a business. Only through changing the way we work can we successfully push the benefit of Collaborative Communication beyond the enterprise, to develop market differentiation and agility. By understanding the Unified Collaboration portfolio for key vendors and understanding how they integrate, it is possible to tailor solutions into a client space, delivering business transformation potential for the customer. The result is a focus not around a vendor specific technology or end point, but around functionality and flexibility in communications both within, and beyond the enterprise. This session focuses on the key drivers within an organisation for collaboration and communications, using CxO analysis to help the account manager position migrations and upgrades. Some technical understanding is also included to ensure solution competency and competitor analysis for Cisco and Microsoft ensures the correct position of multi-vendor solutions.