Reflecting a great launch of their latest campaign, "Not All BroadSofts Are Created Equal", I caught up with Iain Sinnot, Sales and Marketing Director of VanillaIP. Before we dug into the finer details of the campaign success, we spoke about the continued combination of sales and marketing working together - unlike the archaic method of sales versus marketing. Iain mentioned this method has become part of the marketing training program at VanillaIP, The Class of 2019, as VanillaIP shares this highly effective process with their partners.
"Not All BroadSofts Are Created Equal"
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Iain Sinnott[/caption]
Speaking about the "Not All BroadSofts Are Created Equal" campaign, Iain mentioned the underlying problem inspiring this campaign was the stigma that customers and partners have already seen BroadSoft and they are all the same. "We've all got servers and can buy licenses. But, we've gone about creating a cloud communications service in which BroadSoft is a key component. We have exploited a huge amount of functionality. However, the key is we don't bundle it all together. We deliver it as a baseline product and offer other services which can either be taken in bundles or true on-demand services.
No single service
Iain said VanillaIP doesn't create a single service for resellers to sell.
"We create examples and we create a base package with a full a la carte range of services. A reseller wanting to sell cloud can buy and sell 30-day licenses on every product".
This allows resellers to offer a true cloud service.
Take the example of being a standard office user without a direct dial. That's all you buy. If you change your role and need something as simple as voicemail or maybe you need call recording or to work from home. VanillaIP allows you to try the voicemail for 30 days, or take call recording for 30 days. If you don't use it, you can simply turn it off.
