Our India-based authorized Xorcom distributor, KEVE Info Systems, has contributed the following sales tips for promoting Xorcom solutions to proprietary PBX customers, broken down into three distinct opportunities:
First Opportunity – Converting customers from analog telephony to IP telephony
Leaders in the business telephony market, such as Cisco, Avaya, etc., used to have heavy price tags and definitely there is entry barrier for the SMB/SME segment. Medium-sized companies couldn’t afford to deploy IP telephony for the following reasons:
- Software License Fees – equivalent to hardware costs or more had to be paid as software or license costs for IP PBX
- Closed Code – even after paying the software cost, the code was closed and accessible only to the original developers. As a result, integration with other platforms was restricted to certain channels within the original company.
- Expensive Hardware – the closed nature of software + embedded hardware provided enough room for manufacturers to hike up the prices of the hardware, basically leveraging on the demand that might exist in the market.
In contrast, the Xorcom open source based solution features:
- Open Source License – zero software license fees for IP-PBX and IP phone users. Asterisk, the leading softswitch, has been developed as GPL (General Public License), and is therefore free for use in all supporting hardware.
- Integration Opportunities – since the source code is open, all software integrators are free to integrate to third party applications/platforms. In fact, dedicated open projects are around to manage certain integration projects, including hospitality solutions. For example, www.pbillx.org is a middleware project between PMS software ‘Micros’ and Xorcom solutions. There are plenty of integrations among other verticals.
- Cost-effective Hardware – with the rise of open source IP telephony, there comes a promising business model, which is hardware for open source telephony. Initially this opportunity was not tapped; manufacturers were skeptical about the maturity of the Asterisk project. Soon enough Asterisk became the best telephony softswitch, and demand for fully supported hardware was widespread. Xorcom was the first to lead the development of enterprise grade hardware for Asterisk telephony.
So, with zero cost open source software and low cost professional Xorcom hardware, you are in a far better position to offer highly competitive IP telephony solutions when compared to Cisco, Avaya, etc.”
– M T (“Mike”) Kondela – KEVE Info Systems
Second Opportunity: Reselling specially-designed hardware
While you can take the complete credit and benefit of implementing and integrating enterprise grade IP telephony, you can still enjoy a fair % of profit by reselling the hardware, like Xorcom IP-PBX and channel banks. Xorcom’s hardware is completely unique as a result of continuous R&D efforts, thus maintaining a good amount of market share.
Third Opportunity: System integration
As you know, Xorcom is already a technology partner with MICROS Fidelio Opera, Protel, Amadeus, etc. Apart from these integrations, Xorcom’s authorized partners have successfully integrated solutions for other verticals, including banking, education, manufacturing, etc.
There are many aspects you need to consider while you are exploring this particular market. Also, in order to build a business model based on the above, someone on the team should have a good background in Linux and Asterisk.