The 10 Step Response Point Partner Playbook


Steps.jpeg 1. Select Your Hardware OEM:



Aastra, D-Link, or Syspine


2. Choose Your Service Provider:



Bandwidth.com, Cbeyond, NGT, Junction Networks, Packet 8, SMB Phone, TotalTel


3. Know the Response Point Peripherals:



Quintum for Gateways, ClearOne for speakerphones


4. Get Smart:



Read books – from Harry Brelsford and Joe Schurman



Take online training from the RP web



Take Microsoft Learning course #74-675


5. Stock Up:



Get a permanent demo unit at a discount from your OEM



Use it for demos and hot swap backups for your managed services


6. Get Involved in the Community:



Read the Response Point team blog; visit Telephonation.com; join the Response Point LinkedIn group


7. Market Yourself:



Get a Yellow Page ad in the TELEPHONE section; do a direct mail piece; put on an event; join local professional organizations


8. Get Those Leads:



Get to know your local Chamber of Commerce; know your local moving companies; Extend your SBS installed base with Response Point; investigate sba.gov for local angles and opportunities (i.e. monthly SCORE meetings…).


9. Sell the Solution:



It’s all about communication and collaboration. Leverage your SBS and Outlook skills with the client. Customize the RP toast with SP2, customize the auto attendant….


10. Manage that New Customer:



Deliver regular maintenance; sell remote management; network assessment health checks; Response Point customization. All are good ‘links of revenue' that add up overtime.

Comments (1)

  1. Robert says:

    "Bandwidth.com, Cbeyond, NGT, Junction Networks, Packet 8, SMB Phone, TotalTel"

    Many customers have never heard of any of these guys – when are "the big boys" (AT*T, Qwest, Verizon, etc) going to get into this market?  There’s some hesitancy with the "are you sure these guys are going to be around next year>"  question.

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