Although definitions of unified communications continue to evolve, it includes the core elements of email, web conferencing, unified messaging, video conferencing, audio conferencing and IP communications. CompTIA provides a number of resources for solution providers to understand and enter this growing field.
Channel Training Guides
Channel training guides walk solution providers through understanding and selling unified communications solutions. Self-study guides range from quick-start introductions to an in-depth 10-week guide on building a unified communications practice.
Channel Training Sessions
Channel training classes, presented by industry leaders, cover a practical, how-to approach to building a successful unified communications business. All classes can be taken in-person, and many can be taken online. For a complete channel training class schedule, see our channel training calendar.
- [+] Executive Certificate in Unified Communications (Foundations)
Unified Communications (UC) is more than voice equipment and software; it's a comprehensive solution that addresses each customer's individual business problems. It can also be a complex and challenging technology for solution providers to master and deliver, but what worthwhile channel offering isn't? This three-part programme provides the knowledge and skills training needed to start this type of practice - and make it profitable.
- [+] Unified Communications Channel Training Programme
Course #1: The UC Continuum 1 hour, 45 minutes (live training only)
What do unified communications mean to your business clients? In this section, participants explore the scope of UC, including how it benefits employee productivity and workgroup collaboration, as well as its ability to enhance and integrate a number of significant business systems and processes. Participants begin by identifying and evaluating their readiness to deliver these solutions to their customers. This session touches on four key components: Identifying end-user pain points, developing solutions to address such pain points, discussing the benefits and challenges of UC solutions, and determining the best market/segment opportunities.
Course #2: Consultative Selling 2 hours (webinar option available)
In this session, solution providers work on developing their consultative sales approach for unified communications. Each participant walks away with a deeper understanding of solution-based selling and the ROI metrics required for UC sales proposals. This module covers establishing the skills and knowledge needed for a successful UC consultative sales team, discussing the differences between traditional and consultative sales processes, and identifying the required elements of a solution-focused proposal.
Course #3: UC Channel Readiness 1 hour, 45 minutes (webinar option available)
In the final module, participants begin by defining their strategic position in the UC market — their unique qualifications for success. Solution providers analyse the industry, identify their target market, evaluate the competition, and outline their specific business risks. In addition, attendees develop marketing strategies to target the proper prospects, sales strategies, ongoing sales team training processes, and technology plans that identify their best options and support needs.
- [+] Quick Start Session to Unified Communications
Do you have a solid plan for delivering UC solutions to your customers? If not, this 45-60 minute presentation walks you through the requirements for getting a unified communications practice off the ground. Learn the actionable steps and best practices developed by experienced industry professionals. Session attendees also receive the CompTIA Quick Start Guide to Unified Communications.
CompTIA Market Intelligence
CompTIA research benchmarks business attitudes, purchase plans and technology preferences so solution providers can plan their selling strategy.
Research is available to CompTIA members only.
- [+] Research Study: Unified Communications and Collaboration Market Trends
Unified communications is more than a technology deployment. It often entails a seismic shift in how employees interact with one another and customers, as well as how they share information, manage processes, and balance work and home life.
CompTIA dives into this quickly evolving market to provide a deep understanding into how customers use audio, video, data and collaboration technologies today—and their expectations for the future. This study also provides the channel perspective: Providing insights into how the channel defines UC, the challenges they face in selling UC solutions, vendor partner programmes and more.
- [+] Research Study: Partnering Trends Between Telecom and IT Channels - 2012
Traditional IT solution providers and telecom services agents continue to forge successful business partnerships that reflect a number of realities today: ongoing convergence between the two industries, the impact of emerging technologies and trends such as cloud computing, and the need to fill gaps in skill sets with complementary relationships.