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Exploiting the convergence opportunity

Siemens Communications are based in the UK and provide telecommunication solutions to the enterprise and SME market. The company address the SME voice market via an indirect channel of solution partners in the UK.

In this highly competitive space Siemens realised that to gain the competitive edge they needed to offer their partners something more than technical training on data products. Siemens wanted to offer a focused education program to their partners' sales and operation personnel that would help them maximise convergence opportunities.

With more data communications products being launched into the voice market, Siemens realised that to meet their goals they needed to have a new approach to channel training.

Working together, a channel-focused curriculum was developed. By leveraging our sales and channel training expertise a complete program was quickly developed. The program was designed to give delegates confidence in discussing convergence with their customers at the same time helping them to spot opportunities and win new business.

Delivered through a combination of training methods, the program combined technical information with a delivery designed for business-focused personnel. It provided the channel partners with an important sales tool to help them gain the competitive advantage.

The on-going program enabled Siemens to address the needs of hundreds of channel personnel. In fact it proved so popular that both internal Siemens staff and direct customers attended the program. Siemens achieved a growth in revenues derived from convergence products via the channel and laid a solid foundation to fully exploit the market opportunity.

Last Updated on Friday, 22 May 2009 12:45