In today's fast-paced, multitasking, do-more-with-less work environment, vetting new IT solutions can be a major drain on an IT service provider's time and human resources. In fact, it may be tempting to take a vendor's pitch at face value and try out that new BDR or network security offering "on the fly" with the next end user candidate that comes along. "Don't do it!" advises Eddie Goff, director of sales and service at boice.net
. Living by this motto has served this VAR well over the past 20 years, playing a key role in the 90 percent-plus retention rate it enjoys with its 300 active customers.
Late last year, boice.net's business strategy was put to the test while attending a Cisco Partner Summit. The VAR was approached by Cisco and Ingram Micro representatives about piloting Cisco’s HCS, a cloud-based unified communication and collaboration application.
“We already ran Cisco voice internally, and we were curious as to how this technology would translate to the cloud,” recalls Director of Sales and Service Eddie Goff. Rather than giving in to the temptation of assuming that because it understood how the solution worked on-premise, the VAR did the right thing and set up an extensive test and documented their test results using an Excel spreadsheet with tabs for each test.
“Over a six-week period, we conducted various tests including: caller ID verification, external call routing, blind and consultative call transfers, external calls, long distance calls, call forwarding to internal and external phone lines, and external voice mail access," recalls Nathan Richie, senior consultant at boice.net.
After doing its due diligence, boice.net now has a conviction about the five criteria that determine whether a customer is a better fit for a hosted or on-premise collaboration solution. You can read more about those five criteria by reading "Putting Cloud-Based Communication to the Test