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April 09, 2012

AVAYA News - Gage Telecom Dominates Industry with Jenne Solutions Designer

By Susan J. Campbell, TMCnet Contributing Editor

Avaya (News - Alert) Internet Protocol (IP) solutions can often be in high demand due to a company’s approach to high quality VoIP-based solutions that effectively and efficiently handle a multi-channel environment with ease. Gage Telecom, known as the Avaya IP Implementation Specialist, provides Avaya IP Office systems to large-scale businesses throughout the U.S.

A certified Avaya reseller, the competitive advantage Gage Telecom offers over other industry players is a partnership with VoIP distributor Jenne, Inc. Gage Telecom CEO, Brian Curtis, leverages Jenne Solutions Designer (JSD) in the design of 100 percent of the company’s customer systems.

This Web-based solutions portal allows Curtis to maintain hundreds of current and potential systems at any given time. Through the JSD account, Curtis has the tools to assemble 20-30 new systems configurations per day. They key to this capacity is the availability of hundreds of VoIP product SKUs from an extensive vendor ecosystem, leveraging the power of Panasonic (News - Alert), LifeSize, Adtran and Avaya, to name a few.

Value-added resellers (VARs) can easily select product pricing, specifications and even critical details from the JSD portal. This tool allows resellers to access, review, revise and even sub-in products as often as necessary until the final order is complete. Resellers can also compare and contrast product solutions based on a wide range of criteria. The VAR and the end-user can readily access final configurations stored on the JSD portal.

Curtis claims to know the JSD portal inside and out, working steadily within its capabilities each day. He refers to the system as lightning fast, enabling him to continue to serve as the only solution designer within Gage Telecom, keeping costs lean and the approach to design streamlined. The level of consistency in Gage Telecom systems is reported as impressive.

Why this focus on configuration tools in a market where availability is plentiful? According to Curtis, many offerings fall short in delivering the necessary value. Competing systems have been found to be un-intuitive, based on a spreadsheet approach to design. Curtis refers to Jenne’s system as intelligent and simple, while it allows him to get through the design process seamlessly and twice as fast.

To support rapid growth and demand for intelligent solutions, Gage Telecom now supports salespeople throughout the U.S. Employees can login to the JSD portal from anywhere to review current system designs with Curtis. Such accessibility allows Curtis to easily collaborate with his staff in real-time, ensuring the designed solutions exactly match the needs of the client.

According to Curtis, JSD provides Gage Telecom with the agility necessary to secure new business, while also allowing him to turn over proposals for new solutions faster than others in the market. In a recent RFP, for instance, Gage offered an Avaya IP office system through a quote process that was so quick, Curtis was able to close the deal before other VARs could present acceptable bids. In this case, speed was critical to securing the deal.

“We’re growing dramatically. We just recently added our own direct sales staff in addition to our existing business model of partnering with other providers,” says Curtis. “Jenne Solutions Designer helps in that transition by streamlining the design and the purchasing process, and by making it more collaborative. We can leverage the system to give us an edge in assembling the best solution design for the customer, fast.”  

The Jenne Solutions Designer is powered by eXalt Solutions (News - Alert), positioned as a channel sales best practice. eXalt offers multi-vendor portals for the consolidation of resources, tools and websites. With eXalt, users have a single stream of two-way communications and collaboration for the enhancement of brands and the development of scalable and measureable sales practices.

Available in the cloud, eXalt Sales Portals are designed to power the market’s largest channel sales sites, allowing vendors to share actionable content and create dynamic solutions that distributors want to sell. As a result, vendors grow their demand by influencing behaviors in sales and measuring those elements that impact sales the most in a global market.

Edited by Stefania Viscusi

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