For many partners who sell into the UC, CC or video space, selling networking and infrastructure solutions might seem like a daunting task. This segment spans a wide range of components – from routers and Wi-Fi to battery backup and gateways – all of which are critical to successful communications deployments. Want to be a trusted advisor to your customers about these technologies? What questions should you ask to get the conversation started? Some things to consider:

Why is networking and infrastructure important?

Any communications experience is only as good as the network on which it relies. With modern VoIP technology a well-planned network and infrastructure is not only impactful but also critical to business operations. Wireless, for instance, has always been viewed as simply an extension of the wired network. But in today’s evolving business landscape, wireless-enabled devices are becoming more common than ever as a first mode of connectivity and users are expecting Wi-Fi with enough capacity and wired-like connectivity, to support all their voice and video needs. Battery backup and rack enclosures are also key when it comes to securing the communications network. And, if the communications devices don’t have access to quality power and/or lose power unexpectedly, it could lead to costly outages, damaged equipment, or worse. And, no matter how well the network is designed or how well it is/was functioning, problems may arise which – left unresolved – can be devastating to customers with mission-critical voice/video needs. Networking monitoring and/or media management solutions are often needed to identify and resolve problems before they cause long-term impacts and damage customer experiences.

What are typical considerations when it comes to networking and infrastructure?

• Routing & Switching – How many devices need to connect? What applications does the customer have/need to support and what are the required/minimum bandwidth for each? Are redundancies possible?

• Wireless – What type of wireless technology is needed and from where are the devices connecting? Are those devices only in the building or campus or do they need to support remote locations/users? Are there conflicting radio frequencies in the area?

• Battery Backup & Rack Enclosures – How much capacity is needed? What type of mounting options are available/required? Are they concerned about unreliable power, earthquakes, or poor air quality?

• Monitoring & Media Management – If problems arise, what is their expectation of being able to identify the root cause (what actually happened)? How quickly do network issues need to be resolved? What do they want to monitor? How much history is needed?

• Gateways – What currently isn’t connected by should be? Do they have legacy platforms and/or technologies that need to be converted? Are the devices on the system properly secured?

Want to learn more about all of these technologies and how ScanSource can help you sell networking and infrastructure solutions with confidence? Reach out to your ScanSource sales rep and let’s chat!