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Execution of a UC Strategy Requires Partnership
November 22, 2013 @ 11:18 AM | By James Whitemore


The successful deployment of a unified communications solution requires a true partnership. An effective partnership leverages the expertise and knowledge of both parties focused on a shared objective. At West IP Communications, we have enjoyed a long history of client relationships based on trust and mutual respect. Because continued communications is essential to a business, it is imperative that you identify a technology partner that you can entrust with the future enablement of your company’s business communications and operations.

One recent client that has come to see West IP Communications as a partner had been researching the benefits associated with a UC strategy to enable better communications between its U.S. location and its offices across the Atlantic. The need for more efficient collaboration between employee locations plus the opportunity to consolidate the company’s data and voice networks and enable key applications like IM/presence were the primary drivers. And yet, this was an enterprise IT organization that didn’t have a history of outsourcing. However, this was a fantastic example of how we were able to leverage each other’s knowledge and expertise to produce a solution that significantly increased collaboration and efficiency while addressing the necessary regulatory issues required.

The client was extremely knowledgeable in managing their data networks to address their industry’s regulatory requirements and yet the client’s existing in-house knowledge of specific telephony and application management solutions was not as strong. Enter West IP Communications. This combination of the client’s knowledge in combination with West IPC’s expertise in deploying a UC solution that integrates enterprise communications via an application-aware network provided the solution required. It truly was a sharing of information to get to the best possible outcome.

When you evaluate UC vendors as potential partners, keep this notion of true partnership in mind. Ask yourself:

  • Is this company all about a single proprietary solution or can they work with us to create options that are right for our business?
  • How much time do they spend getting to understand our infrastructure, our processes, and our goals?
  • Do they have a history of strong client retention?
  • Are they willing to share their knowledge with us freely and without reservation – or are they relying on a ‘black box’ approach that shields information from us?

If you are anything less than satisfied with the answers you get, then maybe a true partnership isn’t what this vendor is looking for. And if that’s true, what is it they are looking for?

James WhitemoreJames Whitemore is senior vice president of sales and marketing at West IP Communications, the team that delivers InterCall’s unified communication services. InterCall and West IP Communications are both a part of West Corporation. James holds a B.A. (Hons) degree in Business from Newcastle University in the U.K. and currently resides in Boulder, CO. In his downtime, James is an avid skier with an enthusiasm for traveling and car collecting.

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