Case Study: Add VoIP To Your SMB Line Card

By Mike Monocello, Business Solutions magazine

For seven years, Dan McNeel, owner of VAR Pittsburgh Networks, was content to operate his company as a general IT consulting and outsourcing firm servicing the SMB market (25 to 50 clients, according to his definition). Growth was steady, but far from awe-inspiring. Then, two years ago, the VAR achieved 100% revenue growth. How? By adding VoIP solutions to its line card. Today, with VoIP sales making up 50% of Pittsburgh Networks' revenue, McNeel's story is one that any VAR not selling VoIP solutions should pay close attention to.

What drove Pittsburgh Networks to consider VoIP as a line card item? "We encountered so many prospective and existing customers that wanted a new VoIP phone system in addition to our traditional services," says McNeel. Unfortunately, Pittsburgh Networks didn't have experience in VoIP systems, so the VAR passed up the work. Eventually, McNeel realized that his company was leaving money on the table. After watching multiple VoIP sales go to other companies, he began investigating VoIP.

Used with permission from Business Solutions magazine.