Selling SIP Trunking: Challenges and Opportunities

The forecast for VoIP access and SIP trunking services in the North American market is massive. At a compound annual growth rate of more than 27 percent through 2016, the market will reach $3.9 billion, according to Frost & Sullivan.

SIP Trunking Challenges

While TDM (Time-Division Multiplexing) is the legacy protocol for sending voice calls over copper wires, that infrastructure is aging, which translates to increased conversion to SIP, offering cost savings, flexibility, resiliency, scalability and much more. Nonetheless, change is a challenge for many businesses.

Here are some of the challenges your customers might raise when you’re selling them SIP Trunking or enhanced SIP trunking, and the answers that will help them to decide to move forward:

Challenge: The cost of change
Opportunity: Significant recurring savings for single and multi-site locations

SIP trunking helps reduce costs of single office, or multi-office businesses, and provides the most efficient way to integrate VoIP into existing communication systems. Small and mid-sized enterprise can eliminate old style PSTN circuits, and leverage modern style IP connections, and even combine voice and data over the same local area and wide area network (LAN / WAN). All of this, can be offered by a company like yours.

Challenge: Replacing old style TDM equipment with SIP capable equipment
Opportunity: having an agile communications system and technologies that works for your customers

No one is investing in old style TDM technologies at this point. Industry-wide, R&D is directed toward IP based communications. SIP-enabled technologies now offer al the same features and functions of the legacy solutions, and in many cases, even more. Most modern routers now support SIP, and offer advanced capabilities like QoS (for prioritizing voice over data, and assuring great quality), and improved business continuity options like failover to a secondary IP connection.

Challenge: Service reliability
Opportunity: Better redundancy and scalability

Here’s the truth – SIP trunking increases quality and reliability of service. SIP offers more flexibility compared to legacy PRI circuits or POTS lines. SIP trunking also allows for enhanced and automated fail over features, not typically available with legacy solutions. Other added benefits include, mobility, flexible connectivity options, virtually limitless scalability, all of which increase organizational productivity.

Challenge: Security concerns
Opportunity: A variety of secure SIP solutions

It’s true that SIP trunks are subject to potential security threats just like traditional PSTN connectivity options, and more when SIP is being utilized over an unprotected broadband connection. However, SIP applications built with the proper protections, such as Session Border Controllers (SBC), firewalls and other technologies, are very secure. VoIP calls can be even more secure than those made on the PSTN depending on how your solution is implemented. Security is all about layers. With the proper focus and knowledge, SIP trunking solutions are every bit as secure as legacy models.

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