3 Points Scores Extra Points with M5
M5 Networks, a Voice over Internet Protocol (VoIP) technology provider, went public with a deal that sees its client, 3 Points, increasing sales “significantly” with M5’s technology. 3 Points is a provider of technical design, installation, support, and security for servers, networks, and computers to small- to mid-sized businesses in the American Midwest.
Kevin Doyle, the president of 3 Points, says he’s very impressed by the results his company has seen. He was skeptical at first because of less than desirable results he’d had with another vendor, but was willing to try, not only as a way of generating more sales for himself, but—if he was satisfied with the solution—as a way of determining whether he wanted to become involved in reselling.
“Our philosophy is implement it yourself before you sell it to your clients,” says Doyle.
The system has been in place for about a year, but hadn’t been used to its fuller capabilities until a few months ago.
“In that time we used it for nine months before we started taking advantage of the reporting aspects of their system,” Doyle says. “We knew it was there, but we were kind of just getting to know the system.”
Since using it, the company has been able to identify its call flow volumes and figure how to allocate its resources—such as staffing its help desk. Allocation of resources is key. 3 Points is a smaller company, with about 100 clients on recurring maintenance contracts. As such, cost for it, as well as its small business clients is a vital component when considering an implementation. Happy with those results, the company has begun reselling M5's solutions to its own clients.
“The thing like most about it was that it gave you visibility on the phone system that you just can’t get with any other system,” Doyle says.
Doyle explains that system has allowed his company to monitor outbound calls to make sure that sales representatives are meeting their targets, and to help them chart out what their targets should be. This is a key factor in drumming up business, he asserts. Sales are a numbers game and outbound calls are a determining factor in extending a company’s reach.
How much this reach has extended remains uncertain, though. When asked for more specific information about how much sales have increased, Doyle declined to comment.