Infinite Conferencing Helps EnGenius Technologies Keep Customers Connected
Costa Mesa, Calif.-based EnGenius Technologies relies on more than 2,000 customers to sell and install its industrial cordless telephones in schools and warehouses throughout the U.S. When EnGenius saw stagnant sales figures, blame fell on the lack of a training program and failure to keep customers informed about updates and changes.
“We had no real way to get in contact with all of our customers and that caused a lack of closeness between the company and the reseller,” said Sarah Waffle, national channel sales manager, Telephony Division, EnGenius Industrial Cordless. “Moreover, there was a real lack of motivation on the customers’ part to sell our product because they didn’t know enough about it to be able to sell it.
“When it comes to resellers who have many products to sell, we know they sell the one they were most familiar with. If that’s not us, we lose,” admitted Waffle. “We needed a broad program to get closer to our authorized installers and at the same time trying to cut down on budget costs. Reaching them individually by phone or trying to visit them around the country wasn’t an option.”
So, when the manufacturer of industrial cordless telephones realized there had to be a better way to communicate with – and educate -- its customers, it turned to technology -- an easy-to-use, cost-effective Webinar system offered by Infinite Conferencing.
EnGenius’ Waffle said the company started out with three Webinars a month. Now, it holds 16 monthly web conferences!
“We send out a monthly schedule as part of our product bulletin. We offer five different Webinars on different products. Most customers will do all five and then they will send their staff in to do the Webinars for training,” she said.
Most importantly, the low-cost and ease-of-use of the Webinar system has translated into bottom line dollars for EnGenius!
“The response we’ve gotten from our clients after they’ve gotten trained via Webinar is just amazing. They are so much more involved with the product and this has translated into a very direct positive impact on sales. The ROI couldn’t be better,” Waffle added.
The Webinar system is incredibly easy to use and there is no need to make a reservation to hold a web conference! The user simply invites participants to the online conference – usually by e-mail invite with time/date and logon information. The initiator of the Webinar logs in, as do the other participants and, voila! Let the web conference begin.
In fact, according to Waffle, training a very large group – such as EnGenius’ 2,000 nationwide resellers – is now incredibly easy thanks to Infinite’s Webinar’s extensive application and desktop sharing ability. Participants in the Webinar can see what the “leader” is doing in near real time and can view any graphics or content (such as a PowerPoint presentation or Excel file) that is posted for view.
Additionally, the Webinar can be recorded -- including the audio - to allow participants to play it back on demand. “We looked on line at many options and Infinite seemed like the best,” Waffle said. “It’s cost-effective and the service offers the ability to produce automatic reports. I can see who attended each Webinar and for how long.”
Infinite Conferencing has, without a doubt, helped to drastically improve communication internally and between EnGenius and its resellers, Waffle said. Resellers have commented that the Webinars are extremely easy to participate in -- easy to log on to and use.
“Our customers enjoy the training sessions and feel much more connected to the company as `partners.’ And, the increased sales are amazing,” she concluded. “Infinite Conferencing’s Webinars have added a great dimension to our business.”
