akQuise strategen - Podcast · Chef-Strategin Petra Sierks & die akQuise strategen

Herausforderung bei der Vertriebsstrategie in DE | Interview: Experte für Cloud-Telefonie Ron Miedema #35

·23 min·2 clips

Dutch cloud telephony expert Ron Miedema reveals how Voice plans to conquer the German market from its Dutch stronghold.

The episode begins with host Petra introducing Ron Miedema, a Dutch cloud telephony expert from Voice, who has been marketing in Germany since 2015. Ron outlines Voice's expansion plans, currently active in four countries including Germany, with ambitions to enter Austria, Switzerland, Spain, Italy, and France. He describes Voice's two product offerings: a user-friendly cloud telephony product for small customers with features like voicemail transcription and flat-rate calling, and a new integrated platform for large customers combining telephony, contact center, chat, AI, agnification, customer experience software, and CRM integration. Ron emphasizes that data centers are located in Frankfurt and Amsterdam, ensuring data remains in Europe. The discussion shifts to target customers, focusing on businesses with multiple locations or mobile employees rather than single-office firms. Ron explains Voice's partner channel strategy in Germany, where partners handle larger customers while Voice provides automated onboarding for small customers. He notes the importance of support, with partners choosing whether to handle first-line support or have Voice manage it directly. Petra asks about acquisition activities, and Ron contrasts the Dutch market, where Google Analytics drives many small customers daily, with Germany, where they use similar tactics but face different customer mentalities. Ron highlights cultural differences: Germans are more cautious and test products thoroughly before buying, while Dutch customers are more direct and quicker to switch providers. He shares anecdotes about response rates on LinkedIn, noting Germans often don't reply even to polite messages, which is a cultural norm. Petra inquires about partner support, and Ron details Voice's marketing agency that assists with local events, branding, and documentation in German, including a free branded portal for partners. He stresses that Voice doesn't require revenue commitments from partners, trusting their effort. The episode concludes with contact information: end customers can visit Voice's website, while partners should contact Ron directly via LinkedIn for meetings.

Listen to the show on

Apple Podcasts Spotify

Play clips from this episode More from akQuise strategen - Podcast