They know the technology but not exactly what they want. It is our job to advise them in accordance with the performance level they require and their budget. There are 20 to 30 enquiries a day from the Web alone. At least 80 to 85 per cent of it is hassle-free. But some products like an Internet gateway requires a certain level of installation that we cannot control.
Customers here like to consult the vendors instead of trying things out for themselves.
In Australia, the customers will have already tried out different options before they phone the vendor. Those with sufficient knowledge and confidence can purchase entry-level network components such as switches, routers and firewalls in computer retail outlets and get started. In most cases, deploying IP telephony requires only minor modifications to the existing network. Internet access is also essential, and this is where security is critical. Coming to such complexities, it is not surprising that he says most SMEs prefer to deal with resellers who can take care of the whole installation and the maintenance rather than buy the components off the shelf and install the network themselves.