Small-business Expert Interview: Joel Dubinski, Head of SMB Sales at InterCall

DollarDays Blog is pleased to present the small business expertise of Joel Dubinski, Head of SMB Sales at InterCall, a company that offers conference call solutions for businesses, including audio conferencing, web conferencing, and video conferencing.

DollarDays Blog (DDB): Please provide a brief bio and description of your company.

Joel Dubinski: I drive InterCall’s growing small- [and] medium-sized business presence while maintaining its emphasis on [our] customers’ needs and quality of service. I oversee a team of inbound sales representatives responsible for InterCall’s online sales while also managing multiple teams that are solving the collaboration gaps of InterCall’s small- [to] medium-sized business. During my time at InterCall, I helped form a strategic partnership with Huddle, creating the world’s first unified collaboration, communication and social networking platform.

InterCall is the trusted advisor to the small- to medium-sized business owner. Our company specializes in providing a variety of toll-free audio, web and video conferencing solutions, facilitating thousands of meetings each day. Our investment in the latest technology and bridging systems enable[s] our clients to enjoy the highest level of quality and service from each and every conference call and web conference.

DDB: What is web conferencing, and how can small businesses benefit from using it to run more effective, efficient meetings?

Dubinski: Web conferencing is an essential tool for small businesses. It allows them to reach a larger customer base without increasing their overhead costs. Web conferencing can demonstrate to their audience that they are in tune with advancements in technology and are willing to use something new and innovative to increase their productivity. With the use of web conferencing, a small business can shorten their business cycle, which will lead to an overall stronger output in sales, growth and reach.

DDB: How can Web conferencing help SMBs project the image of successful, stable companies?

Dubinski: Many SMBs are startups in every sense of the word. SMB owners may be working on a shoestring budget or even working from home, all the while trying to do the best they can to generate a perception of an established business so they can compete with larger companies. A professional-looking and [professional]-sounding Web conferencing service conveys the perception of professionalism and an established business. Instead of using a sometimes-unreliable home phone, landline or mobile phone to conference multiple parties in and possibly incur static or lost connections, a Web conferencing service ensures clear, effective and efficient conference calls every time. Calls can be recorded, many parties can dial in, and video conferencing can easily be added to enhance meetings.

DDB: What are some of the lessons that InterCall has learned from providing conferencing services to small businesses over the past 15 years?

Dubinski: Personally, I have learned that some business needs do not change. Regardless of how big or small a business is, people will constantly be looking for better ways to communicate and collaborate. InterCall is unique because our mission is to help provide conferencing and collaboration services to all businesses to help them communicate more efficiently and effectively regardless of size. It is also true that although a business may start as what is labeled “SMB,” it has the potential to grow into a larger enterprise company. InterCall wants to be there every step of the way and help them achieve their success.

DDB: Are there any new, exciting developments coming down the pipeline that SMBs should know about in the Web conferencing market?

Dubinski: As Web conferencing becomes more and more evolved, the ways to communicate change—the addition of VOIP and audio broadcasting to Web conferencing solutions are becoming more popular, as are virtual webinars. As Web conferencing is becoming more and more commoditized, these enhancements will help different providers differentiate themselves.

DDB: How can SMBs choose a Web conferencing provider? What should they look for, and what questions should they ask?

Dubinski: As SMBs start to choose a Web conferencing provider, there are a few things they should be looking for. First, does the company have multiple options for Web conferencing solutions? You do not want to be pigeonholed into one platform if your needs change and evolve. Secondly, SMBs should be looking to make sure that their Web provider has a strong integration with audio conferencing, as these services complement each other. Finally, one should make sure the company is putting money back into its own products [and] services for enhancements and R&D, like InterCall does.

In regards to functionality, SMBs should be asking the following:

  1. Is it easy to use?
  2. Is there a low barrier to entry?
  3. Is it a scalable product?
  4. Is this for small collaboration groups, large webinars or both?
  5. Does it have the “core features” that almost all platforms have (Aaudio integration, app/desktop sharing, presentation uploads, chat capability, email integration)?

Those are some of the basic inquires I would be asking if I were purchasing a Web conferencing solution.

Does your company use a Web conferencing or teleconferencing product to communicate with customers, colleagues or vendors?

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