Although enterprises across the world greatly differ, both culturally and operationally, a commonality they share is the need to connect their disparate workforces. Now more than ever, we’re seeing a sharp, global rise in telecommuting, with 34 percent of business stating that over half of their full-time employees will be working remotely by 2020. While this has benefitted businesses by opening the doors to worldwide talent, it has also created more opportunity for partners to drive new revenue streams from UCaaS.
Perhaps the greatest catalyst for this transformation is the emergence of innovative cloud-based communications technologies. Today, we’re seeing even the largest Fortune 100 companies begin to take a cloud-first or cloud-only approach to their IT. This is a direct result of the universal desire to shift costs from CAPEX to OPEX, unite globally disjointed workforces, unify siloed systems through standardized solutions, and have the ability to scale on demand. Companies want to reduce spend on physical equipment that depreciates and put it into future-proof platforms that will increase employee productivity and organizational agility.
In its Worldwide Unified Communications and Collaboration 2016 Top 10 Predications report, IDC states “the future of the UC&C market lies in defining business outcomes for customers.” The research firm stresses the importance of creating a better, more intuitive user experience through real-time communications, collaboration with context, and integrations with business systems and applications, no matter the location or device. To put it simply, businesses of all sizes, all over the world, are looking for the robust features cloud-based UCaaS provides.
Adding Revenue Through New Features and Customization
UCaaS presents a lucrative opportunity for partners because it allows them to capture larger, global contracts and offer another business-critical cloud service to their clients. The technology makes it possible to seamlessly extend the reach of service overseas while also guaranteeing performance. For example, leveraging the right provider can ensure a consistent communications experience can be delivered in Munich, Tokyo, Mumbai, and Chicago.
Not only does UCaaS lead to larger contracts in terms of scale and revenue, it enables partners to seamlessly earn more through the addition of new features. Because of its scalability and flexibility, clients can add or remove lines, users, and features within a matter of minutes. It’s a true win-win for both parties because the customer can expand service as needed and the partner can earn more revenue through these add-ons.
Additionally, UCaaS is highly customizable, making it possible to seamlessly improve the user experience through integration with CRM and RTC apps. On top of developing a more efficient and personalized user experience, this opens opportunities for partners to drive more revenue and leapfrog their competition. For instance, Nemertes reports that 52 percent of organizations are interested in SaaS apps.
Opening Doors for Added Services
Along with delivering partners an increased revenue stream with larger profit margins, these large-scale implementations also satisfy the client by lowering costs and providing a consistent QoS/QoE around the world. In turn, they’re more inclined to come to the partner for more projects, including those involving international locations. As long as the partner has the right relationships to allow them to deliver a wide portfolio of IT solutions, they can capitalize on larger opportunities and new revenue streams.
One of the biggest mistakes a partner can make is solely relying on integrations to drive revenue. There are so many doors a successful UCaaS implementation can open, including network connectivity and desktop/server support services. Caitlin Clark-Zigmond, the VP of product at Coredail, says “VARs and MSPs that sell management and support services with UCaaS can earn two to three times the monthly revenue levels as agents.” This is because they can grasp a significant portion of their client’s IT spend and become the trusted advisor for all technology services, allowing partners to earn additional revenue from solutions they traditionally haven’t offered to their clients.
Leveraging the Right Vendors
Choosing the right vendor is probably the hardest part of selling UCaaS services. A great vendor will do more than make the sale and move on; they’ll ensure you have the tools and training needed to effectively position the solution to your customers. When searching for a vendor to team with, consider the following:
- Transparent payment models with no hidden fees.
- A wide variety of features you can continue to drive revenue from.
- Complimentary testing to ensure the platform works properly across the client’s network.
- Training and educational resources to help you effectively position the solution to customers.
- International coverage so you can implement at all client sites, regardless of territory.
TBI works with the industry’s most regarded vendors of UCaaS solutions. To see all of the UCaaS vendors we work with, which countries they are strongest in, which verticals they work best in, and more, check out our UCaaS comparison guide. For any additional information, or to discuss strategy on how to sell your clients global UCaaS solutions, reach out to TBI today; we’d be glad to work with you.
About the Author
Adam Dawson is TBI’s Marketing Communications Manager. As the organization’s wordsmith, he is responsible for creating engaging content and carrying out internal and external communications programs. This includes circulating information to TBI’s agent partners, educating them on hot topics in the industry, and guiding them to the best provider products and solutions for their portfolios.