Selling Cloud Based Voice Solutions

Selling Cloud Based VoIP

It is estimated that the UK telecoms market is currently worth £35 billion a year and growing. Whether you are a traditional telecoms dealer or an IT support company and are considering adding voice to your portfolio, you could easily get a bigger share of this profitable market. Classic phone systems that companies have to run separately from the rest of the business are being replaced with modern integrated cloud based systems. Here are five things to bear in mind when delivering solutions to your clients.

  1. Subscriptions are the future.

Dropbox and Salesforce are great examples of where a product is delivered as a service and where new subscription based billing is replacing the old way of invoicing. Customers want convenience and simplicity, and delivering telephony as a subscription based service gives them just that; one monthly bill per user where they know their costs upfront and get no nasty surprises in call fees.

  1. IT and Telephony go hand-in-hand.

The role of telephony in businesses is evolving. In the past an organisation purchased an expensive on-site system that was managed in-house or outsourced. The cloud has made these systems outmoded as there is no initial outlay is for hardware. The service provider bears full responsibility for its running and updates via the Internet. For the business, voice becomes just another IT application, simple and easy to deploy much like email systems and firewall configurations. IT Resellers not selling voice as another application are missing out on the opportunity to increase their revenue by doing what they already do. Traditional telecoms resellers might want to consider upselling other IT applications alongside voice since they will increasingly find themselves selling to the IT Manager.

  1. Focus on benefits, not features.

Of course your customers want to know what features they get but what they’re really interested in is how it will make their life easier and benefit their business. The IT Manager will be looking for reassurance about ease –of-use, uptime, resilience and call quality. Business owners will listen if you talk about improved productivity and cost savings in the form of the ability to manage the system in-house and plug-and-play simplicity.

  1. Mobility is a business driver

Businesses today rely on the ability to communicate effectively from any location on any device. Your customers are likely to have remote workers, sales staff on the road, or employees who travel for business. Mobile integration is at the heart of their business communication needs and should be positioned as an integral part of the system rather than an extra.

  1. Moving from Cap-ex to Op-Ex for greater agility

Customers no longer want to shell out for an expensive piece of equipment that is likely to need replacing or upgrading in five to ten years. Not only does the cloud make for easy budgeting in the form of a fixed ongoing monthly bill, it also brings the latest technology and functionality to your client base as part of the package. If your customer is small they can start out with a couple of subscriptions and scale up on demand as they grow.

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