Bundling additional solutions into an existing offering increases value, reach and reputation, and UCaaS is a great opportunity for any partner to add ‘one more card to the deck’. John Richardson explains why IT resellers, service providers and MSPs should add UCaaS to their solution stack.
UCaaS is set to reach a value of $79.3 billion by 2024, driven by accelerating cloud adoption, flexible partner models, and innovative technologies.
The cloud environment means that almost any reseller or solution provider can branch out into the world of UCaaS. With its combination of easy upfront payments and recurring revenues, choice of customer engagement models, and no need for UC experience, it’s an easy addition for any partner looking for a new, reliable and recurring revenue stream.
Traditional voice partners
UCaaS is an attractive proposition for traditional UC and voice partners as competitive commissions scale with volume of seat sales. The vendors in the Westcon portfolio – Avaya, Mitel, RingCentral and Microsoft – are all market leaders and brand recognition fosters brand loyalty. And it’s not just an SMB play either – our vendors’ solutions are built for unlimited scale.
Partners can leverage their existing voice sales experience and offer a choice of CPE or hosted to existing legacy customers, or offer new services such as running hosted apps on SIP trunks and bundle connectivity and other telco services with hosted solutions.
Networking, security and MSP partners
Reseller partners in the networking and security fields are ideally placed for UCaaS too, as they can capitalise on their existing large existing customer base that trusts them with business critical IT. IP and network skills support UCaaS, so they can promote hosted voice along with networking sales and services as a complete IT supplier.
Networking (including SD-WAN) and security technologies are evolving to as-a-service models. Partners can use UCaaS as leverage to offer security and networking health checks to drive attach of their primary technology focus, as there’s no need to be a UC expert to sell UCaaS.
UCaaS is an easy fit for MS partners as it’s just another app. There’s no need to expand into complex and low margin hardware sales, and it offers connectivity with Office 365, Dynamics and MS Teams, making it a logical up-sell. Smaller customers who can’t justify the cost of premium licensing can turn MS Teams into an external telephone system.
We have the knowledge, experience and expertise to expand the sale beyond just UCaaS. With unique finance offerings, we can convert virtually any product or services deal into a monthly consumption service with the partner receiving up-front payment.
We work with world-leading UCaaS vendors and offer flexible sales models suited to every opportunity, partner or sales agent. Get in touch and see how we can maximise your UCaaS opportunity.