Infonetics has predicted that $377 billion will be spent on business and residential use of VoIP, UC and SIP Trunking between 2012 and 2016. So the needle is pointing up to say the least. This is an opportunity for Interconnects and MSPs who are looking to drive recurring revenues, expand their services, and provide greater value to their customers. As Peter Radizeski recently pointed out at TMCnet, now is the time for VARs to put a plan together.
It appears that the alternative is to be left behind. Hosted PBX and UC are the future for most workplaces; consider that, according to Mashable, "millennials" - 20-something digital natives - make up 46 percent of the workforce. Millennials embrace hosted services (aka "the cloud") and the flexible configuration options the cloud makes possible, and are demanding a smart communications system that gives them complete mobility. So the ability to sell a Hosted PBX solution to your customers seems to be a "must-have" for your business.
So how will you deliver? There are numerous options, but the first decision is whether or not to be a sub-agent of a carrier, or should you choose a white label solution that puts your brand front and center with your customers?
"At CoreDial, we designed our software platform specifically for Interconnects, MSPs and Carriers to offer white label products and services because end-user customers want to buy from these companies," said CoreDial CEO Alan Rihm. "This channel typically is cut out of the margin rich, recurring revenues associated with cloud communications products and services, yet they are the ideal stakeholders to sell, deliver, manage and invoice for these services, under their own brand."
"The end customers want one source for all voice and data services, and they want to buy services from a provider they're already comfortable with," said Rihm. "The Interconnects and MSPs are typically in the local service area, and it's just cleaner for the end customer this way. It also builds brand value in our white label Partners. The end customer gets the best solution to meet their requirements, a better overall experience, and one white label Partner branded invoice for all recurring and non-recurring fees."
Rihm says it's imperative for resellers to choose a provider that views the relationship as a true partnership. Interconnects and MSPs should discern whether the provider has the ability to assist them in learning and operating this new line of business, from selling and delivering Hosted PBX to managing it in an ongoing manner and even invoicing for the service.