6 Tips for New UCaaS Resellers

January 24, 2022

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Providing your customers with the best products and services is critical to attracting and retaining them. As the workforce model shifts, many may be seeking new technology applications for communication and collaboration, such as UCaaS (Unified Communications as a Service). New UCaaS resellers may not know where to start in promoting the new offering, upselling to existing customers, and selling to new ones.

To help those of you in this situation, check out these tips that can help you increase your revenue opportunities.

Tip One: Get Your Team Up to Speed Fast

Ideally, your UCaaS partner will play a role in educating and training your sales team. First, they need to understand the platform’s logistics so they can demo it to customers. More than that, they should also understand the features and the benefits they provide to users.

For example, a key UCaaS tool is the ability to use it across devices, from desk phones to apps on desktop or mobile. The benefit for your customer is mobility and providing the same experience for their staff no matter how they use the technology.

You want your sellers to be confident, so they need to know how to use the features and why they are advantageous for companies. If your partner offers brandable marketing materials you can update with your logo, you should use these as you go to market.

Tip Two: Keep Your Customer Relationships

One of the most vital tips to finding success as a UCaaS reseller is the ability to keep the customer relationship. That’s not possible with many models that only allow for referrals. If you’re going to build long-term relationships with customers and provide them with a portfolio of services, you need to own it.

Being a new UCaaS reseller doesn’t mean you’re new to the businesses you serve. They know and trust you. To preserve this, you’ll need to find a provider that allows you to maintain the relationship. This means you close the deal, manage the billing, deploy the software, and offer ongoing support.

Tip Three: Maintain Brand Equity by Private Labeling

If your brand has a strong reputation in your area, then it makes sense to use that to your advantage. Private labeling a UCaaS solution ensures that customers only see your brand, not the provider’s. There are limitations to this depending on partnership models. Many MSPs (managed service providers) find it to be critical to their success.

If they brand it as their own, it resonates with those that already trust the company. Our partner Pearson-Kelly Technology took this route, and it is one of the things that was important to them, saying, “It had to feel like Pearson-Kelly.”

Tip Four: Spotlight Your Differentiators

You can identify differentiators within the product capabilities and what you bring to the table. There’s a lot of competition in the UCaaS market, which is growing exponentially. With such a wide variety of options, not all will meet the needs of users. Thus, it would help if you define what you have that the competition doesn’t.

For the product, those features or attributes could be:

  • Virtual voicemail that transcribes messages and sends notifications
  • File sharing and collaboration within the platform
  • Integrations with other software like a CRM
  • Advanced security
  • High reliability and uptime

As the MSP, your differentiators may be:

  • Years of experience
  • History of supporting customers in specific industries
  • Support that’s responsive and easy
  • Implementation specialists

As you go to market as a new UCaaS reseller, having a high-quality product is the first step. You also have a lot to add to the strategy, so make sure you highlight how you’ll deliver this excellent product to them.

Tip Five: Be Ready for Questions

Any customer you engage will have questions about UCaaS. That may be regarding what it includes, cloud hosting, deployment, and more. One of the biggest pushbacks you may get is around migrating to the cloud.

The cloud offers so many benefits — advanced security, access from anywhere, and lower costs — to name a few. Even though many companies moved to the cloud in 2020, not all of them did so completely or effectively. There are also misconceptions about the cloud, so clearing these up is essential.

The learnings and training from your provider will be a good starting point. Abating fears over change is a challenge for any business. The more prepared you are when you meet with the customers, the more confident they’ll feel in return. That’s a win-win for all.

Tip Six: Lead with Education and Advice

Finally, one of the best things you can do as a UCaaS reseller is to lead with education and advice. When you do that, it really sells itself. Demonstrating how the platform can make a difference in productivity and efficiency while saving them money will pique their interest.

New UCaaS Resellers Can Succeed with Intermedia

The best tip for reselling UCaaS is to find a partner that delivers a great solution and offers you a model that works for you. As an Intermedia partner, you can own the relationship, set your margins, and white label the offering. We’re there to support you every step of the way. Find out more about partnering with us to resell UCaaS.

The Intermedia Team

Intermedia helps over 135,000 businesses connect better – through voice, video conferencing, chat, contact center, business email and productivity, file sharing and backup, security, archiving, and more – from wherever, whenever. And, as a partner-first company, Intermedia goes to work for over 7,300 channel partners to help them grow their revenue and maximize their success.

January 24, 2022

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