Capitalize on UCaaS Customer Demand

Communication is an absolute must for any business. Customers prioritize brands that understand their need for open communication and accessibility. It used to be enough to have an email address that customers could use to send in their questions and concerns. However, brands are learning that the concept of “timely responses” doesn’t hold the same meaning as it used to. 

Recent research shows that when customers have a question, 90 percent of them rate an “immediate” response from businesses as “important” or “very important.” When asked to define “immediate,” 60 percent said an “immediate” response was one received in 10 minutes or less. So, given the increased demand for immediate interactions, it’s no surprise UCaaS resellers are seeing an explosion in the demand for Unified Communications as a Service (UCaaS) solutions.

The Growing Popularity of UCaaS

The global UCaaS market has seen a massive explosion since this time last year. Research shows that in 2019, the market was valued at 18.13 billion USD. It’s predicted to grow to 36.45 billion USD by the year 2026, with North America projected to hold the largest piece of the UCaaS market share.

Several factors are driving businesses of all sizes to consider adopting UCaaS, including: 

• The demand for increased productivity in the workplace
• The need for productive mobility
• Need for real-time communications between team members, including those that are customer-facing
• Cost-effective scalability
• Improved security 
• Easier IT management 

UCaaS resellers are in a unique position in 2020. Ever since the COVID-19 pandemic, more businesses are adopting UC services into their productivity plan than ever before. Most have come to accept that “business as usual” isn’t coming back anytime soon. While offering free trials was a great way to onboard new clients toward the beginning of the pandemic, how can UCaaS resellers continue to capitalize on the demand for UC services?

3 Ways UCaaS Resellers Can Capitalize on Consumer Demand for Unified Communications

For UCaaS resellers already maximizing consumer demand for UC services, it may be time to revisit your marketing plan. While the idea of a “new normal” was rather appealing in late March when stay-at-home orders forced millions of individuals into remote working, it has since lost its charm. This means businesses that haven’t already jumped on board may not without the right approach.

That said, here are three ways to capitalize on the current demand for unified communication services.

1. Expand Your Online Presence

To sell your services, you have to get in front of your ideal clientele. Throughout the COVID-19 pandemic, research showed that social media usage has seen an increase of 21 percent. Another study showed that 51 percent of U.S. adults (ages 18 and up) had increased their daily social media usage since the pandemic began.

With more people spending time online, it has never been more important for UCaaS resellers to boost their online presence. Having a solid social media strategy will help get your products and services in front of the right audience. 

Ideally, you want to take the time to research where your ideal prospect is spending the majority of their time browsing social media. Investing in a Facebook brand page when your clients are likely spending their time on LinkedIn won’t do you any good. So, make sure you are researching your prospects and setting up your presence where you’ll most likely be seen.

2. Understand Your Prospect’s Needs

It’s not enough to simply “know” who your ideal prospect is. You also need to understand each of their needs. As a UCaaS vendor, you must never assume you know what your clientele needs. Instead, research your ideal prospect and learn about their most common pain points, the solutions they are looking for, and what can convert them from prospect to client. 

3. Show — Don’t Tell

Finally, once you’ve caught your prospect’s attention, don’t waste time “telling” them the many benefits of your services. Most of your prospects will be B2B consumers, meaning they’ll likely know a thing or two about communications and the many advancements available. 

Instead, create some valuable content that shows prospects how you stand out from the crowd. This can be through a variety of content, including

• Videos
• Infographics
• Testimonials 
• User-generated content

Growing Your Business as a UCaaS Reseller

As a leading CCaaS, UCaaS, and cloud business applications provider, the team at Intermedia understands the importance of delivering easy-to-use and secure communication, and collaboration solutions. We also understand that to grow your UCaaS business, you need to find the right partnership model that is optimized for your services business. While no one solution will suit every vendor’s needs, there are several partnership models that can help you get the results you want. 

To learn about the different partnership models proven to get results, download the Frost & Sullivan eBook today. 

Kirsten Barta

Kirsten Barta is Sr Marketing Communications Manager at Intermedia