#VSBs need a long-term partner that will be there to support them through their growth. #MSPs have the opportunity to fill that role.
Very Small Is Different From Just Small.
VoIP is growing in popularity, but it’s especially growing in popularity with a specific type of company: the very small business, or VSB. People often talk about all businesses under a certain size as “small businesses”, or “small- or medium-sized businesses”. But SMBs and VSBs are distinct types of companies. VSBs possess unique characteristics and pain points that make them an excellent avenue for MSPs looking to boost sales.
Why Pursuing VSBs Can Be Lucrative For MSPs.
A VSB is any company that has 1–19 employees. They really are very small and, being this small, many MSPs figure there can’t be much money in working with them. But while the businesses themselves are small, they are not small in number. There are approximately 500,000 small businesses of 20–99 employees in the U.S., but there are a whopping 5.2 million VSBs. That means there are over 10 times as many VSBs for your MSP to pursue than there are small businesses.
There’s also a lot less competition in the VSB market, too. Many MSPs look to sell to small businesses, especially the “larger” small businesses that have 50–99 employees. Aiming smaller might allow for more opportunities for your MSP. Furthermore, VSBs are often in critical need of assistance when it comes to managing their technology. An MSP that lacks CISCO certifications can still sell VSBs a solution.
How MSPs Help VSBs.
A business with fewer than 20 employees faces challenges that even larger small businesses don’t have to worry about. If you can help VSBs solve these challenges, you can become very successful. Some common challenges among VSBs include:
No IT department
Most VSBs must go it alone when it comes to IT. As a result, they often lack both resources and expertise around the technologies they need to help them grow. As an MSP, you can work with VSBs as a trusted partner that can handle all of their IT needs.
Difficulty Scaling
VSBs often lack the flexibility to scale up or down quickly as their needs change. This is why they can benefit so much from solutions such as VoIP that give them the easy scalability they need.
Budget Restrictions
Because of their size, most VSBs typically operate under incredibly tight budgets. Even slightly larger businesses often have significantly larger budgets. Any solution an MSP provides that can save them money would be a very attractive investment for a VSB.
Too Many Hats
Because of the absence of an IT department, leaders of VSBs often try to do much more than they’re qualified to do. This creates stress and limits on their time. MSPs can assuage some of this stress, especially when it pertains to technology and communications.
What VSBs need more than anything is a long-term partner that can support their growth. As an MSP, you can do that. But you must be able to provide solutions that help VSBs succeed while also increasing your sales. At D3UC, our mission statement is to provide MSPs with the tools they need to succeed. Contact us today to see how we can help you meet the needs of VSBs and grow your own business while helping them.
