The First in the Series: Striking Gold: The MSP’s Guide to UCaaS Growth
During the 1800s, miners headed west in pursuit of gold hidden deep within the mountains. However, those who truly prospered were not the ones blasting boulders, but the individuals quietly sifting through streams, collecting small nuggets day by day. This approach serves as a blueprint for modern-day MSPs.
In reality, the substantial revenue in the UCaaS sector isn’t concealed in corporate skyscrapers or Fortune 500 data centers. Instead, it traverses the underappreciated tributaries of the American business landscape: Very Small Businesses (VSBs). These small enterprises are abundant, totaling millions in number.
The Gem MSPs Overlook
Consider this: 90% of businesses in the U.S. have less than 20 employees, equating to over 5.6 million potential clients. Many lack internal IT support, are in dire need of reliable communication solutions, and exhibit loyalty due to time constraints preventing frequent provider changes. Despite this, most UCaaS vendors and some MSPs dismiss them as too insignificant, scattered, or low-profit. This perception is not accurate.
VSBs are akin to gold nuggets – steadfast, adhesive, and widespread. By catering to 20 such businesses instead of pursuing a single large contract, you can diminish turnover, boost profit margins, and manage risks effectively. A high batting average matters more than hitting grand slams.
Advantages of VSBs as Clients
Let’s delve deeper into this comparison:
Large Clients vs. Very Small Businesses
– Multiple decision-makers vs. a single decision-maker (often the proprietor)
– Lengthy sales cycles vs. swift, rapport-driven sales
– Internal IT departments vs. reliance on external IT support
– Prone to switching providers vs. staying loyal if genuine issues are resolved
– High support demands vs. straightforward needs with high appreciation
With an appropriate platform (discussed in the subsequent post), VSBs emerge as ideal UCaaS consumers. They seek operational simplicity, seamless team connectivity, and reliable support services, which you can provide under your brand and terms.
Instead of digging deeper, focus on exploring the right avenues. While major vendors advocate moving upstream, we suggest looking sideways. The accountant with a small team, the dentist with a modest practice, or the law firm with part-time staff – these are the real treasures awaiting discovery.
“Pan for nuggets, not blast for boulders.”
—Chuck Daniels, Founder of D3UC
Ready to Embark on the Quest?
The VSB market isn’t novel; it has just eluded those dazzled by glamour. Adaptation is unnecessary; concentration is key. The treasure trove exists, and you stand poised to unearth it. Even the most skilled prospector requires the correct tools.
In the forthcoming post, we will outline precisely what these tools entail – the systems, tactics, and assistance enabling small MSPs to strike gold without succumbing to pitfalls. No convoluted configurations, no specialized telecom expertise required. Practical, tried-and-tested equipment that empowers you to seize control.
Stay tuned for the upcoming nugget.
