Seasoned MSPs remember the old way of selling to potential customers: lead with IT! Are you still starting conversations that way and noticing it doesn’t always lead to success? It’s time for a different strategy. As MSPs shift their sales focus to very small businesses (VSBs), the general strategy behind the sales conversation is shifting as well. We’ve witnessed the most successful MSPs starting their conversations with potential customers by leading with voice. Why? Because every … [Read more...]
MSPs: Here’s How to Tackle Resistance to VoIP Adoption
Despite the fact that the global VoIP market share is expected to grow at a CAGR of 3.1% between now and 2024, MSPs may still be met with resistance when bringing internet-based voice systems to customers – hosted or not. For many small businesses, the big concern is having their phones tied to the internet. If an internet outage takes down both their connectivity and their phone system, it’s a huge blow to any business trying to keep up with larger competitors. The MSP’s job is to … [Read more...]
Panning for VoIP Gold in 2020: A Smarter MSP Sales Strategy
2020 is right around the corner, and with it are some exciting opportunities for MSPs to strike gold. The growth of the VoIP market isn’t slowing down. It’s set to nearly double in size from 2018 to 2025 according to Global Market Insights. If you haven’t already, it’s time to add VoIP to your MSP sales strategy. We’re entering the VoIP Rush of 2020, and there’s a lot of gold to be mined. Here are a few considerations to keep in mind as you plan your sales strategy for the year … [Read more...]
Strike Gold With the Very Small Business
It started on January 24, 1848. Gold was found in a little place called Coloma, spurring a migration of roughly 300,000 people to California. Thus began the Gold Rush of 1848 in which a total of 750,000 pounds of gold was ultimately found. Initially, most gold was found on the ground and in streams by individual prospectors. Later, machinery and large companies were needed to excavate the “motherlode” found deep in the mountains. During the Gold Rush, there were several ways to get rich – some … [Read more...]
The Real Differences Between the Small Business and the Very Small Business
If you’ve ever focused your sights on selling cloud phones or VoIP to businesses typically classified as small (having between 20-99 employees), chances are you’ve encountered a more complicated decision-making process than you expected. Selling to very small businesses (VSBs) with fewer than 20 employees, on the other hand, is often a much more straightforward process, and one that MSPs should capitalize on. Because of their size, VSBs often have just one decision-maker rather than the team … [Read more...]
The Basic Struggles of the Very Small Business and What MSPs Can Do About Them
There are 5.2 million very small businesses (VSBs) in the United States. By comparison, there are only 500,000 of what we typically consider small businesses (20-99 employees, or the “S” in SMB). VSBs are defined as having fewer than 20 employees and are faced with challenges that are unique to companies of that small size. What does this mean for MSPs looking to sell to VSBs? It is crucial to develop a real understanding of the unique pain points of these “Main Street”-type businesses in … [Read more...]
The Very Small Business: The BIG Opportunity for MSPs in the Global VoIP Market
Did you know the global VoIP market is expected to see double-digit growth by 2025? According to Global Market Insights, the market is estimated to hit a record $55 billion – jumping from $20 billion in 2018. This surge is propelled forward by new technologies and services in the business world that help companies communicate in more efficient ways. And it’s growing in popularity with companies that are considered the smallest of the small: the very small business – or VSB, if you will – that we … [Read more...]
The Global VoIP Market: Still Gaining, After All These Years
The global VoIP market has been around since the mid-1990s, soon after the World Wide Web came into existence with dial-up internet access arriving in earnest. While voice over internet protocol (VoIP) may not be a new technology, the market in which it operates is primed to show gains like a market in its infancy. A Market Poised for Substantial Gains Cost-effectiveness and efficiency are just two reasons for increased user adoption of VoIP. This is driving significant growth in the … [Read more...]
Revealing the “Gotchas” Voice Services Companies Keep From MSPs
Here at D3UC, we talk to a lot of MSPs who are struggling to win customers for voice services because they think they can’t beat competitors’ bids. Yet when we review the proposals from those competing companies, we notice their exclusion of discretionary and mandatory fees. If you include those charges in the proposals, it raises their “proposal” rate by as much as 60%. The unfortunate truth is that cable and phone companies have disguised many details about their actual rates for decades. … [Read more...]
Debunking 5 Myths About Becoming a Phone Company
Despite what MSPs have heard, it’s not complicated and can be very profitable. When you send an email to someone, you probably don’t care whether it arrives in the recipient's inbox in 1 second or 3 seconds, so long as it gets there intact. But sending voice over the internet is an entirely different beast. VoIP packets are extremely sensitive, and if something delays them, call quality is affected and the end-user will notice. That’s why many MSPs think twice about offering VoIP. They’re … [Read more...]