VoIP is growing in popularity with a specific type of company: the very small business (VSB). Though often lumped in with the “S” in SMB, the VSB is its own animal. VSBs have unique characteristics and pain points that make them an excellent opportunity for MSPs looking to boost sales.
Here’s Why MSPs Should Turn Their Attention to the VSB
VSBs are defined as having just 1-19 employees. On the surface, that doesn’t seem like the most enticing prospect. However, while there are roughly 500,000 small businesses (20-99 employees) in the U.S., there are 5.2 million VSBs. Because of the sheer volume of VSBs out there, the opportunity for MSPs to target that market topples the opportunity represented by small businesses by a ratio of 10:1. There’s also a lot less competition in the VSB market than among MSPs looking to sell to small businesses, especially the MSPs who target the “larger” small businesses with 50-99 employees.
What’s more, VSBs are usually in serious need of assistance when it comes to managing their technology. So if you lack CISCO certifications, for example, that’s not necessarily a ding against you on the path to selling VSBs a solution.
How MSPs Can Help Solve VSB Pain Points
A business with fewer than 20 employees is faced with challenges that even larger small businesses often don’t have to worry about, such as:
Lack of an IT Department. Most VSBs have to go it alone when it comes to IT, so they lack both resources and expertise around the technologies they need to help them grow. As an MSP, you have the opportunity to present yourself as a trusted partner with the capability to handle all of the IT needs for these particularly small businesses.
Difficulty Scaling. VSBs often don’t have the flexibility to scale up or down quickly as their needs change. This makes them good candidates for solutions like VoIP that give them the easy scalability they need.
Budget Restrictions. Because of their size, most VSBs operate under tighter budgets than even their slightly larger counterparts. Any solution an MSP offers that could create cost savings would be a valuable investment for a VSB.
Too Many Hats. Because of the absence of an IT department, leaders of VSBs often wear more hats than they’re qualified to wear. MSPs can alleviate some of the pressure this creates, especially in the arena of technology and communications.
What VSBs truly need is a long-term partner that will be there to support them through their growth. MSPs have the opportunity to fill that role, providing solutions that help VSBs thrive while also driving up your sales. At D3UC, our goal is to provide MSPs with tools that equip you to achieve success. Contact us today to see how we can help you meet the needs of VSBs and boost your business.
