VoIP works for resellers for one simple reason; it works for customers. Business users get greater flexibility, an excellent choice of features, more control and lower costs. The resellers who deliver those advantages to them get a lot of kudos for introducing the solution and build a strong bond with the customer as a result.
They also earn good margins on the initial sale, and create a regular income stream that will help to sustain their business over the long-term. VoIP also acts as a bridge between the old models in which repeated sales of hardware and software products were required to keep a reseller business healthy, into the new era business model, in which services subscriptions will be the main or only source of income.
Indeed, for many customers, a hosted VoIP reseller services constitutes their first, tentative step into the cloud. Although it is absolutely critical, the voice service is somehow seen by businesses as being safer to put into the cloud. It contains no data as such, so you are not going to have any confidential information sitting on a server somewhere in a remote data centre. Even if calls are recorded and stored, any sensitive data contained within those conversations would be highly unstructured and difficult and time-consuming to disseminate.
Also, if a voice service goes down at any point, people know that they can always resort to their mobiles temporarily.
But perhaps much more significant in today’s market, business users know that they can trust VoIP. It’s a proven technology and adoption is growing fast. The benefits are obvious – and that’s another big positive for resellers because it makes voice services easy to sell.
And let’s not forget about profit. This is absolutely key for reseller businesses who have been seeing product margins decline dramatically over the years. With VoIP, a reseller can make a decent gain on the initial contract sale and while this will be a relatively small amount, that sale will go on generating income for the business every month thereafter. It will be the same for every sale they make, so as resellers build up the number of VoIP seats they sell, their monthly income will keep rising.
Yet all the time, the customer is benefiting financially as well. Their telephony costs will be lower and they will have a clear idea of how much they are spending every month, so from this perspective, it really is a ‘win-win’.
Additionally, as customers grow in confidence, they are certain to explore the potential for other services they can use in the cloud – security and network management, productivity tools and applications such as accounting and CRM. The reseller that provided the VoIP will be in prime position to deliver those services.
With hosted VoIP, what works for the customer, also works for the reseller. In the long-term, both will benefit and enjoy greater stability and strength.