There is a lot of discussion about services being the future for resellers now. Indeed, it’s become the accepted wisdom that, as hosted and cloud-based software and services become the norm, reseller business models must change from being based on product, to subscription sales.
In the long run this will be positive. It will create more stable, secure businesses that are constantly in-touch with customers. It will make for closer and more tied-in business relationships between customer and supplier.
The services a reseller delivers will therefore, be central to their success – and not just in the first few days and weeks of a customer coming on-board, but permanently. This is especially true when it comes to voice. Reseller VoIP services need to be consistent, reliable and predictable – as well as delivering business benefits.
VoIP resellers though, are almost totally and utterly dependent on their own suppliers. While the service itself might be easy enough to access and to use, providing and managing VoIP services is quite a complicated and committed endeavour. Resellers in their turn, need to know that they can depend entirely on their VoIP services providers.
This does not mean that the biggest and best-known supplier will offer the best option for every customer. Indeed, it’s important for VoIP resellers to offer a choice of VoIP services that will suit the different genres of customer. What works for a small business or a home office, won’t necessarily match the needs of a business that has 20 staff and two or three locations. A business that makes lots of outbound calls (especially to international numbers) will have very different requirements to a small chain of electricians or office cleaners.
While all that’s obvious enough, exactly which VoIP service will suit the needs of these different businesses will take a little knowledge and expertise – and meeting their needs will mean offering a choice.
Understanding the differences between the VoIP services that are on offer is therefore key. This is true to resellers getting the proposition right for their customers. If the supplier can’t deliver a decent service, the reseller can’t either. This is why looking closely at how services are delivered, managed and supported is important. Reseller VoIP services need to be reliable and dependable, and offered in such a way that they give both the reseller and the customer the freedom and flexibility to manage their businesses in the way they need to.