Telarus Banks On Hosted UC Sales
Posted on Jun 23, 2016 in Agent by Broadview Networks
Channel Partners By Craig Galbraith
The opportunity, however, is clear. A recent MarketsandMarkets report puts the UCaaS market at around $25 billion by 2020.
“I’m convinced that the uncertainties of that market are slowing the rate of adoption of these technologies that are so popular," said Roger Blohm, executive VP of VXSuite, at Telarus. “As we alleviate the uncertainties, we will be able to sell more."
The first and most significant of these uncertainties surrounds the sheer number of providers out there, even with recent headline-making acquisitions by Vonage, Mitel, ShoreTel and others. Many agents and business customers find themselves struggling to decide which one is the best fit.
That’s a big reason why Telarus said on Thursday that it’s adding hosted VoIP to its GeoQuote pricing tool. The tool spits out a recommendation for a provider after an agent selects various criteria that fit the client’s needs.
Another barrier to adoption, Blohm noted, is the “fear of the IT guy." As he pointed out, “We all hate the idea of cloud-based support. No one wants to call."
A panel featuring representatives from hosted UC providers tackled that topic at this week’s Telarus Partner Summit in Deer Valley, Utah. They offered agents tips on how to increase the adoption of these types of services.
“The feedback we’ve gotten … it’s really been about education and doing discovery with those potential clients, seeing what their challenges are, and being able to provide a solution that meets those challenges," said David Dixon, vice president of channel sales, Broadview Networks. “… How do we go as sales folks and help a businesses’ employees be more productive and effective? That’s what a C-level person (often the target of cloud sales discussions) is going to respond to."