Some of our most innovative EtherSpeak resellers have begun to leverage EtherSpeak SIP for enabling a new “recurring” revenue stream – IP PBX Hosting. Not sure if you thought about offering a hosted version of what you are authorized to sell – but if you decide to do it – a good communications-as-a-service provider can help you overcome some significant hurdles to get the new line of business running.
It typically goes like this: Customer is reluctant to buy the new phone system because they got killed in the past on some of the hidden costs like annual maintenance; network upgrades; monthly move-adds-change fees and possibly maintaining overhead for tech staff qualified to manage the new Unified Communications system.
So, the reseller says “OK, this time around, I won’t sell you our new (insert your brand here – ShoreTel, Cisco, Zultys, Vertical, NEC, etc.) system Mr. Customer – I will rent it to you.” Customer nods, “In return, you pay me a fixed or variable price per seat for a defined term – usually one to three years.” Customer likes it (he doesn’t have to buy nearly as much), and the reseller closes the deal, sells / rents the customer some IP handsets and other network gear necessary to run the solution properly – and everyone is happy! But wait, then the reseller considers a few things on the way home – he/she just took responsibility for the customer’s communications – soup to nuts! Nice job man, don’t be shy, you just stepped up to the world of recurring revenue! Take this advice however, “Just take care to prepare!” You must deliver a good solution, comply with the rules, while controlling costs – so you make a profit each and every month.
So, maybe you know all that already. But, did you know that partnering with a communications-as-a-service provider (like EtherSpeak) helps you overcome some challenges with developing a hosted business model?. A SIP communications-as-a-service provider can provide the following:
1. Access to the world of telephone numbers for inbound calls – and availability of the connecting to the world for outbound calling
2. Excellent advice on delivering quality of service and more appropriate and good “Quality of Experience” or QOE from the user perspective. If the calls stink, you are sunk.
3. Access to a private label billing system because maintaining a professional brand is very important
4. Along the same lines – using the providers investment in systems, process and technology to maintain compliance with Lawful Wiretaps (CALEA) and providing for regulatory compliance with 911 and taxing authorities.
5. Most importantly, find a partner that enables you to sell the system that you know and love “as-a-service” (which is “code” for monthly managed services revenue for telecommunications Value-Added-Resellers).
So, if you are considering how to develop a new recurring revenue stream, consider “hostifying” your product and partner up with you communications-as-a-service provider. Then work together to provide an excellent and profitable service for your customers benefit.
Neil Darling
EtherSpeak