Telecom industry expert and analyst Jon Arnold published a thoughtful article about selling UCaaS in which he observes that while interest from SMBs in buying cloud voice services is hot as ever, meeting that interest with a value proposition that resonates is not equally within reach for all providers. Many providers have the technology, but struggle to put together the right sales and messaging. Put another way, Jon’s research echoes what I say every day: winning UCaaS business is cake if you have the right formula.
Not surprisingly, except for a select few, the providers that are seeing the most success are those that are part of a well executed channel strategy. These providers can take advantage of scale to deliver a winning combination of technology and market positioning.
Jon calls out SkySwitch, Voyant and Intermedia as three examples of good channel execution.
Savvy cloud providers have taken this to heart and recognized that the best way to support channels is to shore up those weaknesses. From my research, Voyant, SkySwitch, and Intermedia are good examples of this.
While I am pleased to be included in a grouping with much larger companies like Voyant and Intermedia, I would point out that SkySwitch is the only channel exclusive provider among the group. As a white label solution provider, we never sell direct and we never compete with our channel. As a result, we can be super focused on building strategies that let our reseller partners win deals against the bigger guys every day. And our numbers bear this out, with SkySwitch resellers growing significantly faster than the industry average 18% CAGR. Indeed it is difficult to find an engaged SkySwitch reseller that is not growing at high double or even triple digit rates annually.
And so, to paraphrase Jon’s conclusion: if you are looking to find a winning formula to sell UCaaS, do it the easy way and talk to SkySwitch first.