UCaaS VALUE-ADD FEATURES
should then be shared with vendors who can utilise their broad range of resources, such as specialist engineers, to refine and build features. Vendors’ expertise in new technologies and products is unrivalled, so not only can they build the products, but they can provide partners with easy-to-understand resources that gives them product knowledge to sell successfully. Ultimately, collaboration creates an ecosystem of trust, innovation and expertise. By pooling strengths vendors and channel partners can steer through evolving customer needs, while increasing customer loyalty and boosting product portfolios.
competitive market. A high level of service can be the deciding factor. Each customer will have bespoke demands – whether that’s a value- add feature that can be integrated into their existing systems or providing education about new technologies. A customer-focused selling approach relies on communication and constantly nurturing relationships. It’s about working backwards together and working on solutions that meet their bespoke needs. Vendors can do this by attending regular meetings with customers to seek feedback and refine their offerings. Face-to-face meetings are especially important for these types of discussions. In fact, new research found that 75% want facetime with their technology provider. The pillar that supports everything is a customer-centric approach. To create and sell robust UCaaS solutions that fix real problems, vendors and channel partners must work together to ensure a seamless experience for the end-user. By putting the customer first, resellers and MSPs will ensure they remain a valued, trustworthy partner.
How can you unlock untapped market potential?
As the UCaaS opportunity continues to grow, it’s vital that vendors, resellers and MSPs never lose sight of what’s most important – catering to the needs of customers. With an ever-expanding range of channel companies to service them, it’s a very
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