Tag Archives: ucaas

How SD-WAN and UCaaS work together.

How Do SD-WAN and UCaaS Work Together?

How SD-WAN and UCaaS work together.Improved network. UCaaS depends on its network and SD-WAN improves network performance. SD-WAN’s ability to prioritize traffic and monitor the network from one pane of glass allows for higher-quality throughput and a better UCaaS experience. SD-WAN can allow problems to be spotted and fixed quickly so cloud-based solutions such as UCaaS don’t suffer downtime. 

Better routing. When it comes to quality of service (QoS) in UCaaS, there are three major factors that impede quality: packet loss, jitter, and latency. SD-WAN addresses those three issues with dynamic traffic management across healthier network links in real time and – in many cases – voice packet duplication. Some SD-WAN solutions that include cloud managed router capabilities further improve a business’s ability to manage issues that could impede connection quality. 

Improved security. Most think of security as just a good way to keep files safe, but it can actually improve the health of UCaaS as well. One good way to improve overall security in the system is to isolate traffic by application, which makes it tougher for some kinds of security threats to figure out where core applications are located. SD-WAN can offer that kind of isolation, which not only makes the system safer, but also provides a cleaner flow for UCaaS traffic. 

How to Get SD-WAN and UCaaS Working Together

SD-WAN sets the stage for optimal UCaaS performance. It’s the horse you need to pull the cart. These technologies combined make for a great opportunity to improve your sales by offering one alongside the other. When you need some help getting the right SD-WAN to your customers, drop us a line at MicroCorp. As a master agent, we not only have relationships with the industry’s top SD-WAN providers, but we’ve made SD-WAN a primary focus of our Ultimate Partner Training series to help ensure that you’re up to the minute on SD-WAN operations.

Want to sell UCaaS? Here are four must-have tips for partners.

Infographic: Want to Sell UCaaS? Here Are 4 Must-have Tips for Partners

As the adoption of unified communications as a service (UCaaS) continues to grow at an astonishing rate, there’s never been a better time for your customers to begin reaping the benefits of this next-level offering. From zero upfront fees and a reduced total-cost-of-ownership to increased flexibility and unlimited scalability, UCaaS offers an abundance of benefits — without costing an arm and a leg. And although it is obvious to many that outsourcing corporate communications is the way of the future, many businesses are still reluctant to make the switch. So to help you convince the companies you work with that now’s the time to adopt a UCaaS solution, here’s some invaluable advice to help you close more sales.
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What are the ways to boost your UCaaS sales?

Four Ways You Can Improve Your Ability to Sell UCaaS

What are the ways to boost your UCaaS sales?There’s little doubt that the unified communications as a service (UCaaS) market is swelling. An Infonetics report suggests the market will hit $88 billion by the end of this year. That’s a lot of room for opportunity, but how can partners get their hands in the pot? A few tips should help pave the way – check out these four options for boosting your UCaaS sales.

How to Drive Your UCaaS Sales

Protect the customer. The amount that downtime costs a company varies. Boosting your UCaaS sales, therefore, can be as easy as calling attention to your protective measures. Focus on your security, your highly-trained staff of problem solvers, and your quality of service (QoS) agreement if you have one. If you don’t, making one is a good plan; that guarantee, complete with remedies for failure, can smooth over a lot of concerns.

Support remote workers. More and more companies are embracing the remote worker concept. UCaaS is a great tool to keep remote workers working, so draw attention to that point and show how you make remote working, well, work! Point out how a customer’s remote-working employees can use UCaaS tools to stay connected to each other and the wider office and improve accountability.

Adjust your sales tactics. Understand one thing about the sales environment today: sales tactics that were a requirement 20 years ago like cold calling and telemarketing are mostly illegal today. “No soliciting” signs on business doors, the federal Do Not Call list…these add up to outdated tactics. So adjust to focus on social media interaction, qualified leads, and the like to keep up. Those more modern channels present an opportunity to interact with (and possibly become) thought leaders in the UCaaS world.

Get to know your customer’s true needs. The only way to ensure a truly successful UCaaS sale is to get inside your customer’s business, understand the issues and obstacles at hand, and then recommend the right UCaaS solution for the job. Sales reps who are uneducated about UCaaS and just sell to sell won’t get as far as a knowledgeable partner devoted to truly understanding the customer’s pain points.

Make Those UCaaS Sales with a Little Help

Sometimes, making UCaaS sales can be as simple as adding some new products to your lineup. We here at MicroCorp can help on that front; we’ve got a range of UCaaS services ready to offer from some of the best brands in the field. As a master agent, we’ve got the contacts you need to get the best product in place. Just drop us a line and let us help you get started.

Do you really dig into your customer's needs before suggesting a UCaaS solution?

How Agents and Partners Can Leverage the Rise of UCaaS in the Enterprise

By Ryan Harrelson, VP of Engineering at Light Networks

Do you really dig into your customer's needs before suggesting a UCaaS solution?

Unified Communications (UC) is a service that grants users the ability to work with each other across any platform from anywhere. It eliminates obstacles in productivity, making it easy for enterprises of any size to enjoy frictionless interactions regardless of location. Perhaps that’s why, here at Light Networks, we’re inundated with an overwhelming number of UC projects. In fact, Unified Communications as a Service (UCaaS) is — without a doubt — our fastest growing cloud and carrier service.

As an agent in the partner community, how we approach customers is exceedingly important. We often remind our clients that, while they may overhaul their communications systems once every 5 years, we design and deploy solutions across multiple providers and multiple customers on an ongoing basis. That’s why we’ve made it our objective to look beyond the marketing side of a product. Unfortunately, not everything you hear about UC platforms is what it seems.

Fill the void

To resolve this issue, agents need to think about how they’ll fill the void between the strengths and weaknesses of these providers, and what the customer desires. This can become even more challenging as companies transition from a small business to enterprise territory. Personally, I don’t see many enterprise customers getting excited about new features. Rather, they seem focused on talking about the total cost of ownership, and they’re looking to get rid of on-prem servers, which pose both a risk and a responsibility.

When an enterprise purchases an on-prem solution, you have no option but to purchase features for the entire organization. In reality, though, the majority of an organization’s employees aren’t superusers of any particular product. For the most part, they only use a tool for its core functionality. For example, 99% of what I do personally with UCaaS at Light Networks is make and receive phone calls. It’s not as if I’m playing around with advanced features on a regular basis.

It is still important for us to show our customers the “sexy” products and features sets end users want to see. As the saying goes: “sex sells.” It is even more important as an agent to pay attention to effectively using the customers’ budgets to give them what they need by reducing the management footprint. This increases an organization’s ability to satisfy the needs of their external and/or internal customers. Further, it helps agents provide additional services that can help customers succeed and make the agent more valuable, while increasing wallet share in a single customer.

So, how?

How can partners distinguish the marketing fluff from important concepts they need to sell to customers? We recommend an approach that’s a bit different from our competitors. At Light Networks, we aim to spend time understanding our customers’ environments and solutions that can work for our customers, instead of merely taking end-users at their word and assuming they know exactly what they need and exactly how to use it. It’s the whole trust-but-verify model. It’s wonderful when a customer says they can do X, Y, and Z, but we like to do a full review of usage to ensure they are not missing anything that they may not recognize is required.

If someone tells you they’ve got the greatest solution for your business, you don’t just go all in right away. You install and test it before you make a full-blown commitment to it. It’s more about being diligent in your practices and not rushing through the sale and trying to get ink on paper. It’s about taking the time and spending it with your customer to ensure all of the features they want are actually required.

Engineering First

And if you’re wondering how Light Networks has been so successful in the marketplace, it all starts with us being an engineering-first firm. When one of our client principals or account managers meets with a customer, they ask a ton of questions and gather plenty of data. Then, they bring that information back to our engineers to find out what they think. If our engineers say we need more information, we’ll schedule a secondary call. But if they say some of our providers might have certain solutions that fit perfectly, we dig deeper to find out if those providers are truly viable.

Every provider will tell you they offer the best services around. And it’s not that they’re lying  — at least hopefully not. For the most part, they likely believe their product is better than the competition. However, I feel like it’s our responsibility to be honest and upfront with our customers. Otherwise, what are we doing?

It’s imperative to understand your customers’ situation first, before recommending a solution. So use your experience, and make the best recommendation based on your customers’ needs.

Using digital transformation to improve channel partner sales.

Improve Your Channel Partner Sales with Digital Transformation

Using digital transformation to improve channel partner sales.Improving channel partner sales is MicroCorp’s focus, and digital transformation can actually boost opportunities for partners. This process of moving from a hardware-focus to more of a software-focus is bringing with it some great new opportunities to make sales.

How Can I Use Digital Transformation to Drive Sales?

Since there are several facets involved in digital transformation, there are several ways to use it to make improve channel partner sales.

SD-WAN. One of the biggest digital transformation moves around, software-defined wide-area networking (SD-WAN) is a great fit for businesses with multiple locations. It takes what’s already worked with WAN operations and expands on it by taking the focus off hardware and putting it more on software.

Unified communications. Unified communications systems incorporate voice, video, conferencing systems and more, it’s an excellent all-in-one package, and also provides a great opportunity for sales by offering the basic infrastructure points—or even the limited hardware required—to do the job right.

BYOD. The Bring Your Own Device (BYOD) doctrine is a great cost-saver for businesses as employees bring their devices of choice to work. It takes some advance preparation to do correctly, though, so this is a good opportunity for channel partner sales in network security, Wi-Fi connectivity, and more.

Cloud services. While unified communications is a major cloud service, it’s not the only one. The cloud is increasingly offering a range of services from analytics to disaster recovery. Having these services on hand can mean excellent partner sales for businesses looking to branch out, better protect themselves, or perform a wide range of functions without having the hardware on hand.

Data center functions. Whether it’s on-premises, cloud-based, or a hybrid of the two, businesses are taking advantage of having their data immediately to hand and readily shared out throughout the organization. Channel partner sales benefit here, particularly for targets that have no data center or want to change the current one.

How Do I Get Started with Digital Transformation?

If you see opportunity in digital transformation, then the way to take advantage of it to start making more sales is to start working with a master agent, like us at MicroCorp. We can provide options for several stages of digital transformation. Plus, our Ultimate Partner Training program can help keep you on the cutting edge of new developments. So don’t let digital transformation pass you by; get in touch with us to get started making new channel partner sales.