Get Ahead in the Cloud: A Case Study with The Maynard Group

the-maynard-groupThe Maynard Group started out 27 years ago in California as a small interconnect company. Today it is a comprehensive Telephony Provider with Cloud, VoIP, Unified Communications, and Mobility based solutions.

How did The Maynard Group find its success? Their mission statement is to “end the hassles of managing multiple vendors” and to save time and money by simplifying telecommunications management. We have been talking quite a bit lately about one-stop-shops and providing all of the contemporary solutions that the modern market demands. By following this strategy and offering outstanding customer service, The Maynard Group grew quickly through the referral network to several thousand customers.

But let’s take a step back, about five years ago The Maynard Group was new to VoIP and had not yet adopted the cloud. They were feeling the pressure to offer a cloud solution and began the process of updating their product models and searching for a partner that could support them in expanding to full support of the cloud.

In 2016, The Maynard Group signed on with Bicom Systems to take their business to the next level. Read their story at www.bicomsystems.com/the-maynard-group

 

 

 

 

Resellers, Dealers, Partners – What’s the Difference?

resellers

Resellers, Dealers, Channel Partners, VARs, Distributors…

These are all words that get thrown around in our industry, but what exactly do they mean and what is the difference between them?

Resellers, as their name implies, purchase a product or service from a parent company and sell it to end users for a profit. Of course the words “purchase” and “sell” are used loosely here; in today’s cloud world, this could really mean “rent” or “host”. Typically a reseller will brand the product as their own and not reveal the parent company to customers. The benefit of a reseller relationship is profit and business growth for both the vendor and the reseller.

Dealers, on other hand, have less involvement with the product itself and focus more on making sales. They do not assign their own brand to the product as they are simply selling it on behalf of a parent company. They may provide support and upgrades to their customers, but it will be no secret that they are acting on behalf of a third-party. For this model to work, the parent company must only sell through dealers with no option for direct sales.

Channel Partners are similar to resellers, but have a deeper, bilateral relationship with the parent company. A partner program will lay out the expectations and benefits of such a relationship. The parent company will be more invested in their partners and more dependent on their success. Together, they may expand the products and solutions to become a one-stop-shop that encourages long-term commitments. The partnership will involve consistent communication, shared marketing materials, ongoing involvement in the product, and more.

VARs are Value-Added Resellers that add their own services to a third-party solution.

Distributors are similar to dealers but maintain an even looser relationship to the manufacturer.

OUR INDUSTRY

Many of the parent companies in our industry work with resellers. They are white label and give full control of the product to their resellers, but do not necessarily form a close relationship.

Other parent companies choose the dealer strategy and sell their solutions with their brand still attached. Unfortunately we have seen some of these well-known companies selling through dealers while also selling directly to end users – a very sticky situation to be sure.

Bicom Systems chooses to work with partners. Our business is all about relationships and helping you grow your brand. Our motto (and part of every blog piece lately!) is your success is our success. We believe a partner-centric model is best because it grows our business, grows your business, and ultimately grows the market.

DO NOT GET CAUGHT UP IN THE TERMINOLOGY

When shopping around for a vendor, do not get caught up in the terminology. A so-called “partner program” could actually be a dealer network in disguise. A solution advertised for “resellers” may actually be part of a true channel partnership. Bicom Systems often uses the word “reseller” for the sake of recognizability, even though our selling model is strictly based on partnerships.

The point is, the words that the vendor uses do not matter as much as their actions. Pay attention to what the vendor expects of you and what you will get in return.

Is their product white label? Do they offer marketing materials and other tools to grow your business? Will they require you to meet quotas? Will they ask for your end user details?

All of these things are more important than the terminology.

If you are interested in learning more about what it means to partner with Bicom Systems, please contact us today.

 

Why to Sell CCaaS Part 2: It Will Grow Your Business

contact center as a serviceLast week we introduced you to the idea of CCaaS and talked about a few reasons the market needs YOU to start selling it. Today we will shift our focus to the direct benefits to your business if you starting selling CCaaS.

In case you missed the last post and introduction (read it here), Contact Center as a Service is an add-on that improves the customer experience for nearly any kind of business. No longer just for contact centers, CCaaS is a simple, cloud-based, feature-rich service that most modern businesses now require. Selling it will increase your revenue and help you build your brand.

You will earn more from contact center customers

The retail price-per-seat for contact centers is nearly double that of a hosted seat. And your customers are willing to pay for it.

Many service providers incorrectly assume that their customers want VoIP for as cheap as possible. This notion is detrimental to both your business and that of your customer. Never forget that your customers and prospects are running businesses and are aware of their need for modern features and tools to achieve continued success.

VoIP is not a commodity. It is an indispensable business tool that has evolved to include new technologies like CCaaS. Your customers are probably just waiting for you to starting offering it.

CCaaS will increase your stickiness

CCaaS reduces customer churn in two ways.

First, as mentioned above, your customers probably already want these features. They may already be looking for them elsewhere. Start meeting that need before someone else does.

Second, anything that stimulates customer interaction and commitment is good for stickiness. CCaaS is one more piece to connect your business and that of your customer. The relationship will deepen and they will be more likely to stick around long-term

CCaaS will help you build your brand

Add-ons like CCaaS transform your individual products into bundles and packages that strengthen customer commitment, increase your product value, and help you continuously add emerging technologies and trends.

Nowadays we are all short on time, so one-stop-shops are very appealing. Your customers will appreciate a company that meets all of their needs with just one monthly bill.

Finally, CCaaS could be your first step into many new markets and niches. Starting with Cloud technology and expanding to UCaaS and other services, the opportunity to expand your business is yours for the taking.

Would you like to start selling CCaaS? Bicom Systems is partnering with ThinQ to create an ideal CCaaS solution.

Cloud-based, built for VoIP, award-winning Toll-Free Least Cost Routing… We are so excited about this partnership that we decided to host a webinar together to tell you all about it.

Bicom Systems + THINQ
A CCaaS Product That Will Fly Off Your Shelves
Tuesday August 28th at 1:00 PM EST
Register now

 

Learn more about CCaaS and the Bicom + ThinQ solution at www.bicomsystems.com/ccaas.

Why to Sell CCaaS Part 1: The Market Needs You

ccaasAdding CCaaS to your telco product line will enable you to meet a pressing demand in today’s market. The communications industry as a whole is moving toward cloud computing and your customers probably need these features and tools. Not to mention the competition is still low.

But before we get ahead of ourselves, what exactly is CCaaS?

Contact Center as a Service (CCaaS) is a simplified, cloud-based, feature-rich service that improves customer experience with no hassle.

Despite its name, CCaaS is no longer just for contact centers. CCaaS improves customer service, a key aspect of nearly all businesses.

80% of the market cannot access traditional contact center solutions

80% of the market is comprised of SMBs, a population that has historically been unable to access premise-based Contact Center offerings. As a result they have been missing out on the advantages of Contact Center software such as call monitoring, call analytics, and other daily business operations.

This all changes with cloud-based Contact Center as a Service. Feature-rich, easy-to-use, and affordable, CCaaS products level the playing field for small and medium businesses.

Your customers are realizing they need contact center features

Selling CCaaS will not only bring you new customers, but also more business from your existing customers. Whether they realize it or not, most of your customers or prospects do have some form of contact center need.

For example, a small business with inbound order taking. CCaaS can automate the order process. Or any company with customer service. CCaaS improves customer interactions and opens up more options for communication.

The whole comms industry is moving toward the Cloud

The overall trend is toward the cloud and we recommend jumping aboard before the ship sails. The global Cloud PBX market, for example, is expected to double in value by 2023, growing at a CAGR of 14.9%.

The cloud brings sought-after features and flexibility that the market has come to expect. Cloud-based CCaaS follows suit with features, scalability, and ease-of-use.

The competition is still low

According to the Gartner Magic Quadrant for CCaaS in North America, there are only ten CCaaS solutions on the North American market today.

In such a rapidly growing industry this space will surely fill up quickly. Seize the opportunity while the competition is still so low.

Stay tuned for Why to Sell CCaaS Part 2: It Will Grow Your Business

Are you interested in adding CCaaS to your offering? We have good news! Bicom Systems is partnering with ThinQ to bring you the ideal CCaaS solution.

Cloud-based, built for VoIP, award-winning Toll-Free Least Cost Routing… We are so excited about this partnership that we decided to host a webinar together to tell you all about it.

Bicom Systems + THINQ
A CCaaS Product That Will Fly Off Your Shelves
Tuesday August 28th at 1:00 PM EST
Register now

 

Learn more about CCaaS and the Bicom + ThinQ solution at www.bicomsystems.com/ccaas.

Fusion Networks Case Study

fusion-networks-blogFusion Networks is a Competitive Local Exchange Carrier (CLEC) based out of New York. The were established in 2014 and have grown drastically since. With this growth came a huge influx in demand for voice-over IP, which is something they didn’t provide at the time.

In order to please their customers and remain competitive, Fusion Networks decided to partner with Bicom Systems to solve their problem. The main reason why Fusion chose Bicom was the flexibility, says Philip Simunek. Bicom’s solutions were easily customizable for their needs. Another key selling point was that Bicom provided “a great feature-set without nickel and diming you for everything.” Bicom’s competitive pricing also helped seal the deal, as Fusion would now have a competitive resale price. Implementation was fairly simple, with no need to halt operations as it was done remotely by simply installing the app onto the local servers.

Ever since adding VoIP to their already well-established set of offerings, Fusion Networks has been able to continue its growth.

Read the full case study