The 2018 hosted PBX market is hot. According to Eastern Management Group, hosted PBX market in 2018 is conservatively valued at $20 billion. For businesses still on the fence, the lingering concern might be: can premises PBX channel partners sell an cloud-based hosted voice solution? Yes, of course! The lucrative market will open up once you have a viable go-to-market strategy. Now let’s walk through the top 5 things you need to consider when starting a hosted PBX business.
No.1 Which vendor should you turn to?
A right approach to the hosted PBX market is the cornerstone of your success. Look for a vendor that has experience with businesses similar to yours. They are far more likely to understand the potential pitfalls you may encounter, and should have best practices to overcome those obstacles.
No.2 Who are your potential customers?
In the hunt for prospective customers, identifying them properly will save you great time and energy. Here is a list for reference:
- Multi-location organizations
- Businesses with remote workers
- Entities, including start-ups, concerned about CAPEX
- Firms not interested in owning or running PBX equipment
- Companies require flexibility to add users and concurrent calls readily
No.3 What are your selling points?
Your major competitive edge should be the quality product and service. Consider how the cloud-based hosted PBX differentiates your offering and emphasize the features which your customers can not access with an on-premises solution. Here are some talking points you can bring up:
- Focus on the proven cost savings
- Highlight the significance of mobility
- Stress the importance on flexible deployment options
- Emphasize low administration effort
- Sell yourself as a trusted advisor and absolute expert
No.4 What are your customers calling for?
Don’t rush in with a slew of features your hosted PBX has to offer. Now that you are able to offer the comprehensive feature set, next up is to understand how your customers use their phone systems respectively and what communications need still left to be addressed.
Certainly, there can be an obsession with features when it comes to phone systems. The fact is that your customers may not care much about those fancy features. What your customers want is something capable of removing their pain points. Craft on-demand solutions boasting the features designed for certain scenarios and you will see favorable gains.
No.5 What is the right sales approach?
Selling hosted PBX means you follow the cloud revenue model. Instead of having your customers purchase lump-sum packages, when it comes to hosted PBX service, you can now generate recurring revenue by selling based on monthly subscriptions. Smaller customers may want to buy services on a per-seat basis while larger customers prefer purchasing at a higher flat fee. Once you have an inclusive platform that allows you to deliver, manage and scale easily, it would be easy to create such a streamlined business model.
AND THE CONCLUSION IS…
As a decade-old VoIP industry leader, Yeastar has a presence in over 100 countries and the experience with various business sectors. Our Cloud PBX has evolved into a solid and feature-loaded offering, capable of satisfied your potential customers with on-demand solutions. For all the questions above, we’ve got you covered.
Don’t shy away from the competition and hosted PBX business. Leave the comfort zone. Let Yeastar Cloud PBX usher in your new success.