Unified communications and collaboration (UCC) comes in many forms: premises-based, cloud-based, and hybrid. So as a value-added reseller (VAR), how do you recognize when your client is a candidate for cloud-based UCC? Here are some common reasons customers would be cloud UCC candidates:
- New businesses – Many new companies find it better to start their communications infrastructure in the cloud, especially since they are not sure how things are going to go and may need to make rapid changes. New businesses want cloud communications and unified communications because it improves their productivity and protects them against future changes in the industry. What cloud communications really do is help customers drive their businesses into the future, painlessly enabling unified communications, Voice over Internet Protocol (VoIP) and increased mobility for their employees and clients. Customers depend on cloud communications and UCC in order to maximize their revenue while streamlining their business for more efficient functions and processes.
- Small IT staffs – The unique tools and software associated with cloud UCC give customers the ability to easily manage their communications infrastructure with limited personnel. Simple, Web-based portals provide self-service for user changes and easy access for administrators. Clients that provision UCC in-house will often require large in-house IT staffs or will need to pay contractors or service providers to come in to make additions and changes and perform administration.
- Budgetary requirements – Some companies prefer to pay for products outright, and some prefer to lease products or services on a monthly basis. For those that do not have the budget for large cash outlays to install UCC and communications, cloud-based UCC may be the better bet. Cloud communications and UCC help customers save money up front and over time. Customers don’t want the up-front costs of buying phone equipment or systems anymore. They see the phone system as just another app within their infrastructure.
- Rapid-growth companies – Companies that grow rapidly are much better candidates for cloud UCC as opposed to premises-based UCC. Cloud communications can also help customers eliminate or reduce obsolescence since their business communications are future-proofed, meaning they’re customizable for many different possibilities and outcomes. Even seasonal companies that reduce in size at different times of the year will benefit highly from cloud-based UCC by not having to pay for resources they are not using.
- Highly mobile companies – The power of accessing everything an employee needs regardless of where they are is enticing, and many companies are jumping at the chance to transform their business into a mobile workforce. If a business needs 24/7 access to its mobile app with 99.9% availability time, cloud technology is the better choice. It allows a much broader upside in terms of availability, accessibility, and uptime. With cloud applications, you can access your information anywhere, at anytime, and the system will rarely be unreachable.
VARs need to be able to identify and provide cloud-based prospects with a solution—one that not only delivers value to the end-user customer but to the VAR as well. Business owners today are savvy, and they want someone they can trust to provide them with a complete solution—one that positively affects every outcome of their communications system. Once a VAR establishes itself as a company focused on the success of its customers, the customer base will grow continuously as a result.
Do you have any other criterion for considering a customer a cloud-based candidate? Please feel free to share below.