The market for UCaaS is crowded with providers (2000+) but not so crowded with buyer demand. It is still a slog to sell UC to buyers. Here are the top 3 things I would tell any UC provider today (and that I will be telling the audience at SkySwitch Vectors 2019 today).
One: Pick a target. Whether that is a niche or a vertical or a piece of the marketplace, pick a target! The sweet spot is 25-99 seats – and the competition targeting that market is small.
If you target them, the message resonates better; the message is clearer. This is important because 1-1000 seats is actually 7 segments which means at least 7 buyer personas. It means the generic message will not resonate with your whole target (1-1000 employees).
Two: Take Friction out of the sale. Phones and phone choices slow up the sale. Lease or buy? Which model? Blah, blah, blah. Take the friction out oif this. HaaS: hardware as a service or leases or sell them – pick one.
Three: Package better!!! Products that are packaged well, branded and launched win. (Ask Jeff Walker!) I am not talking about Bronze, Gold, Platinum. I am talking about Managed IT with phone or a Managed Office Bundle or Microsoft Teams with phone. Figure out how to bundle it so it is very appealing to your target audience. Otherwise it is a price war and not that attractive – or profitable!
see you at the show!