The importance of the channel in #voice #saas

Service providers generally take strategic decisions about how they sell their services, using direct sales for accounts of a certain size and indirect for smaller accounts or in regions where they are less strong. This is perfectly normal and fine, but with hosted voice, they also need to consider how to attract resellers based on a compensation model that is geared to predictable, monthly revenues rather than the traditional upfront bonus.

This problem is, of course, common to all businesses that are migrating towards SaaS products, but it’s one that needs to be confronted, as the channel is essential for reaching the largest volume of customers, particularly in SME markets. And, the SME is the next big opportunity for telcos, as it has traditionally been underserved by service providers.

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