4 June 2015
Boost sales by offering a solution that converges your voice, data and mobile services into a single unified solution.
The potential for increasing your revenue through deeper engagement with SME customers is huge. After all, their impact on UK business is far-reaching:
of private sector businesses are made up by SMEs
of all private sector workers are employed by SMEs
of SMEs account for all private sector revenues
SMEs are worth
£1,600 billion per annum
to the UK economy.
That’s a big number – and one that reflects the financial opportunities available to communications resellers who are willing to expand their portfolio by offering a bundled communication solution.
Because all SMEs need effective communications solutions that work hand-in-hand to support their telecoms needs.
…a next-generation phone system (like SIP trunking)…
…data access (like broadband or Ethernet)…
…that work hand-in hand to support their telecoms needs.
The amount SMEs spend on their mobile, fixed voice and data services.
But there’s a problem…
2 or more
The number of suppliers SMEs use to provide them with their communication services (instead of investing in a bundled communications solution from a single supplier).
The SME spends more money due to having a specific supplier per product. The single-product reseller therefore makes less money.
The reseller is under threat from competitors stepping in with a convergence package that brings together all of an SME’s communications needs into a single, value-driven package, featuring voice, data and mobile services.
The result for that savvy reseller? Multiple wins for both sides:
You, as the reseller become a one-stop shop for all the SMEs communications needs
The SME turns to the reseller whenever an additional/complementary communications solution is required
Customer Lifetime Value (CLV) churn is reduced by up to 25% by adding just one additional service
The SME benefits from lowers costs; the reseller benefits from increased revenue
The real question all communications suppliers need to be asking themselves is simple:
Why wouldn’t you offer your customers a bundled communications package that supports their needs, as well as your own?
4 June 2015 | Justin Coombes
The views in this article are the personal views of the author and are not necessarily endorsed by Gamma.