Moving to Cloud Voice and Microsoft Teams: Why the SMB Market is the Next Big MSP Opportunity

How do you help small and medium businesses migrate their communications to the cloud?

And how to make the trip as profitable for them and – especially – you?

These are two burning questions for managed service providers, VARs, and system integrators who see the huge opportunity for SMBs but struggle with the often labor-intensive process and its return. difficult trade.

It is not that the sector is indifferent to the transformative potential of modernization.

The big business enablers of the past few years, such as Microsoft, are now eyeing the SMB market; build heavily marketed entry-level solutions that encourage ambitious organizations to take their first steps.

Millions of these SMEs – so often the lifeblood of economies around the world – hear these messages, understand the benefits and know they need to act.

However, many lack in-house IT resources and therefore seek to outsource.

For MSPs looking to capitalize, surely the trick to making these multiple deployments work on a smaller scale is to leverage the efficiencies of automation and customer self-service.

And that means choosing a supplier partner with the right tools and expertise.

“SMBs typically contribute 50% of a country’s GDP, so the global market for cloud-based voice and collaboration is significant. The question is how MSPs achieve this profitably,” declared Tim Jalland, Solutions Manager at leading digital workspace management software provider VOSSwhich has many answers.

“Historically, it was about providing and managing fairly bespoke PBX-style ‘key’ phone systems with, say, 20 phones and multiple manual processes and touch points. It has been difficult for large providers to service this segment profitably.

“Today, these SMBs want and need more enterprise-grade cloud-based collaboration and communication features, such as VoIP, chat, virtual meetings, and document sharing; all easily consumed and paid monthly.

For many, it’s a Microsoft Teams game.

They may have turned to the platform during the pandemic to work remotely during shutdowns and now want to leverage its voice and other capabilities that boost productivity and efficiency.

Indeed, as if to underscore this point, Microsoft – with whom VOSS recently announced a partnership to enable MSPs to accelerate their customers’ transition to cloud-based telephony and collaboration solutions – offers a new flexible and affordable “Teams Essentials” license aimed at the small and medium business sector.

Complement this offering with seamless onboarding, automation, onboarding, and self-service, and the value proposition for MSPs is transformed.

“All of these automated tools are essential because, in deploying in an SMB environment, vendors face a sequence of four or five steps, typically affecting several different people in an organization,” says Jalland.

“They will need to acquire and provision phone numbers; configure them with Microsoft Teams; configure SBCs; and on board and assign telephone numbers to people. This is usually a manual, multi-step process.

“Automation streamlines all of this. It allows the end-user customer to manage their own day-to-day moves, adds, and changes. This makes it easier for them and reduces the workload and costs for the MSP.

“When a vendor is onboarding four or five new customers a day, the economies of scale can be significant. Suddenly, the SMB sector – with its growing demand for cloud-based transformation and its need for support to achieve it – represents a profitable proposition. »

It’s a context in which it bears repeating that catchy, aforementioned statistic that SMEs account for 50% of global GDP.

Big sector. Large number. Big opportunity.

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