[VoiceOps] VoIP Service Providers Market Research report

[Carlos Alvarez]

I can't speak to "trends," but I have run two hosted PBX companies where we
employed only the high-touch sales and engineering model.  This makes
acquisition cost high, but attrition/churn cost has been nil.  If you truly
engage the customer and give them something that fits them perfectly, that
they never have to think about, they simply will not look elsewhere.  The
type of customer that buys online will leave you to save $1/phone as soon
as he sees a web ad promising that.


On Thu, Dec 3, 2015 at 3:48 PM, Shripal Daphtary <shripald at gmail.com> wrote:

> Hello all,
>
> I recently downloaded a market research report from Voiplogic. I'm sure
> that some of you know that they are a wholesale application service
> provider that sells class 4 and 5 services to service providers. I found
> the report pretty enlightening (and free).  You just need to take a survey
> to get it.
>
> I would be interested to see what others in this group think about the
> state of Hosted PBX, UC, UCaaS, etc.
>
> Some of the major bullet points are listed in VoipLogic's press release:
>
> http://www.voiplogic.com/dec-1-2015-2015-voip-service-providers-market-research-3rd-annual-report-extensive-original-data/
>  along with the link to the survey.
>
> I would like to actually see what Peter Rad, thinks of the sales stuff in
> the report. In particular this statement:
>
> *"Low touch sales methods – primarily web-based selling – are dropping
> while high touch sales methods such as Direct and through Value-Added
> Resellers – are growing. This is, in turn, increases the cost of customer
> acquisition. That Service Providers appear to perceive value from the
> personal assistance of direct sales and customer service support may be
> explained by the increasing complexity of Unified Communication and
> Collaboration."*
>
> I'm wondering if others see the same trend?  it just seems to go against
> another figure in the report that states that price is the most important
> factor in sales and marketing success.  I don't see how you can be a
> solution sales organization and still think that price is the most
> important thing.
>
> anyway, it was by and large good read with a lot of information.
>
>
>
> Shri
>
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