[VoiceOps] VoIP Service Providers Market Research report

Brian Murray bmurray at transbeam.com
Thu Dec 3 18:23:47 EST 2015

Couldn’t agree more.

That has been our approach since day 1 many years ago. It wasn’t the most popular approach here at the company but we (those arrogant engineers) stood firm on this approach and I can tell you that over the last 12-18 months we’ve seen a huge jump in the numbers on HPBX & SIP Trunking.

Efficient project management from the moment the order is signed is key…

Brian J Murray
Director, Network Engineering
Transbeam, Inc.

From: VoiceOps [mailto:voiceops-bounces at voiceops.org] On Behalf Of Carlos Alvarez
Sent: Thursday, December 03, 2015 5:57 PM
To: VoiceOps at voiceops.org
Subject: Re: [VoiceOps] VoIP Service Providers Market Research report

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<mailto: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.


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