<div dir="ltr">My experience is that most customers aren't looking for cheaper; they are looking for a better value proposition. The traditional phone company they have and their hardware vendor have been screwing them for years with a bad value prop. Outages that go for a day or two, all MACs take days and cost $175+, missing basic features like concurrent ring, remote/home phones, etc. We find that the most basic of VoIP features are what most customers are looking for, along with stability and exceptional customer support. They are also tired of talking to a $10/hour call center worker when something does go wrong, or they need a change done.<div><br></div><div>We position ourselves with all the features that have easily recognizable business value and a high level of service. We are not cheap like Vonage and others, but that almost never matters. And we've learned that if it does matter, that customer will suck anyway.</div><div><br></div><div>About 15% of our customers are highly customized, and that's another value proposition. Doing something that can't be done with PRI/analog, and in some cases, that other VoIP providers can't do. Those customers are higher in overall revenue per seat though, and probably account for 30% of our revenue.</div><div><br><div class="gmail_extra"><br><div class="gmail_quote">On Fri, Oct 30, 2015 at 7:05 AM, Peter Rad. <span dir="ltr"><<a href="mailto:peter@4isps.com" target="_blank">peter@4isps.com</a>></span> wrote:<br><blockquote class="gmail_quote" style="margin:0 0 0 .8ex;border-left:1px #ccc solid;padding-left:1ex">
<div bgcolor="#FFFFFF" text="#000000">
With a market penetration of less than 20% in the US in over ten
years, it doesn't matter that there are 2000 Hosted VoIP providers
in the US. Most are taking orders for cheap voice. Hardly anyone is
actually "selling" UC. Doesn't matter what switch you have, if you
are losing a deal over a feature, you failed at sales. Period. <br>
<br>
In my experience, it is rare that a deal stumbles over a feature.
Most people just want a cheaper version of what they have. Hence,
all that key system emulation crap that we see -- and where the
deployments ultimately fail and the customer leaves (and the SP
loses money).<br>
<br>
If you have a Broadsoft now and you think THAT is what is stalling
your business growth, your platform, a lack of features???? <br>
<br>
I have seen folks fail at Asterisk or Freeswitch. Migrate to Meta
from BSFT. MIgrate to BroadCloud. It is rarely the tech that messes
them up --- it is the sales department. And later the
implementation, but you have to sell it before your can mess up the
deployment.<br>
<br>
Most of the sales right now in the US are people dissatisfied with
OTT VoIp and are shopping for another one.<br>
<br>
Top providers in the US have no common theme: Comcast, Vonage, 8x8,
RC, thinking phones, Shoretel. <br>
<br>
I am presenting UCaaS sales training today at Noon ET, reply to this
message and you can jump on for free.<br>
<pre cols="72">Regards,
Peter Radizeski
RAD-INFO INC
<a href="tel:813.963.5884" value="+18139635884" target="_blank">813.963.5884</a>
<a href="http://rad-info.net" target="_blank">http://rad-info.net</a></pre><span class="">
<br>
<br>
<div>On 10/29/2015 9:50 PM, Colton Conor
wrote:<br>
</div>
<blockquote type="cite">
<div dir="ltr">I appreciate all the replies to this thread. I can
honestly say that no one said it better than Rob Dawson.
Especially the part about "<span style="color:rgb(31,73,125);font-family:Calibri,sans-serif;font-size:14.6667px"> 99%
of all Broadworks shops sell the same exact product. Whatever
comes out of the box, with the crappy BW portal, using Polycom
phones but taking no advantage of any of the advanced features
that are available. I really think that in the next few years
that providers who are not offering a full UC&C experience
for their customers and not doing anything to differentiate
their products will start faltering. That innovative product
suite is what providers will need in order to be competitive
in the future."</span>
<div><span style="color:rgb(31,73,125);font-family:Calibri,sans-serif;font-size:14.6667px"><br>
</span></div>
<div><span style="color:rgb(31,73,125);font-family:Calibri,sans-serif;font-size:14.6667px">I
couldn't agree more as I feel that is where I am currently
at, on a Broadsoft platform, selling the same basic feature
sets, at the same </span><font color="#1f497d" face="Calibri, sans-serif"><span style="font-size:14.6667px">price
points, as everyone else. Hard to be innovative with
Broadsoft when Broadsoft nickles and dimes you for
ever little feature especially when the
big competitors are giving these features away for free or
at no cost because their platform allows them to. </span></font></div>
<div><font color="#1f497d" face="Calibri, sans-serif"><span style="font-size:14.6667px"><br>
</span></font></div>
<div><font color="#1f497d" face="Calibri, sans-serif"><span style="font-size:14.6667px">So I am looking for a
new soft-switch engine. Something that with API's I can
integrate into these existing services such as fax (that I
wish people would stop using). </span></font></div>
<div><font color="#1f497d" face="Calibri, sans-serif"><span style="font-size:14.6667px"><br>
</span></font></div>
<div><span style="font-size:14.6667px;color:rgb(31,73,125);font-family:Calibri,sans-serif">The
only thing I have seem so far to come close as an all in one
solution is NetSapiens. I have not looked at Metaswitch as
its too expensive unless there is someone out there that has
a wholesale, hosted, whitelable Metaswitch product? </span></div>
<div><span style="font-size:14.6667px;color:rgb(31,73,125);font-family:Calibri,sans-serif"><br>
</span></div>
<div><span style="color:rgb(31,73,125);font-family:Calibri,sans-serif;font-size:14.6667px">Anything
else besides Broadsoft, Metaswitch, and Netsapiens that fits
the bill? </span><br>
</div>
</div>
<br>
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