How to Sell Hosted PBX

  • Published: 04 April 2019
  • Author: Shane
  • Cateogry: General
How to Sell Hosted PBX

With Forbes claiming that “83% of enterprise workloads will be in the cloud by 2020” and BT switching off PSTN and ISDN in 2025, it’s clear the future of communications rests in the cloud.

The market for those offering a hosted PBX service is undoubtedly huge and although very profitable, it is also very competitive. It's almost inevitable that businesses will need to make the switch to the cloud so it's vital that your pitch is competitive and convincing enough for business to take action now. 

"83% of enterprise workloads will be in the cloud by 2020"

The real aim here is:

  1. Breaking them out of the "if it ain't broke" attitude as quick as possible 
  2. Convince them to take action now

FOCUS ON WHAT'S IMPORTANT TO THE CLIENT, NOT THE TECH ITSELF!

Many potential clients may have the attitude of “If it ain’t broke, don’t fix it” when it comes to on-premise. As mentioned, moving to the cloud is becoming inevitable for many businesses. The question is, are they going to make that switch now with you or with another provider a few months-years down the line. Time kill deals,it's all about convincing the client that now is the best time.

Pay as you go 

Unlike on-premise, hosted allows the cost to adjust so you only need to pay for what you are using. If your business changes in size, your cloud adjusts to optimise performance which ultimately influences the costs.

Energy costs 

If your server is not on-premise, you’ll be paying a significantly lower amount for energy consumption costs. Moreover, a hosted service is approximately three times more energy efficient with idle on-premises servers wasting unnecessary energy resources. 

Minimal upfront costs 

On-premise solutions require a higher amount of capital to get set-up. When moving to the cloud, there is no upfront cost required to set-up as you’re moving from a CAPEX model to an OPEX model. 

Let’s look at some of the most important influential benefits for the client that you can bring into your pitch:

Maintenance 

Over the life-span of an on-premises system, you’re going to fall into extra costs such as purchasing specific highly-expensive parts (in most cases, ensuring you have spares with a complete backup solution). External infrastructure means this is already taken care of to give a better peace of mind while you saving you money. On-premises also requires further obsolescence costs including licensing renewal and upgrades. On a hosted platform, these costs are minimised and covered by the provider.

Scalability

A flexible platform which can easily be expanded to fit the growing needs of your business. Additional phone lines, extensions and mobile device can be added without traditional limitations.

Disaster recovery

Before the era of hosted, businesses needed to buy additional hardware, storage and software to prepare themselves for any technical failure. With a hosted system, the data is automatically mirrored and stored at other locations so you never have to worry about data loss.

Enterprise Security

Benefit from the services and expertise of a group of technicians, whose central focus is the security, availability and maintenance of your system. Always use the latest versions/releases because all upgrades are done by a professional support team, guaranteeing ultimate performance and minimum interruptions.

Application for Pitch-fection!

There are plenty of benefits to moving to a hosted PBX, many of which the potential client may already be aware of. It's crucial to understand the clients operations and applying the benefits directly to their company. Working out how much they could save or drawing on specific operations improvements for example are great ways for application. You really need to get the client in a position where you've provided real-life examples of how it will specifically benefit the company.

"You really need to get the client in a position where you've provided real-life examples of how it will specifically benefit the company"



"Why us" isn't as important as you might think...

The market is very competitive but trying to pitch your company rather than the true augmented benefits for the client isn't going to win much deals. Most 'why us' pitches are very similar; experience, security, team, etc. Unless there really is a benefit the client will gain from going with you over a competitor (I mean REALLY), it probably isn't worth drawing on too much. If you do offer the best price in the market, an additional service or an exclusive benefit they won't get with competition, then this becomes a true augmented benefit.

Our next complimentary sales training event will be taking place Friday 12 April. This is a partner exclusive event so please ensure you are registered before applying for tickets.

To find out more on how you can optimise your Hosted PBX pitch, contact the Conversant Technology team on enquiries@conversant.technology or (+44) 3333 442801 and we'll be happy to help!

You might also like

Join Conversant today

Find out how you can enrich your communications offering with our platforms.

We use cookies to give you a better experience on conversant.technology. By continuing to use our site, you are agreeing to the use of cookies as set in our Cookie Policy.