Page 2 - Coredial Q1 2019

2 CoreDial Special
March 2019
Making Mobility Core to the UC Value Proposition
A Primer for Delivering Value Add Solutions
ARNOLD
by Jon Arnold, Principal Jon Arnold & Associates
It’s time to begin leading with mobility rather than leaving it
as an afterthought. As businesses adopt UCaaS, and embrace the cloud, a world of opportunity opens up—not just for them
and their customers, but also for you as their technology partner. UCaaS, in general, provides value to SMBs, but also better margins to help channel partners go beyond the commodity nature of dial tone.
This is a fair reflection of where the SMB market is heading in 2019, and also sets the stage for accelerated adoption of new productivity-improving mobile innovations partners should be offering end-user customers.
Since the UCaaS value proposition can vary widely depending on the specific needs of a business, you as the partner need to carefully consider which elements will resonate the most with each customer. At first glance, however, the value proposition of many UCaaS offerings is often framed around the conventional workplace environment, which is both telephony and desktop PC- centric. This addresses many day-to-day communication needs, but hardly tells the whole story, and it’s not where value is being realized from employees in modern office environments.
As consumer lives become increasingly mobile-centric, expectations around mobility are becoming the workplace norm. To illustrate this point, eMarketer reported that in 2017, an American consumer spent an average of 5.9 hours a day using various forms of digital media, and this is up from 4.3 hours a day in 2012. During that period, time spent on mobile devices has more than doubled from 1.6 to 3.3 hours, while the next biggest category – PCs – has steadily declined from 2.5 hours a day to 2.1. In addition, mobile technology now accounts for 56 percent of all time spent on digital media.
Wireless communication brings needed convenience to remote workers through ubiquitous voice communication, that said, mobility is often not integrated with primary endpoints— namely desk phones, PCs, and conferencing devices. This results in businesses needing to utilize multiple conferencing and collaboration tools in their infrastructure—adding both cost and complexity to their business processes. Consider these all-too- familiar and often costly scenarios that can jeopardize a business’ productivity:
n When out of the office, salespeople miss important calls from customers and prospects
n Field workers cannot communicate efficiently with customers or in-office staff
n Mobile workers waste time calling the office to retrieve and manage messages
n Using a variety of personal mobile devices diminishes consistency in the user experience or applications required to get work done
n Stringing together multiple services or applications to achieve communications mobility creates unnecessary and costly
expenses
n Mobile devices lack standard desk phone features which
constrains productivity and limits the ability to collaborate
remotely
n Missing features such as corporate caller ID when using
personal mobile devices to communicate can tarnish professional credibility or customer/prospect perception
These are real pain points for your customers that will undeniably intensify as mobility usage continues to proliferate. According to Strategy Analytics, 36 percent of the global workforce was mobile in 2016, and that level will climb to 43 percent by 2022. The Global Mobile Workforce Forecast predicts that in 2022, there will be 1.87 billion mobile workers globally, an increase of 29 percent from 2016. If you’re not embracing the mobile phenomenon, you’ll quickly become less relevant to these customers, especially as voice traffic continues migrating from fixed line to wireless infrastructures.
Despite compelling mobile statistics and trends, many resellers still frame the UCaaS value proposition around conventional workplace needs that tend to revolve around desk phones and PCs. Resellers who fail to address the pain points around mobility will miss an opportunity to capitalize on this growing need. Holistically owning the customer relationship requires owning their problems. If you don’t address their need for mobility, your customers will find solutions to these problems elsewhere.
CoreDial’s Partners are well-positioned to change the UCaaS conversation by focusing less on technology and more on pain point solutions. Talking about benefits such as accessing call history, making and receiving calls with your business phone number, integration with office directory, and virtual attendant have a targeted purpose when starting with a solution-first framework. These are just some of the features of CoreDial’s fully integrated CoreNexaTM Mobile application, all created to address mobility challenges for modern businesses and drive value for SMBs.
CoreNexa Mobile’s out-of-the-box features not only address customers’ mobility needs immediately, but as the tool continues to add new features, reseller partners become an even more integral solution provider going forward. Aside from the strong brand-building benefits that come from the private-label CoreNexa solution, CoreDial Partners can also tap into an expanding pool of new revenues as mobile solutions are adopted by SMBs.
This is just the beginning of what UCaaS can offer your customers. Mobility features can provide rich margins and a more complete portfolio solution enabling long-term success with cloud communications. Simply put, one of the best, most sustainable ways to remain your customers’ trusted communications technology provider is by offering solutions for their business’ mobile needs. n
These are real pain points for your customers that will undeniably intensify as mobility usage continues to proliferate
The modern office has arrived with CoreNexaTM coredial.com