How Partners can be Successful with Voice

Channel partners need to shift to selling unlimited minute bundles to continue being successful with voice, according to Cavell Director of Research, Dom Black. 

• Black spoke at UC Partner Summit – register to view all content on-demand 

Black said that, while voice is still essential for most businesses and consumers, the rapid adoption of video and other digital channels over the past two years has changed the dynamic for channel partners. 

“When we look at our forecasts and revenue that can be driven from voice, that is definitely falling,” he said. 

“The way we’re seeing partners solidify that revenue is by bundling minutes into packages or, a trend we’re seeing more and more, is by offering unlimited minutes 

“When we speak to partners offering these unlimited bundles, we see they’re able to get quite significant margin from them although the revenue is dropping. 

“The margin is increasing because they’re using less minutes, so the cost to the partner is less” 

Black will also talk through how partners can take advantage of the opportunity around Microsoft Teams. 

Cavell research shows that Teams accounts for just 10 percent of the voice share in the UK UCaaS market. 

Cavell expects this to change “Dramatically”, but Black said that the majority of the market will still be using a third-party voice provider, even if this is plugged into Teams through Direct Routing or Operator Connect. 

• Black spoke at UC Partner Summit – register to view all content on-demand