Legacy TDM phone systems are falling out of favor as businesses look to more advanced telephony like Unified Communications (UC) and Hosted PBX (HPBX). While large enterprises were the earliest ones to adopt these technologies, the small and medium business (SMB) market now holds significant potential, according to Edgewater Networks.
Edgewater Networks‘ recent white paper “Hosted PBX and Unified Communications in the SMB Market” examines the market climate for UC and HPBX, what service providers should be aware of when presenting this technology to SMB clients, and how to determine the best deployment options for the market.
According to the U.S. Census Bureau, about 3 million businesses in the United States have fewer than 50 employees, falling into the small or medium business category. Cable companies, competitive carriers, and over the top (OTT) providers see the potential in the sheer numbers of the market, and many have jumped in over the last several years to sell HPBX and UC specifically to SMBs.
Often, though, providers who may be good at selling business communications to large companies encounter problems selling advanced technologies to SMBs because they treat SMBs like “little enterprises.” Edgewater Networks’ white paper helps providers better target the market by looking at SMB’s distinctive needs, buying behaviors, and purchase drivers.
For example, the majority of SMBs have far less in-house technical expertise than enterprises, with many small businesses having no in-house IT function at all. But while the SMB buyer may not be as technically sophisticated, providers need to recognize the companies have many of the same technical and business challenges as any large enterprise. The white paper looks at:
- What the market looks like today and how it’s expected to change
- How to build a winning HPBX/UC offer for SMBs
- How to determine the best hosted PBX deployment for a company
By recognizing the needs and limitations of SMB prospects, Edgewater Networks says service providers can open up new, profitable revenue streams for HPBX and UC and capture their share of a rapidly growing market. Download a copy of the white paper to learn more.