Q&A

If You Don't Sell UC Solutions To Your SMB Customers, Someone Else Will

Bernadette Wilson

By Bernadette Wilson

The Unified Communications-as-a-Service (UCaaS) SMB market presents a significant opportunity to VARs and MSPs to expand — and maybe even protect — their businesses.  

CoreDial CEO Alan Rihm, says research shows about 80 to 85 percent of the market does not yet use cloud services. A study from Vonage in May, for example, estimated only 15 percent penetration in the SMB cloud services market. Rihm says. “We think everyone must have cloud, but they don’t. Is there opportunity? Absolutely.”

Beyond recognizing the potential market, it’s also important to know that SMBs want cloud communications. Rihm says trends include browser-based solutions, mobility, presence (which allows a user to choose the best way to communicate based on a person’s location or status), video communications, and remote and virtual desktops. “It’s all about how to make things easier and accessible to the SMB,” he comments. “They want tech to run the business — and they need someone to make it easy for them.”

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