Debunking The Myths Of Providing Unified Communications-As-A-Service

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The IT industry is laboring under several myths related to the voice and unified communications business, including myths about the reliability of the technology, the level of technical support, and the ease of on-boarding customers.

That's the message from Eric Roach, global vice president of field channel sales and distribution at Intermedia, a Mountain View, Calif.-based provider of a variety of cloud-based applications including unified communications-as-a-service.

Roach, speaking Monday along with his colleague, Mark Sher, vice president of cloud voice solutions, before an audience of solution providers and MSPs at this week's NexGen conference in Los Angeles, sought to dispel those myths.

[Related: Here's Who Made Gartner's 2017 Magic Quadrant For Unified Communications As-A-Service]

"The good news is, Intermedia has your back," he said.

The biggest myth is that voice systems are difficult to understand and complex to install, and is best left to the phone guys, Sher said.

Sher said that partners often tell him that they are not ready to offer voice or unified communications to customers. He admitted that it can be complicated. "But if you have the right partner and the right support, it can be easier than anyone not doing it might believe," he said.

It is also a huge opportunity, Sher said. He cited analysts' surveys that the unified communications-as-a-service business is a $12-billion market, and is expected to see 17 percent year-over-year growth through 2022.

Bringing unified communications-as-a-service to customers is also a way to ensure that partners do not loose out on other opportunities, Sher said. Voice services can be used as part of a full suite of services, and a lack of voice services could open customers' doors to competing providers, he said.

"We want to help you close the door to your competitors," he said.

Sher broke his initial big myth into smaller areas in an effort to show how partners can benefit by adding voice to their offerings, starting with the idea that selling unified communications-as-a-service is difficult with limited sales support.

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