Home Networking company ConnectMeVoice takes telecom billing out of the cloud VoIP sales equation

ConnectMeVoice takes telecom billing out of the cloud VoIP sales equation

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ConnectMeVoice takes on its hosted VoIP competition by eliminating complexity around billing, according to Frank Seltzer, channel manager at cloud VoIP specialist.

The Summerville, SC-based service provider got its start two decades ago and serves the communication needs of small and medium-sized businesses through channel partners. ConnectMeVoice wants its agents and MSP partners to care more about margins than the “annoyances” that come with telecom services, said Seltzer (pictured above), who attended CRN’s parent company’s XChange 2022 conference , The Channel Company, this week in Dallas.

“We want our partners to be able to support their customers, without having to make heavy demands on the supplier, [or] take care of billing and taxation,” he said. “Believe it or not, most people sign up because of tax and billing more than anything else.”

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It’s the vendor billing model that really sets ConnectMeVoice apart from the competition in the SMB voice space, said Paul Nebb, CEO of Titan Technologies, LLC., an MSP that serves small businesses, primarily law firms. and local accountants.

ConnectMeVoice does not charge per seat, but rather bases its pricing on voice lines used, not all phones listed on the account, Nebb said. The company also handles invoicing on behalf of partners.

Titan Technologies, based in Marlboro, New Jersey, works exclusively with ConnectMeVoice. “As an MSP, it’s really important that you and your technicians know your stack inside out, instead of having five or six different products,” Nebb said. « ConnectMeVoice [product] can really handle everything from small customers to our larger customers of a few hundred seats. »

100% channel-focused, ConnectMeVoice may work with partners through an agent model, but the typical approach to going to market with partners is through a reseller model. The real money, Seltzer said, is in the white-label model, which is often the opposite sales model that vendors in the telecom space have traditionally offered to partners.

“It’s really our bread and butter,” he says. “[Partners] sign up with us, bring their customers and they are able to support those customers as they need.

From there, the partner can set their own price, Seltzer said. “The MSP can make the margins it needs to be successful, but also charge its customer the price that makes the most sense,” he said.

ConnectMeVoice offers what it calls call path pricing. A call path, for example, can accommodate 10 concurrent calls while a customer can have 30 lines in total. The model helps partners cut their customers’ voice costs by around a third or even half, while MSPs can earn margins of up to 65% by setting their own prices, Seltzer said.

The provider has a two-tier partner program consisting of a “beginner” level and a more advanced level, which offers lower purchase rates, according to the company.

For MSPs who might still be hesitant to sell cloud-based voice, Seltzer warns that this is another technology that touches a customer’s network, something most partners already manage for their customers. clients.

“If you don’t sell to them, someone else will. And if someone else is touching your customers’ network right now, they might come in and say, “Oh, let me sell you cybersecurity, or let me sell you your Wi-Fi.” It is therefore extremely crucial to have at least VoIP as an offer.