ESI eBook Aims to Help Telecom Resellers Shift to Cloud

Telecom resellers who traditionally have sold on-premise PBX systems may find moving their business to the cloud to be a tricky proposition. But a new ebook from business telecom and cloud services provider Estech Systems Inc. (ESI) may help make that transition a little smoother.

The ebook, “The Economics of Cloud: Modernizing Your Business Model,” providers some basic tips for resellers to jumpstart their cloud PBX businesses. Cloud services require a different business model and a different mode of thinking for telecom companies to be successful in the new space, ESI noted.

“The cloud is here to stay, and new skills and a new way of thinking are needed,” said George Platt, ESI’s chief executive officer, in a statement. “To keep up, resellers must adjust their business models in a way that benefits both the reseller and customer.”

Resellers first should find an experienced cloud vendor to help them launch their cloud businesses, giving them a trusted source as they expand into the cloud services market. Also important: Resellers should begin offering cloud services as soon as possible, to establish a source of recurring revenue.

Cloud sales are not an all-or-nothing proposition; as such, cloud sales should be transitioned into the company’s current product and services portfolio, according to ESI. The transition should be monitored and increased steadily as sales grow stronger and target goals are reached.

Of course, this rests on the assumption that resellers thoroughly understand the technology they are selling so they can communicate the value to their end users. ESI noted it is critically important to have a firm grasp on cloud solutions, to understand the payment cycle and manage the company’s revenue stream.

“The business phone industry has always been unpredictable, but cloud PBX solutions provide long-term viability and unmatched stability for resellers,” said Platt. “By rethinking their business model from the ground up and partnering with the right service provider or vendor, resellers can enter this new era with confidence.”

In May, ESI revealed the details of its new partner program, which sought to give existing partners more sales opportunities and resources to sell to end users.