The future success of comms resellers hinges in large part on whether (and how quickly) they seize the All-IP and Microsoft Teams opportunities, with the fastest responding partners certain to gain most. That was the priority message Giacom presented to delegates attending its All-IP Summit (31st October, the IET, Westminster), where COO Nathan Marke also urged partners to reframe the narrative around the 2025 PSTN switch off.
“We are all partly responsible for making this transition look like a chore,” he stated. “To date we have put a product lens on the switch off but SMBs have little interest in swapping products. We are not leading with the benefits to their businesses. The switch off is a customer switch off – so switch them on with All-IP.”
Marke also noted that SMBs are especially interested in how investment in technology can ensure business continuity, enable hybrid working and improve their businesses. “They are also looking for a strategic partner to help them achieve their goals and value propositions need to demonstrate this vision,” he added.
Enabling growth
Giacom used the conference as a launch pad for its All-IP Managed Service designed to support resellers and MSPs to transform their existing services and grow their businesses through the All-IP opportunity. Giacom also spotlighted a rich seam of opportunity in maximising products around Microsoft Teams. Claire Makin, Giacom’s Head of Voice Portfolio, called for a show of hands to see how many delegates used Teams, and the response was unanimous. But only three sold Teams.
“This response signifies that users are out there but perhaps being supported by Microsoft directly or a soon to be competing MSP,” said Makin. “The products MSPs provide are underpinned by good quality connectivity – the next step is to branch further into communications. If not, competing MSPs will eat their lunch.”