Selling UCaaS

Although many in the industry agree that UCaaS pricing is going down, Rowland said UCaaS vendors are offering a plethora of spiffs. That’s due to the fact that most UCaaS providers aren’t focusing on profitability right now. They’re engaged in a “land grab” for market share in order to survive consolidation. Hence, the spiffs.

“People are saying that in the first few years of your business it’s super critical to actually try to work with vendors that are giving you spiffs,” Rowland. “I think a lot of agents don’t want to ever say that they’re chasing a spiff or chasing a provider payout, but when it comes down to it, it’s our responsibility as business owners to survive.”

Many of the partners making the walk through the desert simply won’t survive on recurring commissions alone. Rowland said the average time it takes for an agent to receive their commissions is eight months from when they first sign the deal.