According to Jim DeBald, Chief Revenue Officer at White Label Communications, LLC, far too many MSPs offering UCaaS become vendor-locked because they have not planned how to effectively implement basic yet important techniques for deploying UCaaS at the operational and technological levels. Now, more than ever, generating monthly recurring revenue that the MSP “owns” is critical. DeBald thinks that UCaaS is central to building that recurring business revenue. However, in this podcast, DeBald outlines that MSPs struggle with creating a culture where UCaaS is understood as the key place to drive sales through the whole solutions stack. We learn how apparent opportunities and urgent customer needs, such as security, are being left behind or undersold. “It’s hit and miss on the sales side,” add DeBald. We learn how a commission, training, educating, and visioning are all a part of getting people to understand and work the opportunities that are hiding in plain sight for many MSPs. “It’s tying it all together.”

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