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How to Become a Successful UCaaS Provider, Q4 2018
How to Become a Successful UCaaS Provider, Q4 2018
Tracking UCaaS Perceptions and Provider Selection Criteria in the U.S. Market
30-May-2019
North America
Market Research
Description
This study is based on the findings of an online survey conducted in Q4 2018. The survey panel was comprised of U.S.-based companies’ IT and/or telecom decision makers and influencers.
The purpose of the survey was to gain a perspective from IT and telecom stakeholders on the adoption and effectiveness of UCaaS solutions, as well as the provider success factors in the U.S. UCaaS market. More specifically, the survey aimed to identify the following:
• What factors drive and restrain UCaaS adoption
• How extensive the UCaaS deployment within the organization is today and how it will change within the next two years
• Which UCaaS features decision makers find most valuable for their business or organization
• How successful the UCaaS deployment has been and what actual benefits it has delivered to the organization
• What prices businesses are paying for their UCaaS solutions and whether they consider them fair
• How businesses prefer to purchase their UCaaS solutions (e.g., bundles vs a-la-carte features/services)
• Which UCaaS providers decision makers are familiar with, which ones they are using and which ones they perceive as best in class
• Whether they plan to switch UCaaS providers, what are the primary factors to switch, and which providers they plan to switch to
The findings of the study can help existing UCaaS providers and future entrants into the burgeoning UCaaS market better understand customer requirements and develop sustainable growth strategies. The survey data demonstrate that UCaaS buyers are highly savvy and with high expectations of their UCaaS providers and services. They negotiate prices and are constantly looking to switch providers for lower prices, better service or specific features.
The market remains untapped with significant growth potential. Existing growth opportunities will continue to attract new market participants, which will create more competition and compel all providers to innovate faster and maintain affordable prices. Providers must continue to invest in customer education to ensure businesses are aware of their various options in a crowded and highly competitive market.
UCaaS providers must also strive to raise their brand recognition, improve service functionality, quality and reliability, diversify their overall solutions portfolio, and maintain competitive prices. They must remain acutely aware of the threat coming from Microsoft, Google and Amazon as well as preempt any customer desertion by offering creative packaging and pricing and paying close attention to specific customer needs. Besides overall brand strength, other factors may affect vendor reputation including service quality and reliability, and customer service and support. Vendor financial stability (e.g., revenue growth, profitability) and organizational activity (e.g., M&A, bankruptcy) could also affect vendor reputation.
Author: Elka Popova
Table of Contents
Key Findings
Key Findings (continued)
Key Findings (continued)
Key Findings (continued)
Key Findings (continued)
Key Findings (continued)
Key Findings (continued)
Survey Objectives
Survey Methodology and Sample Size
Survey Sample Profile—Decision-maker Roles
Survey Sample Profile—Respondent Industries
Survey Sample Profile—Size of Business
Survey Sample Profile—Number of Business Locations
Decision-maker Familiarity with UCaaS Providers
UCaaS Provider Sales Outreach
Perceptions of UCaaS Providers
UCaaS Adoption
Top Reasons to Adopt UCaaS
Current UCaaS Providers
Time Length of Using UCaaS
UCaaS Adoption within the Organization
Internal Adoption Expansion
UCaaS Provider Selection Factors
UCaaS Provider Selection Factors (continued)
Actual Service Provider Attributes Delivered to Date
Customer UCaaS Purchase Preferences
Average Monthly UCaaS Price Per User
Price Change Since the Beginning of the Contract
Expected Price Change in the Next 12 Months
Price Negotiations and Outcomes
Estimated Price Discount Received
Price Fairness Perceptions
Reasons for Not Using Best-in-Class Provider
Possibility to Consider Switching Providers, if Google or Amazon Offered UCaaS Solutions
Intent to Switch Providers When the Contract Expires
Future UCaaS Provider
Reasons to Replace Current UCaaS Provider
Intent to Switch Providers if a Competitor Offers 25 Percent Cheaper Price
Most Important UCaaS Features
Important Tangential Services
Reasons to Adopt UCaaS Among Non-Users
UCaaS Provider Selection Factors Early in the Process
Decision-making Factors in Final UCaaS Provider Selection
Knowledge of Future UCaaS Provider
Future UCaaS Provider
Reasons for Not Moving to a UCaaS Provider
Key Takeaways for UCaaS Providers
Legal Disclaimer
List of Exhibits
List of Exhibits (continued)
The Frost & Sullivan Story
Value Proposition—Future of Your Company & Career
Global Perspective
Industry Convergence
360º Research Perspective
Implementation Excellence
Our Blue Ocean Strategy
Popular Topics
Deliverable Types | Market Research |
---|---|
No Index | No |
Podcast | No |
Author | Elka Popova |
Industries | Telecom |
WIP Number | K3A5-01-00-00-00 |
Is Prebook | No |
GPS Codes | 9717-C3,9705-C1,9610,9656 |