Does this sound familiar?

Your organization’s phone system dates from the late 1980s (or older!). It works on a basic level, but its functionality is severely limited. Staff constantly complain about the “clunkiness” of the system and “gently remind” you of how much more productive they could be if they only had this or that feature.
You know it’s time for a change, and you’re aware that Hosted PBX is the ideal path to take – but you face a hurdle. You need to get your directors/staff/IT department on board first. Where do you start?
The answer is developing a business case, and in this article we’ll walk through some steps that will, hopefully, set you on the right track.
1.First, develop a list of needs. What are the critical components that are currently missing from your phone system, and that a Hosted PBX service could provide?
Some examples could include:
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Ability to ring alternate numbers, such as cell phones, if staff don’t answer their desk phones
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Option to ring additional staff (hunt group/call queue) if a given extension does not pick up
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Ability to receive voicemail any time, anywhere an Internet connection is available
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Easily customizable menu system/autoattendant, to better direct customer call flow and present customized voice prompts and music-on-hold
The above are examples of very important functions, the lack of which may represent a clear and direct loss of revenue. Take the time to really talk to your staff – the only way to know for certain what your phone service is missing is to properly survey the people who use it day in and day out.
2. Develop a list of wants. This will consist of features/functions that would be very “nice to have,” and that would likely increase productivity, but that are not necessarily must-haves. Think of this list as “value-added” – you will be able to use it as a further enticement for any wavering decision-makers.
A few examples might be:
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Option to have calls recorded
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Tracking and reporting features, to better understand call flow and employee phone productivity
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Ability for staff to work remotely/from home offices
When you’re ready to present your case, you’ll first use the data you gathered in Step 1 to prove that your Hosted PBX proposal will solve the organization’s immediate needs, and then you’ll take your pitch to the next level by demonstrating using the Step 2 data that you’ve envisioned even more ways to enhance productivity and improve customer experience.
3. Estimate real-world, dollar-figure savings. Here’s where you’ll start tying together needs and wants into a “package” that busy executives and decision-makers will readily understand.
Use simple, easily explained, and logical metrics to arrive at your figures. A prudent approach could be the following:
- Develop an estimate of how many sales are potentially being lost in a day (due to missed calls, delayed callbacks, inability to reach a desired representative, etc.).
- Make a realistic estimate, again by consulting with staff, of the average value of each sale
- Multiply this value by 30, or 365, or whatever time period you wish to represent, in order to make an impactful and well-supported statement on lost revenue using your current phone system/potential revenue gain with a Hosted PBX service.
4. Estimate your switching costs – and amortization periods for them. This is the part that can cause decision-makers to hesitate or even balk, so be sure to accurately calculate how long your organization is likely to take to recoup these costs using the data from Step 3. Remember, payback periods are relatively short with Hosted PBX, for a number of reasons:
- No PBX “system” to purchase – only phones and/or adapter
- No initial on-site PBX installation
- No ongoing maintenance/upgrade costs – manage your account directly via the web
You will likely be able to show that, with a minimal initial outlay, your organization can quickly recoup your startup costs and begin saving money month-over-month.
5. Finally, present your choice of Hosted PBX provider. The most important factor in this step is to look at more than just monthly cost! Yes, your Hosted PBX service should be competitively priced, but be wary of unusually cut-rate prices. You need to ensure that your selected provider offers excellent voice quality, well-trained and knowledgeable support staff, and network redundancy. Very inexpensive providers may be cutting corners in some or all of these areas in order to deliver artificially attractive prices.
Ultimately, choose the provider that offers the best value based on a combination of cost-effectiveness, support, capability, and scalability.
We wish you luck in your research and presentation!
