Archive for the 'Cloud' Category

There’s never been a better time to work from home

March 10, 2020

The argument in favor of working at home has been getting stronger and stronger, year by year, as a result of the following factors;

  • Major advances in communication and collaboration systems
  • Major advances in Cloud-based business systems
  • Increased congestion on roads and public transport
    • Increased time wasted on travelling to a work place
    • Increased awareness of environmental issues
    • Costs associated with travelling, parking etc
  • Increasing costs related to buildings (in many geographies)
  • Increased productivity due to less distractions and less wasted time
  • Increased staff retention (studies show most staff prefer working from home)
  • Increased potential profitability due to decreased costs and increased efficiencies

Now, adding the current coronavirus crisis to the list, the argument for working from home has just become more compelling than ever.

Working from home is now more practical and compelling than ever before

If all or most of the staff at your business are still working from a business premise and the nature of your business is not dependent on your physical location (for example, shops, warehouses, factories and other businesses dependent on location and/or physical goods or equipment), I suggest considering the following actions;

  • Review the advantages (if any) of having your staff located in your business location and how these advantages stack up against the above list of reasons for working at home.
  • Implement a Unified Communications system. This enables your staff to be accessible and on-line to your business via their smartphone and/or computer, no matter where they are, from a single phone number.
  • Implement a team collaboration system for your business, such as Microsoft Teams or Slack, to enable fast and efficient communication, collaboration, meetings and co-working between your staff. Microsoft Teams can also be configured as a Unified Communications system, and also be used for communicating with customers and other people outside your business.
  • Switch to using Cloud based business software, such as Office 365, Google Apps and on-line accounting systems that can be accessed from anywhere, including staff working from home.
  • Establish regular catchup-up meetings (stand-ups) with your staff to ensure your team(s) gets to communicate and know what’s happening around the business.
  • Arrange social activities periodically where practical, so that your staff have opportunities to interact in a social setting. This contributes to maintaining a healthy team culture.

Working from home is the way of today and the way of the future for many businesses. If you need help in setting up your business for remote working, contact your Managed Service Provider (MSP).

Partnerships, Integrations and Game-Changers

January 28, 2020

It’s rare to find a business application these days that can work as an island and doesn’t need to integrate or inter-operate with other business applications. The 2020’s is shaping up to be a decade where we will see the integration of businesses and applications continue to accelerate, to define a new set of winners with a new set of disruptions to the existing ways of doing business.

At Datagate, our focus is on bringing new options and capabilities to our Service-Provider clients as quickly as possible, and we don’t do this all on our own. Bringing in new partners and integrating with their products and services opens up exponential new possibilities for our clients.

The Datagate SaaS product is designed to automate and streamline the billing of usage-base and subscription services. Our vision is to empower our clients in all of the countries we operate, to bring new services and products to market faster and make their own decisions and strategies for what they sell, how their price it and who they sell it to. Speed to market is all-important.

Datagate Integrations

Currently, the biggest area of market disruption for Datagate clients, is the Cloud VoIP revolution. All over the developed world, businesses are looking to their local MSPs (Managed Service Providers) for their voice communications or UCaaS systems. Datagate makes telecom billing, tax and compliance easy and automatic for our MSP clients.

This year Datagate will announce a number of new and exciting partnerships to extend the markets, the capabilities and the scale at which we operate. We will also be announcing new team members throughout the year, starting very soon, to maintain and lift our levels of services as our client-base continues to rapidly grow.

An exciting year decade ahead!

Datagate sponsors three Florida MSP conferences

November 20, 2019

Datagate has been out among the people, at three great MSP-focused conferences in the sunny state of Florida over the last four weeks.

Our strategy is all about collaborating and working with our partners who target the same MSP audiences that we do. Specifically, our target market is defined as MSPs who sell telecom services.

The best way to connect with new prospects is to meet them in person and that’s what trade conferences are all about to us. It’s even better when you can do this with complementary partners to reinforce your offering.

Vectors by SkySwitch 2019, Orlando, October 27-30

Firstly, Datagate sponsored and attended Vectors by SkySwitch which was held at the Loews Sapphire Falls Resort, Universal Orlando, October 27-30. This was a well run event, a credit to our partner SkySwitch, with over 330 attendees, of whom most were MSPs who sell SkySwitch UCaaS VoIP services. Datagate was warmly received by the SkySwitch community and we are now scoping up telecom billing solutions for many of the MSPs we met there.

The second conference was ConnectWise’s IT Nation Connect 2019, a huge event with thousands of MSPs, which was also held in Orlando, Florida immediately following the Vectors event.

“With some help from our friends” at IT Nation Connect 2019, Orlando, FL
From L to R, Greg Robinson, Karine Vosberg, Evan McLean, me, Shauna Brauchler and Matt LaHood

At IT Nation, Greg Robinson and I were joined by Karine Vosberg and Matt LaHood of GSA as well as Shauna Brauchler and Evan McLean of Wolters Kluwer, CCH SureTax. This was a powerful combination of people, because we had all the expertise on-hand to talk with MSPs about telecom billing, tax & compliance, as well as how we integrate with ConnectWise Manage. The response from ConnectWise MSPs visiting our booth was fantastic!

Greg Robinson and I catch a quick photo with Ryan Goodman, President of ConnectBooster, at ConnectWise HQ – Fall Festival – Solution Partner Showcase, Tampa, FL

The third event was held at ConnectWise’s headquarters in Tampa, Florida. This was the “Fall Festival Solution Partner Showcase”, where Datagate and six other ConnectWise Invent Partners got to meet with a over a hundred of ConnectWise’s sales, marketing, tech support and management personnel and familiarize them with what our solutions do with the ConnectWise platform.

It was an ideal venue to promote the powerful telecom billing capabilities of Datagate with ConnectWise Manage.

Greg and I both enjoyed meeting the ConnectWise team members, as well as the other ConnectWise Invent Partners in attendance. This included Ryan Goodman, the president of ConnectBooster, an on-line payment portal that is very popular with ConnectWise and Datagate clients.

That concludes all the conferences for Datagate in 2019, but we’ll back for more next year!

Business benefits of a laser-sharp focus

October 21, 2019

At some point, whether consciously or unconsciously, every business must decide on the range of products and/or services they will provide to their customers and what type(s) of customers they target.

If the accessible target market of a business is small, then the business will likely need to offer a wider range of products and/or services in order to generate sufficient revenue from its relatively small customer base. Conversely, if the target market is large, then the business can afford to specialize and focus it’s products and/or services to a narrower band. Thereby they remove a lot of complexity from their operations, while offering greater expert value to their target customers.

I have found this correlation between market size and business focus is especially valid in the software industry, while it also applies to many other business categories.

My company, Datagate Innovation started its life in New Zealand as a SaaS billing and reporting solution for businesses that sell usage-based services, such as telecommunications, electricity, water, Software as a Service etc. Given the relatively small size of the New Zealand market, our initial approach was to apply our sales and marketing efforts across all the various industries for which our software could be used. I call this having a “wide focus”, which seemed logical at the time, to win as many customers from our small New Zealand market population as we could. In hindsight, it was a great opportunity to test and evaluate the various different industry opportunities within a small and accessible population.

The downside to a wide focus is complexity, and complexity generally makes it harder to scale-up a business.

Datagate found that there was plenty of demand and opportunity for our product in each of the industries we engaged with, but we soon realized that each was pulling us in a slightly different direction. Each direction involved a different learning curve, more costs, different marketing, different pricing, different language and slightly different functionality and integrations in our product.

We wanted to scale-up our Datagate business as quickly as possible, but the complexity of supporting multiple customer categories made this difficult, with extra costs and less repeat-ability and re-use of existing resources, the wider we went.

The answer to our scaling-at-speed challenge, was to narrow our industry focus, while at the same time increasing our geographic focus. So to do that, we picked one target industry, while expanding our target market beyond New Zealand, to other larger economies such as North America, the United Kingdom and Australia. The industry we chose was telecommunications and more specifically, we focused in on the fast-growing segment of MSPs (Managed Service Providers or IT Services Companies) who are now selling telecom/voice solutions, due to the convergence of computers and phones.

The widening of Datagate’s geographic focus did introduce “some” extra complexity to the business, with the slightly different language, tax and compliance requirements of each country, but the complexity was far less than that of targeting different industries.

As our software product matures, we continue to add functionality that is more specific to telecom billing and integrations to other software products, such as ConnectWise, QuickBooks and Xero, that are commonly used by our MSP target market. This gives us a high level of efficiency, where everything we do in product development and marketing is mostly relevant to our whole target audience. This would not be the case if we had a wider focus and were targeting multiple industries.

We have found that customers (and investors) in the larger economies, such as North America, generally expect software solution companies like Datagate to be very specialized in what we do.

There is less need to go wider in a larger economy, especially when it can be more efficient, lucrative and easier to go deeper instead.

Datagate on the roadshow with Robin Robins

August 30, 2019

This week I was in Los Angeles, where Datagate was a sponsor at Robin Robins’ Marketing Implementation Roadshow.

Robin is a well-known personality in the American MSP industry. Her events are very popular because she knows her target audience and she gives her clients great advice, blueprints and inspiration on how they can be extremely successful in their businesses. I’ve sat in on some of her sessions and I find her advice and material very motivating and inspirational.

Datagate’s main purpose for me being there was to connect directly with MSPs who are serious about growing their businesses, becoming more profitable and becoming the single point of supply to their customers for voice and data applications.

I connected with some great Los Angeles MSPs at this event and look forward to following up with them over the coming weeks. One thing I’ve noticed, is that the challenges and aspirations of MSPs are similar, no matter where you go. The common goal is to build good “sticky” customer relationships and strong recurring revenues – and Datagate is designed to help them achieve that.

I also enjoyed talking with the other vendor-sponsors, a few of which could become potential partners for Datagate. This type of interaction and what you learn from it, adds to the value of these events for a sponsor.

Anyhow… now it’s time to close off this chapter and head back up to Vancouver.

Integrations key to business software success.

July 25, 2019

These days it seems like most, if not all technology products are getting smaller and more powerful, smaller and faster, smaller and less expensive, smaller and smarter, smaller and better connected.

In business software we’re seeing the same trend, away from the large monolithic systems of old, towards smaller, more targeted “apps” with a specific purpose. These apps connect to other apps and work together to form a larger overall “integrated solution”.

I first noticed this “smaller and connected” trend a few years ago when I worked in the ERP industry. We started seeing smaller accounting systems being used by larger and larger businesses. How could this happen? The answer was and is that the smaller accounting system is plugged into add-on solutions that enable the combined solution to cater to the specific requirements of the industry or user.

In the case of my company’s Datagate Billing Solution, we’ve decided on a product strategy where we focus on the rating and billing piece of the solution for telecom and other utility resellers, and leave the accounting, CRM, and business management functions to other popular solutions dedicated to those purposes. This means each software company focuses on what it’s good at and the integrations between the software packages enable them all to work as a single “integrated” solution.

Being integrated with other popular software products also increases our appeal to prospective customers who already use those products. This in turn leads to partnerships with those software vendors, as per the topic of my previous blog article.

Strategic partnerships as a high-growth strategy

June 26, 2019

One of the most common mistakes made by early-stage businesses, is going it alone and trying to do everything themselves.

Strategic partnerships can be a cost-effective and efficient way for a business to add channels to market, brand value, access & relevance to customers, localization and other strengths to their business proposition.

Partnerships will only work when both partners win from the partnership.

To identify potential partners, businesses should identify and understand what value the partner will add for them and in-turn, what value they will add for their partner. Sometimes it’s simply an exchange of margin and additional sales reach, other times it might be adding functionality to their product offering and opening new market opportunities together that the partners may not be able to address on their own.

Ideally, there should be a signed partnership agreement, to define the details of the agreement and hopefully prevent any misunderstandings later on.

To illustrate how strategic partnerships work, consider the example of my company Datagate.

Datagate is a SaaS billing solution for businesses who sell usage-based and subscription-based services, such as as telecom services, water, electricity, cloud services etc.

Datagate’s primary market is Managed Service Providers (MSPs) who sell telecom services. We recognized that a larger, more established software business called ConnectWise also targeted MSPs, has a compatible offering to Datagate that does many awesome things, but not what Datagate does (bill telecom services) and has regular conferences that we can sponsor and a partner program we can join.

We partnered with ConnectWise in 2017, signed up to their partner program, and built extensive integration functionality into the Datagate product to enable Datagate to share data and inter-operate with ConnectWise. Then we sponsored a booth at ConnectWise’s IT Nation conferences in 2017 and 2018 (we will be back in 2019) and this put us in front of thousands of potential MSP customers who use ConnectWise. There is no way we could have reached that size of specialized audience (who were genuinely interested in our product), without our ConnectWise partnership.

Datagate America’ s banner for ConnectWise IT Nation

The value to Datagate in this partnership is access to large volumes of relevant and interested sales prospects. The value to ConnectWise is that Datagate adds telecom billing functionality to their product offering, enabling sales for them that otherwise wouldn’t have happened. Datagate is also a regular sponsor and participant for their conferences.

Among Datagate’s many valuable partnerships, another is with Wolters Kluwer and their CCH SureTax offering. CCH SureTax is a powerful cloud-based tax calculation solution that calculates and adds all the various telecom taxes to telecom invoices generated by Datagate. This is challenging in the United States, because of all the tax jurisdictions (federal, states, counties and cities) that have taxes that must be applied to telecom invoices and remitted to the appropriate authorities.

The value to Datagate of the CCH SureTax partnership is that it enables us to service the US telecom billing market, safe in the knowledge that the complex telecom tax calculations are handled correctly. Through that partnership, we also gained partnerships with their tax & compliance partners who help us offer an easy and tax-compliant package to our respective customers. CCH SureTax and their partners gain access to more clients from Datagate’s sales and our ConnectWise partnership.

These are just some of the strategic partnerships that Datagate has formed to build its international sales. I believe that a strategic partnership strategy can be one of the best ways to scale a business and can it be applied to most industries.

Datagate well received at IT Nation 2018

November 26, 2018

Datagate was well received by ConnectWise MSPs at IT Nation 2018 in Orlando this month. Our booth was constantly busy and our breakout session “Strategies for Profitable, Integrated and Compliant Telco Billing” was well attended.

Datagate offers American MSPs a ConnectWise-integrated, telecom tax-compliant billing solution that enables them to bill VoIP and other telecommunications services on their own invoice, under their own brand.

Datagate is a SaaS solution that is bundled with CCH SureTax, which handles all the tax calculations of the various states, counties, cities and federal jurisdictions that their customers reside in.

Furthermore, Datagate has several partner companies that specialize in American telecommunications tax and compliance. Of these, Matt Lahood of GSA presented at Datagate’s breakout session, along with Ben Isbell of Wolters Kluwer and myself.

American MSPs have been waiting for a tax-compliant telecom billing solution that integrates with ConnectWise.  This is now available, from Datagate.

 

Datagate’s integration certified by ConnectWise in time for IT Nation

October 5, 2018

ConnectWise-Manage-Certified-Integrator

This week Datagate‘s integration to ConnectWise Manage was officially certified by ConnectWise’s Invent Program.

This is great timing, because Datagate will be attending and sponsoring a booth at ConnectWise’s IT Nation event in Orlando, Florida from November 7th to 9th.

We will present Datagate at IT Nation as the ideal telecommunications billing platform for MSPs and CSPs that use ConnectWise Manage.

For our American customers, we’ve also integrated Datagate with Wolters Kluwer’s CCH SureTax telecommunications tax engine for calculating all the taxes applicable to billing communications in all the state, county, city and federal jurisdictions in America.  CCH SureTax is now bundled and included in the price of Datagate for all our American customers.

I’m really looking forward to IT Nation this year.  In addition to sponsoring a booth, Datagate will also be hosting a breakout session at 2:30pm on Thursday  Nov 9th, with our panel of experts on US telecommunications billing, tax and compliance to talk about how we can make selling telecommunications easy, profitable, safe and compliant for ConnectWise MSPs in America.

 

 

 

 

 

 

Telecommunications billing, tax and compliance in the USA

September 23, 2018

Managed Service Providers (MSPs) the world over are taking the business telecommunications market by storm.

Computers and phones have converged, voice services are now just an application on your computer or smartphone, so it’s only logical that businesses prefer the simplicity of sourcing their telecommunications solutions from their trusted MSPs.  It’s great recurring margin for the MSPs and better service for their customers, with a single point of supply and support for their ICT services.

In most countries, it’s easy for MSPs to sell and bill telecommunications; they just plug their PBX or upstream telco provider into a SaaS telephony billing system (like Datagate) – and plug that into their accounting system – and away they go!

In the USA however, there is more complexity to it for MSPs who want to sell telecommunications.  Every state, county and city jurisdiction has the ability to add taxes and surcharges to the telecommunications bill, depending on where the calls are made from. In addition to that, there are various registrations and other compliance requirements, some of which are also dependent of where their telecommunications customers are located.  In short, American MSPs need good expert help and advice, along with a billing system that can handle all the taxes to ensure they stay out of trouble and meet all of their compliance obligations.

At Datagate, we’ve made it easy for MSPs to bill telecommunications anywhere in America and still be able to sleep at night.  We’ve teamed up with the top authorities on tax, Wolters Kluwer to include CCH SureTax with every American implementation of our Datagate billing solution. We chose CCH SureTax, because when it comes to tax calculations, you have to get it right, no matter what the complexities.

L to R: Greg and Mark from Datagate, Ben, Evan and Mark from Wolters Kluwer

In addition to Wolters Kluwer, we partnered with two of the best telecommunications tax & compliance consultancies in America; GSA and Telecom Professionals Inc. These two specialist consultancies have the experience, skills and expertise to ensure that MSPs using Datagate and CCH SureTax get their taxes calculated optimally & correctly and are fully compliant in the jurisdictions within which they operate.  They can even help MSPs get out of trouble if they have been selling telecommunications in the past without being compliant.

American telecommunications tax and compliance doesn’t have to be a roadblock if you’re got the right partners with the right expertise on your team.  We’ve packaged that all together for our American customers of Datagate.