Archive for the 'MSPs' Category

Datagate featuring at IT Nation Connect 2020 – Virtual

November 2, 2020

Next week (November 10th, 11th & 12th) Datagate will be a gold-level booth sponsor for the fourth time in a row at the ConnectWise IT Nation Connect conference, which is traditionally held in Orlando, Florida each year.

This year, due to Coronavirus-related health & safely concerns, the event will be “virtual” for the first time, instead of in-person. This presents a great opportunity for MSPs around the world to “attend”, what I believe to be the greatest industry event for MSPs, without the expense and time commitment that is normally required.

Datagate wins “Best Newcomer” award at IT Nation 2017 in Orlando, Florida

Datagate’s first appearance at IT Nation was in November 2017, which marked the first time that we connected face to face with American MSPs and started to understand their requirements for a telecom-billing solution that would integrate deeply with ConnectWise Manage and handle the inclusion of numerous telecom taxes at the federal, state, county and city level.

We also won the “Best Newcomer” award from ConnectWise and along with that, received a lot of publicity within the ConnectWise MSP world.

We came away from IT Nation 2017 with over a hundred sales leads for MSPs wanting a solution like Datagate, that would save them days of work each month, share its data with ConnectWise Manage and make the complicated task of telecom billing very easy and quick.

This started the ball rolling for Datagate with ConnectWise, and since then we’ve grown to serving over 150 MSP clients using Datagate for telecom billing with ConnectWise Manage. We’ve sponsored each IT Nation Connect event since then, and this year we’re doing the same – except for the first time, it will be a virtual event.

Anyone wanting to virtually attend IT Nation Connect 2020 can register here.

I hope to see you there.

MSPs see strong revenue growth in business VoIP despite Covid-19

September 28, 2020

Computers and phones have converged, so the providers of IT services, known as “Managed Service Providers” or MSPs, are now selling VoIP phone systems as a natural and profitable extension of the managed services they provide to their business clients.

From the strong revenue growth we at Datagate see through these MSPs, even during a global pandemic, it is clear that businesses around the world like to buy their telecom and IT services from the same source – their MSP. This is hardly surprising, given that the network technology is common to both, and nothing can be more frustrating to a business customer than having multiple technology providers pointing to each other when something goes wrong.

After some recent conversations with Ken Davis, the president of ConnectWise BI & Analytics provider Cognition360, I was inspired to look more deeply into the numbers to draw insights into what is happening to the MSPs using Datagate for telecom billing, especially during this complex time of the Covid-19 pandemic. Cognition360 now has the capability of providing analytics specific to Datagate telecom billing within a ConnectWise Manage database – which I am very excited about.

To date, Datagate has signed up over 150 MSPs who use our SaaS billing solution to bill VoIP services, spread throughout the United States, Canada, UK, Europe, Australia and New Zealand (with most in the United States).

In calculating the following numbers, we looked at the period from August 2019 to August 2020 and we only included MSPs that had been with us longer than the measured 12 month period. Six of the twelve months in this period included international Covid-19 restrictions which only appears to have had a somewhat negative effect on New Zealand and Australian telecom revenue.

The international average revenue growth rate for MSPs billing telecom services through Datagate over this period was 33%. In the Australia-New Zealand region the average growth was down to an average 25%, while in the United States, the average was a whopping 77%.

Obviously, achieving a high percentage revenue growth gets harder, the larger a business is, and is was notable that our larger MSPs were still achieving impressive growth rates, with large dollar value increases.

Internationally, Covid-19 seems to have made our MSPs busier, helping their business customers reconfigure for staff working from home, and implementing “Unified Communications” VoIP systems.

My conclusion from looking at these high-level numbers, is that selling VoIP and Unified Communications, is a solid high-growth opportunity for MSPs which seems to be mostly resilient to the Covid-19 lockdowns.

Virtual events for MSPs in 2020

August 28, 2020

Covid-19 has eliminated in-person conferences for the foreseeable future, and this has forced the conference industry to “go virtual”. In addition to virtual-conferences, we’re also seeing an increased quantity of webinars and podcasts.

Whilst there are obvious advantages to the in-person events, there can also be a different set of advantages to the virtual events, if they are done thoughtfully and well.

Virtual-events are a relatively new phenomenon, so the industry is still early in its learning curve. I’m noticing that as time goes on, the conferences are getting more successful. It’s as if there is a collective learning process happening within the industry.

Last month, my company Datagate (telecom billing for MSPs) was a sponsor/exhibitor at OITVoIP‘s Cloud Connections Summit 2020 (#CCS2020)

What impressed me about #CCS2020 was the impressive line-up of very interesting and relevant speakers, over and above the sponsors, including myself, who also got to present. My team and I attended many of the presentations because they had such good material.

OITVoIP’s President, Ray Orsini did a great job as host, and Sean Lardo (OITVoIP’s VP of Channel Development) was also great as co-host and counterfoil to Ray, with constant amusing banter between the two of them.

Ray Orsini, Presdent OITVoIP

It was noticeable that the audience tended to move around together to attend whatever was the current presentation, rather than wander around the virtual conference center on their own, visiting booths etc. I think Ray picked up on this early on, and ensured that the group not only attended the presentations, but also visited the sponsor booths. This was done, for example, by organizing and announcing a demonstration at the Datagate booth at a preset time, that was complementary to the event’s main schedule. It worked well.

As an attendee of the virtual conference, it played out much like a big television show, where you had the ability to self navigate through the virtual conference center, between or during presentations. I could see it was important that they had gaps in the schedule, similar to ad breaks in a television show, so that attendees have the ability to do what they need to do from time to time throughout the day (after all, they are all really sitting at a computer screen at home, so plenty of potential distractions).

At the end of the conference, Datagate came away with a list of contacts who expressed interest in our telecom billing solution and a good level of promotion and exposure to our target market – MSPs who sell VoIP. Maybe not the same level of personal interaction we would have had at an in-person conference, but still a good level of promotion, considering we didn’t have to fly across the country to get there!

Another virtual event that worked well for Datagate in early July, was a webinar we held in partnership with ConnectBooster (the automated payment collection portal). Datagate and ConnectBooster are complementary products, both aimed at MSPs, so holding a joint event meant that we both benefited from each other’s community. We had around 80 attendees, which resulted in some good sales activity afterwards.

Ryan Goodman
President ConnectBooster

The webinar featured presentations from Datagate and ConnectBooster, including ConectBooster’s president Ryan Goodman and me.

A video recording of the Datagate-ConnectBooster webinar is available online, here.

A short while later, Ryan and I recorded a podcast interview that will be released on ConnectBooster’s web site soon.

Early next month, Datagate will be a sponsor-exhibitor at Channel Partners Virtual 2020. If you’d like to join us, click here for a free or discounted pass.

With all this activity… I sometimes have to remind myself that, well – it’s all virtual. We haven’t actually gone anywhere to do this…

Conferences “go virtual”

June 30, 2020

IT industry conferences have always been a big part of our marketing strategy at Datagate, particularly in the United States, where there are so many great conferences that are very well attended.

Our target market is defined as “Managed Service Providers (MSPs) who sell VoIP and other telecom services”, so the conferences we target to market our telecom-billing solution are those that cater to MSPs and the telecommunications industry. Our regular favorites are; Channel Partners, IT Expo, Robin Robins and ConnectWise’s IT Nation. Our white-label telecom partner SkySwitch, also has an excellent conference, called Vectors.

These conferences are where we make new industry contacts, and meet with potential partners and clients. Meeting face to face with someone is the best way to start any kind of relationship where trust is required. After meeting at a conference, it’s more easy to continue the conversation remotely via email, phone or web conference.

As a general rule, it’s easier to do business with someone you’ve met in person. This is not to say that meeting someone in person is essential to doing business.

Datagate at the IT Nation Connect Conference in Australia, 2019

Having an exhibitor booth with good clear signage about what you do, is the best way to meet relevant industry contacts. When you don’t have a booth you are more limited to seeking out relevant people who have booths, but when you have a booth, relevant people will come to you and you can still go and talk with others who have booths.

The advent of COVID-19 this year has seen all of the 2020 conferences we’ve been booked into since early March 2020, get initially postponed from their original dates, and then finally switched over to become “virtual conferences”. A virtual conference is an event held over the Internet using a software platform that mimics and enables many of the activities that happen in an “in person” conference.

From our perspective at Datagate, there seem to be positives and negatives with virtual conferences compared to real in-person conference, which I’ve listed below:

Positive aspects of
Virtual Conferences
Negative aspects of
Virtual Conferences
Greatly reduced COVID-19 infection riskHuman interaction is reduced. Relationship building ability is compromised.
No travel and accommodation costs. Less time away from the regular business environment. Some attendees like visiting conference destinations as a vacation, for them and/or their families. This attraction is lost.
Attendees can split their time between the conference and their regular work.Attendees will split their time between the conference and their regular work, adding the risk of distraction and forgetting about the conference.
Less cost or no cost to attendees.Less commitment and buy-in from attendees.
Larger potential audience, because people can attend from anywhere and cost is not such a barrier.It’s harder to make the conference “special” and differentiate from other Internet/web content.
Positive and Negative aspects of Virtual Conferences

With all the necessary restrictions in place to slow down the spread of COVID-19, real in-person conferences are not going to be able to be held in North America for at least the next six months, possibly longer.

The conference industry is still the early stages of learning how to make virtual conferences work. I believe we will see significant improvements over the coming months and years, which may well make virtual conferences a permanent and viable option.

For now, businesses will make the best of the options available to them and many of these options, including virtual conferences, might become a more permanent option beyond the COVID-19 era. However, I’m confident that the “good-old” in-person conferences will come back with a vengeance as soon as the COVID-19 situation permits.

Cognition360 analytics is boosting visibility and profitability for ConnectWise and Datagate users

May 23, 2020

In this time of Covid-19, more than ever, business leaders need to keep a close watch on what’s happening in their businesses in real time. They need to see trends, issues and opportunities as they occur, so they can swiftly tune their businesses to protect and maximize their bottom line.

Cognition360 Business Analytics platform

This is why I’m so impressed with Cognition360, which a “next generation” analytics solution that uses machine learning and predictive AI. It’s optimized for users of ConnectWise Manage and is now being further optimized for users of Datagate telecom billing.

Cognition360’s president and co-founder is Ken Davis, who has an impressive IT industry track record, having built and exited a large and successful MSP business in New Zealand. Ken understands the MSP business model implicitly, and that expertise, combined with his knowledge of ConnectWise comes through clearly in Cognition360.

Instead of static monthly reports that show where the business has been, Cognition360 drills down into interactive reports using live data to reveal what is happening in the business right now, day by day. Instead of reacting to what happened last month and not understanding why, you can track your KPIs day by day, immediately seeing what changes you need to make. Your reports become a dynamic part of your day by day tuning of your business.

Now with more than 30 million tickets in its database, Cognition360 is the largest repository of industry-wide ConnectWise data in existence. This enables Cognition360 to show MSPs how they are performing compared to current and accurate industry benchmarks, for all their key metrics. Importantly, this gives them the ability to home in on the areas of their business which can be improved.

Of particular interest to Connectwise MSPs who use Datagate for telecom billing, is that Cognition360 will soon have the ability to recognize Datagate telecom invoices and report on these specifically.

I recommend that all MSPs who use ConnectWise Manage, should have a close look at Cognition360.

Software product design and staying in your lane

April 30, 2020

In designing a software product, it’s fundamentally important to be clear on your answers to the following questions:

  • What is the software’s primary purpose – what need does it meet?
  • Who is the software designed for – what is the target market?
  • What other systems will your software need to interact with?
  • Who are your competitors – how will you differentiate?
  • Who are your partners?

We say we are “staying in our lane” when we ensure that all design decisions for the product remain true to the answers to the above questions.

In the case of Datagate, our answers to the above are;

  • Primary purpose – Telecom billing and distribution of those bills to customers and other software systems used by customers in our target market.
  • Target market – Managed Service Providers who resell telecom and related services.
  • Other Systems – Professional Service Automation packages, such as ConnectWise Manage; and Accounting Systems, such as QuickBooks, Xero and others.
  • Competitors – other companies that provide telecom billing systems. These are different in each country we operate in. We differentiate by being true to our target market and integrations to systems that are important and used by our target customers.
  • Partners – include white-label wholesale telecom providers, telecom tax engines, telecom tax & compliance partners and vendors of products that align with Datagate and appeal to our target market.

The best way to ensure we stay in our lane is to closely monitor feedback from our target customers, provide integrations to other systems they commonly use and avoid replicating functionality that those other systems and partners already provide. It’s important to ensure the software serves its primary purpose and works well as a component of the total software solution.

Prime examples of how this approach works for Datagate clients are given in our extensive set of case studies, and in particular our two most recent case studies for In-Telecom and DS Tech.

Software product development is always a race to stay ahead of competitors, by bringing new features and functionality to market faster, and providing the best customer experience. Staying in your lane means that you only invest precious development resources into what is relevant and beneficial to your product and customers.

So in closing; for any kind of race, it’s always more efficient to stay in your lane.

The new normal: Now is a good time to review and upgrade your IT & communications systems

March 24, 2020

It is certain that the Covid-19 pandemic is driving immediate and potentially long-term, changes to the way the world does business.

As always, it’s those businesses that adapt and change to the new situation and the new future that will survive and prosper best. This is an ideal climate for small businesses to become large businesses and for large businesses to to potentially fail if they don’t adapt quickly enough.

If you haven’t done it already, now is the time to move off old systems that require on-premise hardware (on premise servers, computers, PABXs etc) and move onto Cloud-based systems, that you can access from anywhere you have Internet access. Remote working is the “new normal”.

Remote working is the “New Normal”

Your phone system should be a “Unified Communications” system that you can access via an app on your smartphone, tablet or laptop computer. That way you can advertise a single phone number that can always reach you, and you are always in touch with your business and your staff.

Standardize on a collaboration platform, such as Microsoft Teams or Slack, which will enable you to have meetings with your staff, share documents and communicate more easily. Microsoft Teams can also be connected to a phone system, which is a powerful combination for integrating your outside calls with your internal processes.

Move from desktop Office apps to Office 365 or Google’s “G Suite”. This will ensure you have access to your work platform from a range of devices, instead of just one.

There are plenty of Cloud-based accounting packages to suit your business, including QuickBooks Online, Xero, MYOB, Microsoft Dynamics and others.

Popular Cloud CRM systems include SalesForce, Microsoft Dynamics CRM and others.

Now is the time to review your systems and upgrade where needed, to ensure your business can work from anywhere. Contact your Managed Service Provider. This is the new normal.

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).

Datagate at IT Expo and Channel Partners 2020 conferences

February 28, 2020

These days, so much business is getting done over the Internet, where the parties involved don’t even get to meet each other in person.

I believe there is a lot of value in meeting in person, and for that reason I like to attend industry conferences, because that is where I get to meet in person with Datagate’s customers, prospects and partners – all in one place!

Once you’ve met someone in person, your understanding of them and your ongoing remote communication steps up to a much more improved level.

Datagate’s Greg Robinson and I attended ITExpo 2020 in Fort Lauderdale, Florida earlier in February. The event was very well supported, with many of the key players of the IT and Telecommunications industries there, including many of Datagate’s industry partners.

A photo opportunity with SkySwitch’s Harlon Hamlin, Eric Hernaez and Ben Macalindong

At the conference we announced our new partnership with SkySwitch, where they now offer Datagate as a billing solution for their reseller clients. Datagate and SkySwitch are both ConnectWise Invent Partners, which means our solutions are designed to integrate with the ConnectWise platform, which is so popular with our MSP clients.

It was also great to meet Shawn and Jimmy from In-Telecom at the conference. They are a top Datagate client, who had just traveled in from Louisiana that morning.

Meeting Shawn Torres and Jimmy Burns of In-Telecom

In March, Datagate will be an exhibitor at Channel Partners in Las Vegas, being held at The Venetian this year (booth #1253). We are offering reduced price entry passes at this link (before March 6th), if you’d like to meet us there.

On April 23rd, Datagate will be an exhibitor at the Canadian Channel Partners event in Vancouver. Contact us at Datagate if you’d like a free pass to meet us at this event.

Stay tuned for more events!

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!