How is the process of selling UCaaS different than that of legacy telephony products and solutions?

Our “secret sauce” for selling UCaaS solutions is after we sit down with a customer, we write a project overview based on what they want. Then we will review that overview with the end user … to show them the tools. So we’ve already asked a lot of questions and figured out what they want and what they don’t want, So the second meeting is going over the document and showing them that we understand you, and we understand what you want, and where your expectations are. We show them some of [the communications] tools they can use and how they could incorporate them in [their workflow] – with UCaaS. They are limited only by the vision for themselves.