Virtual Office Featured Article

Key Differentiators Helping Grow UCaaS Channel

April 10, 2019
By Erik Linask, Group Editorial Director

Though cloud-based unified communications adoption is strong, there is still a tremendous opportunity with a high percentage of businesses that are still using their legacy phone systems.  It’s not that they aren’t using some newer communications tools – there are always going to be pockets of employees that adopt new technologies – but the benefits are not being enjoyed by entire companies and, in fact, shadow IT can make it harder for IT to manage applications and networks.

But there are fewer reasons than ever to avoid moving to cloud communications solutions, as providers deliver feature-filled communications applications that not only provider every department the capabilities they need, but are easily integrated into business processes.

Take, for instance, which offers a complete portfolio of cloud-based communications services that make it easy for businesses to communicate and collaborate with colleagues, partners, customers, and suppliers – regardless of where they are.  With a broad range of communications options, users have a toolset that allows them to remain productive at all times.

Of course, there are quite a number of UCaaS providers to choose from, but does offer a few differentiating factors that make it an appealing option for not only end customers, but its partners as well.

One of the biggest is that’s (News - Alert) service is HIPAA-compliant, making it a viable alternative for the healthcare community that must move on from their legacy communications systems that prevent their users from evolving into more efficient and patient-centric providers – particularly important at a time when the country is facing a shortage of physicians, a growing elderly population, and an increasingly tech-savvy patient population.  It all points to a modern communications system that must also meet regulatory standards – that includes any business that supports healthcare practitioners, such as billing, software, professional services, and management services.

Being HIPAA compliance means’s partners have a foot in the door when it comes to the healthcare community, given that any solution that isn’t compliant shouldn’t even be under consideration.  That, may not be reality, though, as HSS (Dept. of Health and Human Services) says that 70 percent of the U.S. healthcare market is not compliant.  While the burden falls on the business, it’s incumbent upon the provider community, including UCaaS providers, MSPs, SIs, resellers, and others to highlight that they are offering solutions that are compliant (assuming they are working with providers like

Frances Harvey, founder of My Solution Services, which specializes in working with mental health professionals, explains the value of being able to deliver a HIPAA-compliant business communications services with a very low cost of entry:  “Our most popular service is managing their (mental health professionals) phones and scheduling,” he says.  “Finding a great VoIP service, with great customer service, a great app, that is HIPAA-compliant and offers a BAA has been very challenging.  Being HIPAA compliant is the biggest need for mental health care by far!  It is not negotiable.”

BAAs are required for any business associate – organizations that are hired to handle, use, distribute or access PHI – to ensure and certify compliance.’s SVP of strategic alliances and Chief Compliance Officer Joel Maloff (News - Alert) says the company has issued more than 900 BAAs since formally announcing HIPAA compliance about 18 months ago. 

“Compliance with HIPAA and HITECH laws is one of several distinct traits that position’s cloud-based, business communications services as the logical choice for the channel, covered entities and business associates, as we offer compliance without strings, additional fees or setup,” continued Maloff. “We provide solutions providers and partners with a free and immediate opening to sell into the healthcare market.”

The combination of HIPAA compliance, a feature-rich cloud-based solution, a library of open APIs to integrate with other business solutions and applications, and a dedication to supporting its partner community have helped the company excel in not only the healthcare space, but across the board.  The evidence is in 500 solutions providers and more than 30,000 businesses that are now part of the community of partners and customers.

Maloff will be emphasizing how MSPs and other channel partners can leverage cloud communications services, like, to create new revenue and growth opportunities at MSP Expo in Las Vegas, April 24-15 at the MGM Grand.  He’ll be on a panel discussing Managed Services Opportunities for Cloud Unified Communications (News - Alert).  If you haven’t made plans to be at the event, take a moment to register today and speak to Maloff in person.

Edited by Erik Linask

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