The starting point
A small UK reseller with a mixed client list wanted predictable, recurring revenue. Deals were taking too long to price, invoices needed manual edits, and upsells were ad-hoc. The goal was simple: create a repeatable offer for a clearly defined audience and remove the admin that slowed delivery.
Step 1: Pick one niche and learn its pains
They chose construction because sites needed reliable connectivity, flexible mobiles, and straightforward support. That focus made prospecting easier and sharpened the message. YCG’s Construction communications page became the anchor for creds and case points.
Step 2: Build a bundle customers can say yes to
The reseller packaged three essentials:
- VoIP for office and site cabins using VoIP Solutions
- Business broadband for HQ and depots via Broadband Solutions
- SIM-only for field teams with SIM-Only Deals
Optional add-ons included Mobile Device Management for device control, SD-WAN for multi-site reliability, and Advanced Threat Security for compliance-driven customers. One-page pricing, clear SLAs, and a 30-day onboarding plan made decisions quick.
Step 3: Shorten the sales cycle
They created two proposal templates: “10–25 users” and “26–75 users.” Each included a checklist of numbers to port, devices to manage, and sites to connect. Discovery calls shifted from tech deep-dives to business outcomes, fewer missed calls, faster site setup, and lower total cost.
Step 4: Remove operational friction
Provisioning and billing used to be the bottleneck. Moving to the YCG Billing Platform standardised plans, automated proration, and produced accurate, itemised invoices. The team stopped firefighting credits and spent that time prospecting.
Step 5: Ask for the right referrals
Construction firms refer across projects. After each successful install, the reseller asked for an introduction to the client’s electrical contractor and QS. Two warm intros per deal kept the top of funnel full without extra ad spend.
The 90-day outcome
- Win rate improved because the offer matched the niche
- Onboarding time dropped thanks to templated bundles and automated billing
- Monthly recurring revenue doubled as multi-site rollouts expanded the contract value
Your numbers will vary, but the playbook is repeatable: focus, package, automate, and amplify through referrals.
Make this playbook yours
Choose a niche you understand, construction, Education, or Domiciliary Care. Build a simple bundle. Use YCG’s platform to keep billing and reporting clean. Then turn every win into two new conversations.
📩 Want the templates used in this approach? Join the Telecoms Reseller Programme or email s[email protected] and we’ll share a starter pack.
