How to Build Recurring Revenue Streams as a VoIP Reseller  

VoIP reseller recurring revenue is getting squeezed.  

It’s no secret that VoIP has become a cut-throat industry where companies undercut prices to stay competitive. In fact, it’s expected for VoIP service prices to further decrease in 2026 by 3-5%, narrowing VoIP resellers’ margins even more.  

Although companies try to survive in this commodity trap with hardware-install peaks and troughs, it’s just too risky when compared to a predictable monthly recurring revenue model (MRR) – especially as customers can port their phone systems to a different provider in days and, most of the time, for free.  

The only way to thrive as a white-label VoIP reseller is by building recurring revenue streams on top of the VoIP system to boost price and decrease churn rate, while focusing on scalability.  

VoIP MRR Metrics Explained (ARPU, churn, LTV, and More)  

Before we go into ideas and strategies for your service offerings, it’s important to go over the main VoIP (Voice over Internet Protocol) MRR metrics:  

• Monthly Recurring Revenue (MRR): Total amount of revenue that enters the business account every month from seats, DIDs, SMS, E-911 fees, etc. It’s the main KPI to monitor the growth of your telecom business.  

• Average Revenue Per User (ARPU): How much the average seat is bringing to the company each month.  

• Gross margin: Percentage of the profit left after paying the wholesaler.  

• Gross MRR churn: How much recurring revenue you lost this month before upsells.  

• Net Revenue Retention (NRR): The percentage of revenue you keep after cancellations, plus upsells.  

• Customer Lifetime Value (LTV): The total gross profit a seat should generate before it churns.  

Tracking these KPIs is key to ensuring you’re on the right track to success. But how can you break the ceiling and increase your MRR?  

Examples of Profitable VoIP Bundles  

As a telecommunications service provider, there are many additional services you can add to a VoIP bundle to upsell your product while offering a cost-effective solution to your customers.  

We recommend creating a 2×2 profitability matrix in order to understand what is gold and what’s just glitter.  

On the horizontal axis, go with customer demand for these features (how much your customers want them), and on the vertical axis, go with net profit per seat/account (gross margin after direct costs).  

This matrix should give a good idea of which features to add ASAP, which ones to add to your pipeline for later, and which ones to ditch entirely.  

Some VoIP bundle ideas with high margins that are usually recommended include:  

• Managed endpoint security or MDR: 24/7 threat monitoring through an EDR agent installed on customers’ devices. You can use AI for triage and have a human respond to threats. Enhanced security is in the top three revenue drivers of MSPs.  

• Cloud firewall or SD-WAN appliance: Improves call quality and makes the network more secure against hackers.  

• 24/7 helpdesk: Provide premium reactive support at a higher rate.  

• Network Operations Center support (NOC): Proactive monitoring and management of IT infrastructure.  

• Business SMS and fax-to-email: Have all types of communication in one place, so clients don’t have to subscribe to different providers. These usually come at cheap wholesale rates, making them highly valuable.  

• AI call analytics and compliance recording: Real-time transcription and PCI redaction satisfy QA teams and finance regulators.  

Remember that the more services your customer signs up for, the less likely they are to change to one of your competitors. They will rely on you for several different situations, making the switch more difficult.  

So, in addition to increasing your margins, you’re also decreasing your churn rate.  

RELATED: Teach your clients how to choose the best PBX phone system for their business 

Designing High Conversion VoIP Pricing Packages  

Improving your product by adding new features means also updating your pricing – your product has just become more valuable, after all.  

Although you can stick with the pricing structure you already have and sell everything else as add-ons, we don’t recommend it. The best VoIP services know what they’re doing, and it’s much more common to provide straightforward pricing tiers.  

In general, it’s best to go with three different plans, but you can add more or less depending on the service you provide. You can also have a separate plan called Enterprise that is quote-based for a customized offer, relying on personalized customer needs.  

For this case, you should think of adding extra advanced features, other cloud-based services, integration with third-party apps and software, and whatever else your clients need to ensure unified communications.  

Here’s an example of what a 3-tiered pricing structure could look like, considering the bundles mentioned above:  

• Basic: Phone standard features.  

• Intermediate: Business communications (phone + SMS messaging + helpdesk).  

• Best: Everything in the previous plans + IT and security.  

Depending on your strategy and customer base, you can also choose different billing:  

• Seat-based: Best for smaller businesses. You can mitigate the impact of heavy callers in your margins by limiting international calling or adding a fair use clause.  

• Use-based: Best for BPO and call centers that prefer a pay-as-you-go model that aligns with their traffic spikes and CRM usage.  

• Hybrid (seat-based with an included bundle of minutes + overage minutes): Best for UCaaS and multi-site firms.   

RELATED: We’ve listed the 6 best VoIP reseller programs  

SEO and Content Marketing for a VoIP Reseller Business  

Unfortunately, having the product priced perfectly with your target’s demand is just half the fight. Marketing is key for VoIP resellers, the same way it is for any other company.  

SEO and content marketing play an important role in getting prospects on your website, showcasing your expertise, and building trust – all essential elements for selling a VoIP subscription.  

There’s a whole world regarding this type of B2B marketing waiting to be explored, but some of the basics include:  

• Building topical keyword clusters that are relevant to your service. Examples: VoIP and security, VoIP for small businesses, VoIP for restaurants, cheap VoIP, communication solutions, etc.  

• Following Google’s Helpful Content guide.  

• Adding schema markup, FAQs, and other technical elements for AI overviews.  

• Adding lead magnets, such as cost-savings calculators or a recorded demo.  

• Repurposing content for other distribution channels, such as newsletters and LinkedIn.  

• Showcasing user-generated content (UGC) on your website.  

RELATED: Click here to learn the best marketing strategies for VoIP Resellers 

Reducing VoIP Churn Rates  

Getting new customers is great, but maintaining them is even better. For a recurring revenue model to work, your users have to stay with you, and that’s only possible by reducing the churn rate.   

Everything starts with excellent onboarding and customer experience. Customers who don’t know how to properly use your product don’t usually stick around for long.  

In general, onboarding should take between 30 and 90 days to guarantee customer success. The timeline should look something like the following:  

• Strong kickoff: 1-on-1 demo or a built-in setup guide.  

• Initial training: Live training sessions, on-demand webinars, or thorough documentation on how to use the product.  

• Regular follow-ups: A dedicated account manager or automated emails, touching base on how the product use is going and asking if the user needs help.  

From there on, it’s showing you care about your customers’ business by checking quality of service before receiving a customer support ticket, sending monitoring alerts, and other small things that make a big difference.  

RELATED: How to build customer relationships that last? Invest in great branding! 

It’s Time to Start Compounding VoIP Reseller Revenue  

Building recurring revenue streams is key to surviving in the competitive world of VoIP solutions. To get yourself started, here are your next steps:  

1. Check with your current customer base to understand their main pain points or any third-party services they use with your VoIP.  

2. Build a 2×2 profitability matrix with the information gained to define your business model.  

3. Decide on whether you’ll also be reselling these services or creating them in-house.  

4. Create a tiered pricing structure to cater to the new features.  

5. Upsell to current customers.  

6. Provide excellent onboarding and technical support, and continuously monitor KPIs.  

7. Market plans and gather new clients.  

As a bonus tip, check out our fully customizable VoIP reseller program, which comes at low rates for maximized profit margins.  

This is a guest post by our friends at Best Reviews.