5 Steps to Launch Your Telecom MSP

Top 5 Takeaways: 

1. Leverage certified carrier partnerships: Partner with Tier-1 carriers through certified platforms like Rev.io to access MDF funding, faster provisioning, and pre-built service bundles.
2. Build a scalable pricing model: Implement flat-rate or hybrid pricing strategies emphasizing simplicity and value, while increasing ARPU through bundled services and managed add-ons.
3. Optimize tax compliance with a bundling strategy: Use accurate tax mapping and traffic studies to reduce customer tax burden, maintain compliance, and safeguard against audits.
4. Automate quote-to-cash with integrated tech stack: Deploy a unified stack—including Rev.io, CereTax, and TaxConnex—to streamline billing, invoicing, tax calculation, and customer management at scale.
5. Launch with a focused GTM strategy: Start by upselling existing clients through QBRs and expanding with geo-targeted ads, vertical-specific campaigns, and MDF-supported marketing tactics.

If you're like most MSPs, you're already managing the infrastructure that powers modern business networks, security, and cloud services. But increasingly, clients are expecting you to manage communications too. That means voice, internet, mobile, and collaboration tools—services that fall squarely in the telecom domain.

The problem? Telecom has traditionally felt too complex, too risky, or too resource-heavy to take on. From billing headaches to tax compliance to finding the right partners, many service providers get stuck before they start.

That’s exactly what this three-part webinar series set out to solve.

• Part 1 made the business case: why telecom is a high-margin, recurring revenue stream that MSPs are perfectly positioned to own.
• Part 2 addressed operational concerns—demystifying the billing, tax, and compliance infrastructure required to launch.

In Part 3, our expert panel from Rev.io, CereTax, and TaxConnex focuses on execution. How do you go to market with confidence? How do you price competitively, optimize your bundles for tax efficiency, and scale revenue without scaling your overhead?

If you don’t have time to watch the whole session, this blog is your CliffNotes. Below, we break down the essential strategies shared by Brent Reeves (CereTax), Usman Zahoor (Rev.io), and Brian Greer (TaxConnex)—giving you a step-by-step guide to successfully launching your telecom MSP offering.

Step-by-Step: How to Launch Your Telecom MSP

The convergence of telecom and IT services presents a massive opportunity for MSPs. By expanding into telecom, you can own more of the client relationship, unlock recurring revenue streams, and offer a more comprehensive managed service. Launching a telecom MSP practice takes the right partnerships, strategy, technology, and compliance knowledge.

​​Step 1: Build with the Right Carrier Partnerships

Establishing strong carrier relationships forms the foundation of any telecom offering. These partnerships provide access to high-quality infrastructure and valuable program resources.

MSPs should prioritize carrier programs that offer:

• Access to Tier-1 infrastructure, such as voice, broadband, and mobile services, enables providers to deliver enterprise-grade service quality to their customers.
• Streamlined provisioning and support, allowing faster service activation and easier troubleshooting processes.
• Pre-built service bundles and tools, reducing time-to-market and easing the operational burden of launching new products.
• Incentive programs like Marketing Development Funds (MDF), which reimburse marketing costs and sales enablement initiatives.
• Technical onboarding and enablement resources, offering assistance during service launch and beyond.

Usman Zahoor explains, “We integrate with the CeraTax platform and really automate the billing, compliance, usage rating, and white-label invoice generation process as MSPs transition into becoming white-label communications providers.”

Working with a certified platform like Rev.io also ensures eligibility for carrier incentives and simplifies operational setup.

Step 2: Establish a Competitive and Scalable Pricing Strategy

Launching with the right pricing model is essential for long-term success. MSPs should benchmark against existing providers and identify a structure that supports both growth and profitability.

Common pricing models include:

• Flat-rate pricing per user, which offers customers predictability and simplifies billing by bundling unlimited usage with core features.
• Usage-based pricing, which applies variable charges based on call volume, data usage, or minutes, particularly for toll-free or international traffic.
• Hybrid models, which combine unlimited usage with usage-rated components to provide flexibility while maintaining control over margins.

Usman notes that “a lot of organizations are moving toward all-inclusive offerings. For one, it makes it easy. Providers can set a single monthly fee and include managed services as well.” This approach aligns with modern customer expectations for simplicity and transparency.

In addition to pricing, successful telecom MSPs focus on value differentiation by offering:

• High-quality customer support, ensuring fast issue resolution and a better user experience.
• White-labeled services, which strengthen brand identity and increase customer loyalty.
• Integrated service delivery, consolidating telecom and IT support under a single provider relationship.

MSPs can further strengthen their service catalog by bundling and upselling key offerings, such as:

• VoIP and internet packages, delivering essential connectivity in one contract.
• Mobility and device management, addressing the full mobile lifecycle from hardware to service.
• UCaaS platforms and cybersecurity services, which support remote collaboration and data protection.

Additional revenue opportunities include:

• Hardware procurement, offering IP phones, routers, or tablets as part of the monthly agreement.
• SaaS subscriptions, such as productivity or collaboration platforms that complement communication services.
• Managed support services, enabling predictable recurring revenue with SLA-backed performance.

“This should be viewed as a value-added service that strengthens the client relationship while contributing to provider growth,” says Usman.

Step 3: Optimize Tax Strategy through Proper Bundling and Mapping

Telecom bundles often include multiple components, such as airtime, SaaS, and hardware, each subject to different tax treatments. Failure to map these accurately can result in customer overcharges, compliance risks, or regulatory penalties.

An effective tax strategy requires the following steps:

• Itemized tax mapping, which classifies each component of a bundle under its appropriate tax code, ensuring accurate tax calculation.
• Revenue allocation, which assigns pricing values to individual components, such as $15 for airtime and $2 for hardware in a $20 bundle.
• Jurisdictional compliance, which applies the correct tax rates based on service type and location.

Usman emphasizes that “once the billing and tax platforms are configured, providers can achieve a more favorable tax outcome for their customers by applying granular mapping to each SKU.”

Additional tactics include:

• Cost recovery fees, which allow providers to recoup tax and compliance management costs without directly impacting profitability.
• Traffic studies, which evaluate the percentage of intrastate versus interstate traffic to determine the portion of charges subject to Federal USF contributions.

When properly executed, these strategies can significantly reduce the customer’s tax burden while ensuring regulatory compliance.

Step 4: Implement the Right Tech Stack for Tax and Billing Automation

A scalable and compliant telecom practice requires purpose-built infrastructure. Rev.io’s platform, combined with strategic integrations, offers a full quote-to-cash solution.

A robust telecom tech stack should include:

• Rev.io for billing, rating, automated invoicing, payment collection, and a customer self-service portal.
• CereTax for real-time telecom tax calculation at the jurisdictional level.
• TaxConnex for registration, remittance, return preparation, and audit support.

“We have worked with hundreds of providers over the years. The entire process is now highly repeatable and efficient,” says Usman.

With these tools in place, MSPs can maintain compliance across all 50 states without the need for internal tax or legal staff. This stack reduces risk, accelerates revenue collection, and supports expansion into new markets without increasing operational overhead.

Step 5: Deploy a Go-To-Market Plan That Supports Telecom Growth

Marketing a new telecom offering requires a focused plan that targets both existing and prospective clients. The best launch strategies begin with the provider’s current customer base.

Strategies for existing clients include:

• Reviewing upcoming renewals, identifying opportunities to introduce telecom services at natural contract checkpoints.
• Engaging support-heavy clients, who already rely on the provider for infrastructure and would benefit from an integrated telecom offering.
• Presenting telecom solutions during QBRs, ensuring clients are aware of the expanded service portfolio.

Usman explains, “The MSP typically ends up managing telecom support anyway. The QBR is the perfect opportunity to introduce telecom as a bundled service.”

For new customer acquisition, providers can implement digital marketing campaigns with:

• Google Ads and Maps campaigns, designed to capture regional telecom-related search traffic.
• LinkedIn campaigns, targeted by industry verticals or job titles to generate qualified leads.
• Direct outreach programs, including email sequences and mailers to warm leads or geographic targets.

“One of the most clever strategies I saw was a Google Maps campaign targeting telecom searches by region. It was a highly effective way to reach local businesses,” recalls Usman.

Vertical specialization is also effective. Several high-performing Rev.io clients focus exclusively on sectors like healthcare, legal, or utilities, positioning themselves as experts in those markets to drive higher conversion rates.

Partner Funding Options: Use MDF to Offset Costs and Accelerate Growth

Upstream carriers such as AT&T and T-Mobile offer funding programs to help providers launch and scale their telecom practices. These MDF programs help cover:

• Onboarding and operational setup expenses
• Compliance and tax software integration
• Marketing campaign execution and third-party agency costs

“This program can help offset billing and compliance-related costs, and also support marketing efforts. It eliminates several entry barriers,” says Usman.

Working with a certified platform like Rev.io ensures eligibility for these programs. In addition, agencies such as The Business Growers and GreenStar Marketing offer telecom-specific expertise to supplement internal teams across SEO, paid media, and campaign development.

Conclusion: Take Telecom In-House—Without the Complexity

Offering telecom services as an MSP is no longer out of reach. With the right pricing strategy, tax-aware bundling, and sales execution, you can launch a scalable, high-margin revenue stream under your brand.

Rev.io makes that possible. Our platform automates billing, usage rating, invoicing, and payments, while our integrations with CereTax and TaxConnex ensure you stay compliant from day one. From quote to cash, we provide the tools to simplify operations and accelerate growth.

Ready to launch your telecom offering the right way? Request a Rev.io demo today.