Most of your clients are probably already using Microsoft Teams. So, it’s only a matter of time before they’re going to ask you this: “Can you make it handle our phones, too?”
It sounds easy (and profitable), so you reply that, of course, you can do it, no problem. Then comes the sinking realization that “adding calling” actually means building a Direct Routing environment, maintaining their session border controllers (SBCs), and navigating Microsoft’s ever-evolving certification process.
It’s not impossible, but it’s a lot because it can turn a big opportunity into an even bigger resource drain.
That’s why more MSPs are turning to Direct Routing as a Service (DRaaS): a faster, easier, fully managed route to Teams voice that keeps your branding front and center and your engineers out of PowerShell purgatory.
Let’s talk about why.
First, What Is Direct Routing as a Service?
Direct Routing as a Service takes the foundation of Microsoft’s Direct Routing model (connecting Teams to the public telephone network [PSTN]) and handles the hard parts for you.
So, instead of building and managing the entire Direct Routing environment yourself, you plug into a hosted, ready-to-go platform managed by a DRaaS vendor like TeamMate Technology.
Your customers get a Teams calling solution that “just works.” You get a new revenue stream without needing a Microsoft certification or infrastructure investment.
Direct Routing vs. Operator Connect vs. DRaaS: What’s the Difference?
If you’re wondering how DRaaS stacks up against other options, let’s break it down simply.
| Feature | Direct Routing (DIY) | Operator Connect | Direct Routing as a Service (DRaaS) |
|---|---|---|---|
| Setup Complexity | High – requires SBCs, PowerShell, Teams admin expertise (very time-consuming) | Medium – Microsoft handles setup, but requires certification | Low – DRaaS vendors handle setup and integration |
| Infrastructure Ownership | Provider-managed | Microsoft + Certified Operator | DRaaS vendor-managed |
| Certification Needed | No | Yes | No |
| Branding | Fully yours | Operator-branded in Teams | Fully white-labeled |
| Customer Management | Manual | Through Operator Connect Portal | Through the provider’s DRaaS management portal |
| Scalability | Limited by internal resources | Moderate | Rapid – multi-tenant and cloud-hosted |
| Cost to Implement | High upfront | Moderate | Low upfront, pay-as-you-grow |
In short:
- DIY Direct Routing gives total control and total responsibility.
- Operator Connect offers businesses simplified management but locks you into Microsoft’s rules.
- Direct Routing as a Service gives you the flexibility and control without the technical pain.
When to Choose DRaaS Over Microsoft Teams Operator Connect
Operator Connect is a great fit for large carriers who want to be prominently listed in Microsoft’s directory. For many MSPs and CSPs, though, it’s just simply overkill.
Deploy a Direct Routing Solution when you:
- Want to launch Teams voice quickly without certification
- Need full branding control
- Manage multiple SMB or enterprise clients
- Prefer a scalable, cloud-hosted model
- Want flexibility to connect your own SIP trunks
Operator Connect still makes sense if you have the resources to complete Microsoft’s certification, maintain service level agreements (SLAs), and appear in the Operator Connect directory.
But for most providers, DRaaS offers a faster, more profitable way to get to market.
Want more information about how to deploy Operator Connect (and when)? Check out our comprehensive guide on the subject.
Why MSPs Are Turning to Direct Routing Services for Their Microsoft Teams Clients
Managed Service Providers and Telecom Service Providers are under pressure to keep pace with the evolving Teams ecosystem. DRaaS offers a middle path that makes it easier to deliver Teams voice at scale with a single cloud-based solution (and without ballooning costs or complexity).
Here’s what makes it so attractive to many organizations:
1. Less Infrastructure, More Agility for Service Providers
Managing session border controllers, licenses, and infrastructure used to be part of the job. Now, it’s optional. DRaaS handles that entire layer, so MSPs don’t have to build or maintain complex systems behind the scenes. The result? More time to focus on customers, new services, and business needs instead of troubleshooting SBCs at 2 a.m.
2. Setup That Doesn’t Take a Weekend
Deploying Teams voice traditionally involves scripts, policy tweaks, and endless testing. With DRaaS, setup is simple. Most platforms automate provisioning and routing, letting you roll out new tenants or users in minutes instead of hours. For MSPs juggling multiple clients, that’s a serious win.
3. Scalability That Grows with You
Whether you manage five tenants or fifty, DRaaS makes scaling straightforward. Each deployment follows the same playbook, allowing you to expand instantly whenever you need to, without touching infrastructure or adding technical debt.
4. Predictable Costs, Lower Risk
Building your own Direct Routing environment isn’t cheap. Between hardware, licensing, and specialized staff, costs add up fast. DRaaS changes that by using a service-based model: no massive upfront investment, no hidden maintenance costs. You pay for what you use, which keeps budgets clean and margins healthy.
5. Faster Time to Market
Speed can make or break a deal. Operator Connect certification and custom Direct Routing setups can take months to complete, but DRaaS cuts that down to days. MSPs can start offering Teams voice almost immediately. That agility helps you stay ahead of competitors who are still stuck in the setup phase.
6. Easier Management Across Tenants
If you’ve ever managed multiple Teams environments manually, you know how quickly things can get messy. DRaaS simplifies that with centralized management tools. You get visibility across every customer, every user, and every route in one place. Less time clicking through admin portals, more time focusing on service quality.
7. Flexibility Without the Fine Print
No two MSPs (or their customers) operate the same way. DRaaS gives you the freedom to connect your own SIP trunks, use your preferred carriers, and build your services the way you want. You stay in control of your pricing, your relationships, and your brand.
Why TeamMate Stands Out Among DRaaS Providers
Plenty of platforms promise to simplify Microsoft Teams voice, but few are actually built for the people delivering it. TeamMate takes a different approach. Here’s how we built our direct routing solutions to keep you profitable and in control:
- Built for Providers, Not End Users: TeamMate’s DRaaS wasn’t repurposed from enterprise software. It was purpose-built for providers managing multiple tenants, networks, and SIP carriers. You get centralized control, automated provisioning, and the power to onboard new clients in minutes, not days.
- Your Brand, Front and Center: TeamMate operates quietly behind the scenes while your name takes the spotlight. Every part of the platform can be fully white labeled, keeping you in control of the customer experience and the recurring revenue that comes with it.
- Easy Integration, Zero Hassle: Already have SIP trunks or routing systems you love? Keep them. TeamMate integrates easily with your existing infrastructure, with no additional certification, hardware, or maintenance required.
- An Ecosystem That Grows with You: Teams calling is just the start. Expand your offering with built-in tools such as Chat Connector for SMS integration, Teams Call Recording for compliance and analytics, and bulk DID upload, presence-based routing, and SSO enforcement for enterprise-level management.
These features turn Teams into a true communication hub, providing organizations with collaboration capabilities that make your managed service package even harder for clients to walk away from.
Ready to see how simple a DRaaS solution can be? Start your free trial.
