VARs Make a Big Play for Telecom

 
 
By Gina Roos  |  Posted 2014-05-27 Email
 
 
 
 
 
 
 
 
 
  • Previous
    1 - Reality Check
    Next

    Reality Check

    59% of IT VARs believe a large degree of IT telecom convergence is happening while 34% see it happening to some degree. For telecom agents, 23% said the roles of IT VARs and telecom agents were "converging significantly" while the majority (55%) said the convergence was less complete.
  • Previous
    2 - Driving Factors
    Next

    Driving Factors

    46% of IT VARs said the primary reason for entering the telecom market is the desire to sell voice services. They also want to add a new line of business (41%) and to win new business (40%).
  • Previous
    3 - A 'Natural Fit'
    Next

    A 'Natural Fit'

    Roughly one-third of IT VARs offer one or more telecom services including conferencing and collaboration (video and audio), broadband, WiFi access and IP/PBX and WAN services.
  • Previous
    4 - Market Entry Roadblocks
    Next

    Market Entry Roadblocks

    45% of respondents said insufficient staffing is a big challenge entering the telecom market, followed by a lack of telecom-specific skills (40%) and lack of sales experience (37%).
  • Previous
    5 - Telco Troubles
    Next

    Telco Troubles

    68% of traditional IT channel companies said they are concerned about telcos moving into the traditional IT services space, including cloud computing, managed services and security.
  • Previous
    6 - Satisfied Partners
    Next

    Satisfied Partners

    85% of IT VARs report they are satisfied with their telecom agent partnerships while 70% of telecom agents said they were satisfied or highly satisfied with their VAR partnerships over the past 12 months.
  • Previous
    7 - A Disconnect
    Next

    A Disconnect

    IT VARs and telecom agents differ significantly when it comes to how important telecom services are to IT VARs. While 87% of agents believe IT VARs view telecom services as an "opportunistic component" of their portfolio, IT VARs said it is a "core component."
  • Previous
    8 - Taking a Pass
    Next

    Taking a Pass

    61% of IT VARs are passing on telecom services because telecom is not a core competency while 30% are passing on it because it diverts from their core competency and 17% because they have insufficient resources.
  • Previous
    9 - Talk Is Cheap
    Next

    Talk Is Cheap

    Over the past year, 50% of IT VARs report having partnership talks with telecom master agents and/or sub- or independent agents while 46% broached the topic with a telecom carrier. They also had conversations with cable companies (26%) or IT distributors (26%).
  • Previous
    10 - A Flurry of Activity
    Next

    A Flurry of Activity

    Half of IT VAR respondents are partnering with carriers, and a similar percentage are working with telecom resellers, aggregators or agents (master and sub); 57% of IT VARs also report working with cable companies in the past year.
  • Previous
    11 - Never Say Never
    Next

    Never Say Never

    25% of IT channel companies not involved in telecom today said they plan to pursue partnerships for these services in the next year while 35% said they had no intention of pursuing partnerships and 17% said they would offer telecom on their own.
  • Previous
    12 - True Partners
    Next

    True Partners

    To help IT VARs improve their telecom service sales, nearly three-fourths of agents or master agent respondents have assigned dedicated pre-sales staff to their VAR partners and nearly half have added up-front commissions to attract and retain VAR partners.
 

Value-added resellers see telecom services as a competitive play and a way to differentiate their brands, according to a new study by CompTIA and Channel Partners. These are key reasons they are expanding or planning to expand their partnerships with telecom agents. The main reasons for expansion are to add a line of business and to win new business. Cloud computing, new routes to market, increasing customer leverage and the adoption of managed services are also driving the convergence between traditional IT and telecom. VARs or, increasingly, MSPs often sell the telecom services through agents or become an agent themselves. However, IT VARs are also seeking partnerships with carriers, cable companies and traditional IT distributors. Yet IT channel companies face roadblocks, including insufficient staffing, lack of telecom-specific tech skills and a lack of sales experience. This has forced channel players to look at where they fit into the market and who they want to partner or compete with, said CompTIA. Channel Insider examines key highlights of the survey.

 
 
 
 
 
 
 
 
 
 
 
 

Submit a Comment

Loading Comments...
 
























 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
Thanks for your registration, follow us on our social networks to keep up-to-date