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Achieving Partner-led Success in the UC Market

Achieving Partner-led Success in the UC Market

It has been more than ten years since Internet protocol (IP) telephony lines became the majority of total telephony lines sold each year. Frost & Sullivan research finds that IP lines accounted for 􂀀 percent of all lines sold in 2014.

A similar inflection point looms as OPEX-based cloud unified communications (UC) services seats promise to take increasing market share from the CAPEX-based customer-owned systems market each year.

However, while demand for cloud services is rising, demand for premises-based platform support remains strong. Many organizations will require a mix; integrating customer-owned assets with cloud services is an increasing requirement.

Partners are essential in the changing information and communications world. It is often partners that own the technology relationship with customers. Thus partners are critical to help identify and prove the value of UC for each individual customer.

Software advancement, mobility and information technologies (IT) integration with communications technologies have shifted UC value propositions and solutions capabilities toward productivity and business efficiency.

In selling both UC products and related services, channel education remains a key issue that determines partners success. Therefore, vendors must connect with their channels and increase their efforts on partner training and education.

As buying patterns shift toward hosted and cloud services, vendors must help channel partners to build up their business practices and recurring revenue streams. Going forward, vendors must help channel partners to sell and support a wider range of deployment and consumption models. Access to premises-based, hosted/cloud and hybrid solutions is a necessity.

About this report

The enterprise communications market is transitioning to a blended ecosystem of services and software-centric platforms deployed on the customer premises. The range of components that can be part of the UC stack is also expanding. Partners are vital to expand vendor reach and to foster close customer relationships needed for higher-value UC sales. Developing a framework to support a diverse partner network is essential to achieve partner-led success. Vendors must recruit partners from UC adjacencies and help existing partners expand their skill sets.


  • Executive Summary
    • Executive Summary-CEO's Perspective
  • Market Overview
    • Market Definitions
    • Unified Communications Revenue Opportunities
    • Unified Communications Evolution
    • A Taller UC Stack
    • Potential UC Solution Elements
  • Customer Trends
    • Macro-economic and Social Influences on UC Adoption
    • Consumerization of IT and BYOD
    • Customer Trends-UC Adoption Drivers and Challenges
    • Primary Drivers for IT Investments
    • Major Challenges for IT
    • Customer Criteria When Selecting a Cloud Provider
    • IT Investment Drivers and Challenges-Large Companies
    • IT Investment Drivers and Challenges Explained-Large Companies
    • IT Investment Drivers and Challenges-Medium Companies
    • IT Investment Drivers and Challenges Explained-Medium Companies
    • IT Investment Drivers and Challenges-Small Companies
    • IT Investment Drivers and Challenges Explained-Small Companies
  • Channel Trends
    • Addressing Solution Complexity and Diversity
    • UC Channel Structure
    • Partner Strategies to Address Industry Trends
    • Partner Perspectives-SMB Focus on UCC Strategy by Type of Partner
    • Partner Perspectives-Channel Pain Points
    • Partner Perspectives-Requirements for Vendor Support in the SMB Market
    • Partner Perspectives-Requirements for Vendor Support by Partner Type
    • Analysis of Vendor Support Needs
    • Partner Perspectives-Customer UCC Purchasing Factors
    • Partner Perspectives-Customer Demand for UCC by Vertical
    • Partner Perspectives-Demand for UCC by Vertical by Region
    • Partner Perspective Analysis
  • Recommendations for Vendors
    • Channel DNA-Recognizing Strengths and Opportunities
    • Growth Opportunities in UC Evolution
    • Recommended Channel Partner Profile
  • The Last Word
    • Channel Partner Success Factors
    • The Last Word
  • Appendix
    • Related Research

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