Achieving Partner-led Success in the UC Market

Supporting Partners Through the Market Transition

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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.

Table of Contents

Achieving Partner-led Success in the UC MarketExecutive SummaryExecutive SummaryExecutive Summary (continued)Executive Summary—CEO’s PerspectiveMarket OverviewMarket DefinitionsUnified Communications Revenue OpportunitiesUnified Communications EvolutionA Taller UC Stack Potential UC Solution ElementsCustomer TrendsMacro-economic and Social Influences on UC AdoptionConsumerization of IT and BYODCustomer Trends—UC Adoption Drivers and ChallengesPrimary Drivers for IT InvestmentsMajor Challenges for IT Customer Criteria When Selecting a Cloud ProviderIT Investment Drivers and Challenges—Large CompaniesIT Investment Drivers and Challenges Explained—Large CompaniesIT Investment Drivers and Challenges—Medium Companies IT Investment Drivers and Challenges Explained—Medium CompaniesIT Investment Drivers and Challenges—Small CompaniesIT Investment Drivers and Challenges Explained—Small CompaniesChannel TrendsAddressing Solution Complexity and Diversity UC Channel Structure Partner Strategies to Address Industry TrendsPartner Perspectives—SMB Focus on UCC Strategy by Type of PartnerPartner Perspectives—Channel Pain PointsPartner Perspectives—Requirements for Vendor Support in the SMB MarketPartner Perspectives—Requirements for Vendor Support by Partner TypeAnalysis of Vendor Support NeedsPartner Perspectives—Customer UCC Purchasing FactorsPartner Perspectives—Customer Demand for UCC by VerticalPartner Perspectives—Demand for UCC by Vertical by RegionPartner Perspective AnalysisRecommendations for VendorsRecommendations for VendorsRecommendations for Vendors (continued)Recommendations for Vendors (continued)Channel DNA—Recognizing Strengths and Opportunities Growth Opportunities in UC EvolutionRecommended Channel Partner ProfileThe Last WordChannel Partner Success FactorsThe Last WordLegal DisclaimerAppendixRelated Research The Frost & Sullivan StoryThe Frost & Sullivan StoryValue Proposition—Future of Your Company & CareerGlobal PerspectiveIndustry Convergence360º Research PerspectiveImplementation ExcellenceOur Blue Ocean Strategy

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