Achieving Partner-led Success in the UC Market

Achieving Partner-led Success in the UC Market

Supporting Partners Through the Market Transition

RELEASE DATE
07-May-2015
REGION
North America
Research Code: 9ABD-00-18-00-00
SKU: TE03548-NA-MR_17252
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TE03548-NA-MR_17252
$1,500.00
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Description

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

Executive Summary

Executive Summary (continued)

Executive Summary—CEO’s Perspective

Market Definitions

Unified Communications Revenue Opportunities

Unified Communications Evolution

A Taller UC Stack

Potential UC Solution Elements

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

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

Recommendations for Vendors (continued)

Recommendations for Vendors (continued)

Channel DNA—Recognizing Strengths and Opportunities

Growth Opportunities in UC Evolution

Recommended Channel Partner Profile

Channel Partner Success Factors

The Last Word

Legal Disclaimer

Related Research

The Frost & Sullivan Story

Value Proposition—Future of Your Company & Career

Global Perspective

Industry Convergence

360º Research Perspective

Implementation Excellence

Our Blue Ocean Strategy

Related Research
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.
More Information
No Index No
Podcast No
Author Elka Popova
Industries Telecom
WIP Number 9ABD-00-18-00-00
Is Prebook No