Partner Growth Opportunities in the Evolving UC Market

Market Shifts Call for a Broader Skill Set and Portfolio

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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. Channel partners must possess broader skill sets than their telephony-centric predecessors. They must recognize that they are partnering into a technology ecosystem which gives them access to supply more of the UC stack to customers and augment their skills, services and portfolios through other ecosystem members.

Table of Contents

Partner Growth Opportunities in the Evolving UC MarketExecutive SummaryExecutive SummaryExecutive Summary (continued)Executive Summary—CEO’s PerspectiveMarket OverviewMarket DefinitionsUnified Communications Revenue OpportunitiesUnified Communications EvolutionA Taller UC StackPotential UC Solution ElementsCustomer TrendsCustomer TrendsMacro-economic and Social InfluencesTechnology InfluencesPrimary Drivers for IT InvestmentsMajor Challenges for IT Customer Investment Drivers and Challenges by Company SizeIT Investment Drivers and Challenges—Large CompaniesInvestment 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 CompaniesRecommendations for PartnersThe Office of the Future in 2020—Key Metrics Hunting and Farming to Create the Office of the FutureOpportunities for Hunters and FarmersThe UC Ecosystem is Gaining Prominence Tapping into the UC EcosystemChannel Partner Success FactorsUC Tools’ Value PropositionsMapping Skill Sets to UC Value Propositions Strengths and Opportunities by Channel TypeCloud Communications Create Opportunities for Partners to Generate Recurring RevenuesCriteria When Selecting a Cloud Provider by Company SizePositioning for Cloud UC Services OpportunitiesThe Last WordGrowth OpportunitiesThe 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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