No, all the big master agencies have not been absorbed. And the model is by no means on the same trajectory as its outgoing moniker. Yes, there has been plenty of activity, and there’s reason to fear the possibility of a marketplace consisting of only a handful of very large technology solutions brokerages and a handful of very small TSBs. And since part of the appeal for agents was the attention one would receive from a master agent compared to “large carriers,” TSBs essentially becoming “large carriers” would seem to alter that advantage. But as our annual directory suggests, there are still dozens and dozens of TSBs operating in 2022, and they continue to drive big dollars within the telecom channel. The TSBs listed in the directory also continue to add emerging and innovative opportunities for their agents and partnering providers. If you were to cross reference the 2022 TSB Directory and our annual Visionary Spotlight Awards, which also are announced and celebrated in this issue, you’d find the same innovative brands and services recognized in the VSAs throughout the rosters of TSB partner providers listed in the directory. Whatever emerging service a sales agency, reseller or MSP may be interested in exploring, the TSBs listed in the directory likely offer it. As the recent land grab within the sector might suggest, the market is ripe for a distribution partner that can pull together a diverse and growing portfolio, such as seen throughout our 2022 TSB Directory. Workforces are dispersing and demanding flexibility. Operations are undergoing transformations. Younger generations of users and devices are accelerating to the cloud. In turn, firms of all sizes are getting bogged down by the sheer number of solutions and access points required to operate and innovate on a normal Tuesday. One study by SaaS management provider Zylo, for instance, found that the average mid-sized enterprise of between 2,500 to 5,000 employees faces more than 200 SaaS application renewals each year. Firms as small as 100 to 500 run into 6.4 SaaS renewals per day. According to Zylo, large enterprises of 5,000 or more employees manage an average application count of more than 600. Among firms of all sizes, an average of eight SaaS solutions enters the tech environment each month, 13 applications per month among the largest firms. So, it would seem there is still plenty of upside and opportunity for brokers that bundle and attach solutions and build efficiency into backend billing and management. All the while, IT spend shifting to the cloud places less emphasis on technical proficiency and IT specialty and more on customer experience and relationship selling, playing to the hand of the old sales agency model. We’ll see how things shake out in the coming directories. If you are a technology solution brokerage, and we missed or messed up your listing, please let me know at martin@bekapublishing.com. See you in Scottsdale in November. Martin Vilaboy The New, Annual Directory LETTER Martin Vilaboy Editor-in-Chief martin@bekabusinessmedia.com Bruce Christian Senior Editor bruce@bekabusinessmedia.com Brady Hicks Contributing Editor brady@bekabusinessmedia.com Percy Zamora Art Director percy@bekabusinessmedia.com Rob Schubel Digital Manager rob@bekabusinessmedia.com Jen Vilaboy Ad Production Director jen@bekabusinessmedia.com Berge Kaprelian Group Publisher berge@bekabusinessmedia.com (480) 503-0770 Anthony Graffeo Publisher anthony@bekabusinessmedia.com (203) 304-8547 Beka Business Media Berge Kaprelian President and CEO Corporate Headquarters 10115 E Bell Road, Suite 107 - #517 Scottsdale, Arizona 85260 Voice: 480.503.0770 Email: berge@bekabusinessmedia.com © 2022 Beka Business Media, All rights reserved. Reproduction in whole or in any form or medium without express written permission of Beka Business Media is prohibited. ChannelVision and the ChannelVision logo are trademarks of Beka Business Media 6 CHANNELV ISION | MAY – JUNE 2022
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