

By
Tara
Seals
INTERNATIONAL AGENTs
SECTION
A
sia-Pacific has long been known as a growth
market for communications, but heading East
has traditionally been easier said than done
for channel partners. A mix of cultural dif-
ferences, language barriers and a dearth of
conduits to selling there has hamstrung U.S.
partners from tapping the opportunities. That’s however
starting to change, especially in the unified communications
space, where companies are actively looking for U.S. chan-
nel partners to strengthen their cross-Pacific ties.
When it comes to what’s hot in Asia, there are two
primary buckets of services that channel partners can
offer their multinational clients: Data center/MPLS/IP
VPN services; and unified communications.
On the data center front, Technavio anticipates the data
center market in the region to grow at an impressive CAGR
of approximately 20 percent between now and 2020.
Factors such as the growing adoption of cloud-based
services, big data analytics and Internet-of-Things (IoT)
will aid in the growth of this market, the firm noted. Digi-
talization has enabled several organizations to adopt
cloud-based services for their businesses. By 2020,
more than 50 percent of SMEs in the region are expect-
ed to operate their businesses by adopting cloud offer-
Eyes to the East
Opportunities in Asia Grow for Partners
20
Channel
Vision
|
May - June 2016