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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

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May - June 2016