May/June 19 - ChannelVision Magazine

Also according to the analysis, channel sellers can be clustered into three primary groups. The largest of which, at about 39 percent of respon- dents, are dubbed by Avant as “net- work/voice centric,” or those that rely mostly on the sales of voice, UCaaS, SD-WAN and data connectivity. About the same number of partners (37 percent) could be considered as “application centric,” focusing mostly on SaaS, security, and office produc- tivity solutions to drive growth. Within their niche, these partners are out- selling the other clusters by a two-to- one margin. The remaining 24 percent were clustered as “cloud centric,” and sold a complete portfolio ranging from voice and data services to colocation and IaaS to security and SaaS. This cluster of cloud centric partners were responsible for 41 percent of total voice and data network sales among the three groups, outperforming even sellers that primarily focus on voice and data networks. “Having next generation cloud ser- vices in your portfolio seems to enable you to sell more data and voice ser- vices,” Avant executives surmise. All told, the average number of services sold by respondents is ex- pected to increase from four in 2018 to six by 2020. o channel management EXPECTED CHANNEL SALES GROWTH I 2 YEARS Source: Avant; Edge Strategies Demand Source: Comp Q: Does edge computing – processing data from devices where it’s created rather than in the cloud – come up more with your customers than it did last year? % OF SERVICES ACTIVELY SELLING TODAY vs. PLAN TO SELL IN 2 YEARS Source: Avant; Edge Strategies Signi Vendor Horiz Declining margi Importan So urce: Comp TO P 2 BOX (NET) I 75% R easons Custo Signifi Competitive Vendor in t Data Connectivity SERVICE RANK CHANGE FROM 2018 2019 - +1 -1 - +1 -1 +2 -1 -1 N/A* N/A* UCaaS/CCaaS Voice SD-WAN Office Productivity Colocation SaaS laaS SECaaS Managed loT* 5G* 62% 10% 10% 8% 19% 16% 15% 18% 12% 35% 21% 27% 56% 52% 49% 43% 37% 32% 31% 30% 16% +1 N/A* -1 +1 -1 +2 -1 +2 -2 -1 UCaaS/CCaaS Managed loT* SD-WAN laaS SECaaS SaaS Data connectivity Colocation Office productivity Voice 67% 66% 61% 51% 45% 42% 39% 34% 28% 23% SERVICE RANK CHANGE FROM 2018 2019 More often than last year About as often as last year It doesn’t come up 40% 32% 25% *New categories added this year WWW.ZEROOUTAGES.COM “An evolutionary disruptor in SD-WAN” - Gartner DATA CENTER PARTNERS AWS & AZURE SD-WAN W E D E F I N E D T H E S PAC E 61 May - June, 2019 | Channel Vision