Articles - Channel
Shift to Videoconferencing Emphasis for Unified Communications?
It’s hard to tell if the pattern develops on a broader basis, but there are some signs that videoconferencing and rich media collaboration are becoming something of a lead offer, for at least some suppliers and channel partners, in the unified com...
Channel Partners Get Wireless, Broadband Boost
Given that so much enterprise communications spending now goes for “wireless” services, channel partners will have a tough time competing for the whole customer wallet so long as they have no access to compelling wireless services. In 2008, N...
The Agent Channel is Doing Just Fine, Thank You
More than 300 channel partners, vendor suppliers and special guests converged at the Meritage Resort in Napa, Calif., Oct. 2-3 to attend the Ninth Annual Intelisys Inteligolf event, an annual happening that has outgrown its name, frankly. Indeed, partic...
VAR Likes Managed Services, Lukewarm on VoIP
Master telecom agencies and small value-added resellers have some similar problems each can help the other with. One of the shared problems is skinnier profit margins on core products each sells. Cisco VARs, for example, often find that profit margins...
Huge Channel Changes
Talk about change: 54 percent of value-added resellers and distributors—also known as VARs—already sell carrier services, according to a study commissioned by Level 3 Communications and conducted by CMP. So take note: VARs now must be added t...
Huge Challenge for Telecom Channel
There’s good news and bad for telecom channel partners in a new note published by the Yankee Group. The good news is that Yankee Group Senior Analyst Caroline Ashley argues tier one service providers must incorporate channel partners into their sm...
A Smaller View of Small Business
Marketing messages that try to toss IP communications platforms into the generic "small and medium-sized business" bucket often miss the mark, particularly when it comes to the "S" in "SMB." The whole point of market segmentation, after all, is to define...
