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Avaya Is Poised to Capitalize on Market Transitions

July 2014

Avaya Is Poised to Capitalize on Market TransitionsBusiness agility is no longer optional for companies. Nimble organizations that can add new services and capture new market opportunities stand to break away from and eclipse their competitors. Those that cannot become flexible risk becoming irrelevant.

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At Westcon’s recent Connect event in Orlando, it became clearer how the channel can adapt models and perspectives to embrace the cloud and cast fears aside.

Westcon runs a number of “Connect” events throughout the year, and I had the pleasure of speaking at its recent Orlando event as well as at its UC-focused Connect event earlier this year. The theme for the Orlando event was “cloud,” which makes sense given that Westcon acquired a cloud distribution platform called Verecloud earlier this year. The goal of the event was to make the cloud a more integral part of the VAR business model, which is a big change for most channel partners. Cloud UC, in particular, has become a hot topic over the past 24 months as the number of UCaaS offerings has skyrocketed.

After my presentations I had a chance to speak with many of the VARs about the topic of cloud and while almost all of the VARs had great interest in the cloud, the ability to sell and monetize the cloud varied quite a bit from reseller to reseller.

Based on the questions I got at the event and other interviews I’ve done over the past few months, here are some key points the channel needs to consider regarding the cloud as sales strategies are developed:

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