tag:blogger.com,1999:blog-3933445072370525861.post9108972756441155126..comments2023-10-18T12:18:36.574+01:00Comments on Ubiquitous Connections: Reseller DilemmaRoland Adolfssonhttp://www.blogger.com/profile/12735993545508361666noreply@blogger.comBlogger3125tag:blogger.com,1999:blog-3933445072370525861.post-54388008845509412822009-11-18T13:21:27.946+00:002009-11-18T13:21:27.946+00:00Roland
I have been in the Telecom Business for 25...Roland<br /><br />I have been in the Telecom Business for 25 years and have been on both the CPE side as well as the services side...and recently involved in launching a Hosted IP Services company.<br /><br />Biggest issue is Pre-Sales support...Sales, Engineering and Operations. The first thought might be..."Go hire the best from the CPE world and train them up on the cloud/hosted model." Great idea but most cannot make the transition...its a whole different game. From the value approach of the sales team, to the design by the engineers, to the site survey/pre-qual review by operations.<br /><br />So...we looked at more IP/IT/MIS folks who get the cloud concept a bit better. Problem solved, right? Nope...just a new set of issues because voice is still voice, even if its VoIP...not a no brainer for IP folks.<br /><br />So in my mind (and experience), as it most often does, your success here is going to be directly related to the people you choose to team with...there is a valuable cross section that seem to come from the fringe of both the voice and IT/IP industries that can make the transition...find them, train them, and keep them happy.<br /><br />Hope that helps<br /><br />John TurnerAnonymousnoreply@blogger.comtag:blogger.com,1999:blog-3933445072370525861.post-38256553517116441552009-11-16T14:55:02.166+00:002009-11-16T14:55:02.166+00:00Bera, You're right in that most vendors will o...Bera, You're right in that most vendors will offer, or are already trying to offer their solutions as a service. However, I believe that the vendors will still depend on an indirect sales channel to provide sufficient market coverage (e.g. geographic, vertical and delivery model). Having said that, I think the indirect sales channel for Cloud/SaaS will look very different from that of re-selling premised based solutions. The challenge for the vendors will be to develop an eco-system of partners that can collectively drive added value and influence sales. <br /><br />a) Integrated online infrastructure. b) Online service aggregation. c) Online distribution of service. d) Large network of influencers and resellers of service value. These are 4 channel areas that need much attention and exploitation by vendors going forward. Unfortunately, I don't believe the majority of traditional CPE resellers will see a natural fit for them in the short to medium term.Roland Adolfssonhttps://www.blogger.com/profile/12735993545508361666noreply@blogger.comtag:blogger.com,1999:blog-3933445072370525861.post-928365756234747792009-11-11T16:36:36.087+00:002009-11-11T16:36:36.087+00:00Interesting post! According to me the resellers ha...Interesting post! According to me the resellers haven't yet understood the danger or/nor the challenge as you stated in the text. What I can see from my expiriences is that resellers are losing shares without realizing it yet. The vendors are taking their parts through SaaS. This trend will continue, SaaS companies will look for hosting partners and it's there they eventually should put effort. Selling SaaS is much easier then on premise solutions, and vendors will not need that much help from their res. partners. In begining yes, while they will use partner's built relations which will later be built directly with the vendor. Resellers need to focus on independent advisory/consultancy on SaaS as well implementation/integration of such services. The margins on products/service will decrease drastically.Adnan Berberovichttps://www.blogger.com/profile/07381231592759892347noreply@blogger.com