According to a new report, sellers of IT solutions are expanding their list of offerings, with the average seller expected to expand from four service offerings to six by 2020.
This is according to a 2019 Cloud Channel survey conducted by Avant Communications, a Chicago-based master agent and technology distributor that has designed a series of offerings to support IT decision-making. This year’s survey was developed in partnership with 8×8, Channel Partners, Flexential, Masergy, Oracle Communications, and others.
The survey assessed 187 channel sellers with offerings across the following service categories: Data Networks excluding SD-WAN, Voice Network Services, UCaaS or CCaaS Unified Communications, SD-WAN, Colocation, IaaS, SECaaS, Office Productivity, SaaS. Managed IoT and 5G joined this year’s list as disruptive technologies to watch. Avant compared year-over-year data to identify shared attributes and strategies among top-selling cloud partners in the channel community.
“Avant’s growing network of Trusted Advisors benefits from keeping our pulse on the competitive landscape for IT services and digital transformation,” said president and co-founder Drew Lydecker. “We present the 2019 Cloud Channel Survey to the broader community as a barometer to help everyone measure themselves against the most successful partners in the industry.”
Among the key findings, cloud-centric sellers accounted for 41 percent of voice/data network sales, outperforming sellers that primarily focus on voice/data networks. In addition, partners with the highest number of successful deals and those that are the most bullish for the future growth of the industry are very different from the rest of the pack in key attributes, including being more responsive, providing more training to sales staff, offering a broader portfolio and hosting more of their own events.
The top four services that Channel Partners expect to sell in two years are Data Networks (39 percent), UCaaS (67 percent), SD-WAN (61 percent) and Security as a Service (45 percent) — with 5G and Managed IOT emerging as areas to watch for in the future.
“As enterprises are adapting to navigate the accelerating pace of change in IT, the best channel sales professionals are evaluating — and re-evaluating — their formulas for success,” said CEO Ian Kieninger. “That drive is what separates the leaders from the laggards.”
The insights in the survey can serve as a roadmap to channel partners as they work to elevate their role as trusted advisors.