Cbeyond's experience selling Microsoft applications and BlackBerry wireless services illustrates a trend in sales of telecom-related products. As it turns out, increased product complexity, and a broader range of new products, is leading to disproportionate sales results. To be specific, most of Cbeyond's application and wireless sales are made either by its direct sales force or by more-technical solution providers, rather than by Cbeyond's other channel partners.
That matches with what most service providers report: that IP services require more technical knowledge, and possibly more technology capabilities, than has been the case in the past. That portends changes in channel partners. Namely, more reliance on value-added resellers and value-added distributors, consultants and system integrators; less reliance on other partners.
Thursday, May 8, 2008
Cbeyond Illustrates Channel Trend
Gary Kim has been a digital infra analyst and journalist for more than 30 years, covering the business impact of technology, pre- and post-internet. He sees a similar evolution coming with AI. General-purpose technologies do not come along very often, but when they do, they change life, economies and industries.
Subscribe to:
Post Comments (Atom)
Where Will AI Prove an Existential Threat to Whole Industries?
Right now, we all speculate about the potential changes artificial intelligence might bring, as well. Predictions range from the existential...
-
We have all repeatedly seen comparisons of equity value of hyperscale app providers compared to the value of connectivity providers, which s...
-
It really is surprising how often a Pareto distribution--the “80/20 rule--appears in business life, or in life, generally. Basically, the...
-
Who gets to use spectrum, and concerns about interference from other users, now appears to be an issue for Google’s Project Loon in India. ...
No comments:
Post a Comment