UC Reseller Dilemma

Resellers and VAR’s in the UC space are destined for a bust if they cannot implement a strategy change. Providing UC solutions alone will not guarantee success in this super competitive arena. They may have to pull in other solutions or processes from their other ventures to make this strategy transition. Data solutions like storage or optimization techniques may be warranted to create a unique selling proposition. Note that IBM and AT&T are now in the big player segment and with AT&T offering UCaaS, IBM will not be left behind. Larger players have the resources and the capabilities to deliver a unified solution to enterprises as opposed to smaller VAR’s. Truly the value they add to the offering will be tested in the next year. On the other hand, vendors will also feel much of this pressure to either bit into this market with more comprehensive professional services as opposed to niche market products. Consolidation may happen with mergers and acquisitions to withstand the prolonged recession.


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