Countdown to the UC Summit
Coming up near San Diego is the UC Summit. This is, hands-down, the best conference to explore what's happening in the UC channel. In a word: alot!
The conference is invitation only - but you can still apply! Desired applicants are dealers, VARs, system integrators, and consultants either actively in UC or looking to expand into UC. Most of the major vendors are on site to discuss their channel programs, and the UCStrategies Experts will share their perspectives on what's working, what was working, and what is likely going to be working.
What makes the UC Summit so unique is its focus on UC from a channel perspective. The entire event is discussion and analysis of the opportunities and challenges in a combination of formal presentations, break-out sessions, and lots of networking opportunities. I do not recommend the event to anyone looking to lose weight though.
One of the reasons that the conference includes both resellers and consultants is because that line is blurring quickly. It was pretty simple when the resellers resold things and the consultant just offered advice and ideas. The lines are still pretty clear around something like a call manager, but that's the exception not the rule.
For example, most enterprises that acquire Microsoft Lync do so their enterprise agreement obtained through a Microsoft Large Account Reseller (LAR). Then, they look to consultants and SIs to assist with implementing it. Or, organizations going after things like Google Apps or Amazon EC2 get pretty frustrated pretty quickly with the "reseller" options. It's the same thing with wireless services which, at one time, was generally through the channel, and now generally direct. The reseller is finding its revenue from things it doesn't sell is increasing - like iPads.
The ultimate insult to a reseller, VAR, SI, or even second tier distributor is to call them a "box mover." Them are fighting words, because it doesn't take communications expertise, experience, and savvy to move boxes. Of course, that isn't stopping box mover growth - they are all over, which is another reason why the channel needs to expand and develop their skill portfolio. In fact, some VARs are even telling their customers to buy product from a box mover - so then win the high margin aspects.
There are lots of shifts - we already saw VoIP, convergence, and UC. Now, everyone is talking about collaboration, social networks, cloud, and mobility. These are harder. I understood VoIP and convergence. I could explain it. But these new terms are more concepts than products. So part of the conversation is just trying to agree on what we are talking about - then comes the actual conversation, but it's like describing a pot while it is still on the wheel.
But I'm not really talking about terms - the bigger ideas are roles - what is the value add that VARs are supposed to add? How is it changing? And how is it charged? For a related post on this topic specifically, see this one about the SuperVAR. There seems to be a lot of confusion around Lync, but technically, but even more so from a channel strategy. Lync isn't following on the rules the channel has developed over the years. The phones are available online, the installers and the dealers are often different, and the revenue opportunity isn't really in the product. There's also a lot of opinion and confusion around iPads - privacy, support, management, etc.
The problem with being a dealer is there are few you can really talk to. There's the local CEO groups you can join, but they never understand the complexities of the business (they assume it is box moving). You can't talk to other local dealers, as they are all competitors. Sometimes the vendors offer channel events, and they are usually great - but those events are about how great things are, no soul searching allowed.
The session that I am most involved with is the Show Me The Money session. Marty Parker and I will be discussing the sharp edges of the channel, and more importantly where the treasures are hidden. I also got on the agenda this year some Fireside Chats in the evening. These are a forum to discuss recent tech news. What people are thinking. It's a break from the firehose, and I find some really smart opinions are busting to get out.
Some of the best conversations at the UC Summit are during the meals and other networking sessions. That's when the peer-to-peer conversations become revealing and constructive. And, there is no shortage of these. I swear they feed you five times a day, not to mention the snacks between meals.
The event takes place in La Jolla, just to the north of San Diego, CA. The hotel is nice, the weather is usually spectacular, the company is good, and did I mention the food? This will be my third summit. Will I see you there?
Tags
Start YourCustomized Search
SOLUTION AREA
SOLUTION PROVIDERS
- 8x8 (40) Apply 8x8 filter
- Alcatel-Lucent Enterprise (50) Apply Alcatel-Lucent Enterprise filter
- AT&T (44) Apply AT&T filter
- AudioCodes (48) Apply AudioCodes filter
- Avaya (396) Apply Avaya filter
- Cisco (573) Apply Cisco filter
- Dell (11) Apply Dell filter
- Five9 (53) Apply Five9 filter
- Fuze (39) Apply Fuze filter
- Genesys (100) Apply Genesys filter
- HP (98) Apply HP filter
- IBM (171) Apply IBM filter
- Jabra (9) Apply Jabra filter
- Logitech (56) Apply Logitech filter
- Lumen (3) Apply Lumen filter
- Masergy (50) Apply Masergy filter
- Microsoft (766) Apply Microsoft filter
- Mitel (232) Apply Mitel filter
- NEC (128) Apply NEC filter
- Nectar (58) Apply Nectar filter
- Polycom (95) Apply Polycom filter
- Ramp (37) Apply Ramp filter
- RingCentral (126) Apply RingCentral filter
- Sennheiser (18) Apply Sennheiser filter
- Slack (13) Apply Slack filter
- Tata Communications (59) Apply Tata Communications filter
- Unify (186) Apply Unify filter
- Vonage Business (80) Apply Vonage Business filter
- Yealink (8) Apply Yealink filter
- Zoom (20) Apply Zoom filter
- Acme Packet (24) Apply Acme Packet filter
- Allworx (2) Apply Allworx filter
- Arkadin (22) Apply Arkadin filter
- Aspect (34) Apply Aspect filter
- BT (25) Apply BT filter
- CaféX (8) Apply CaféX filter
- CallTower (14) Apply CallTower filter
- Clarity Connect (10) Apply Clarity Connect filter
- Continuant (1) Apply Continuant filter
- Damaka (4) Apply Damaka filter
- Dialogic (5) Apply Dialogic filter
- Dimension Data (44) Apply Dimension Data filter
- Empirix (11) Apply Empirix filter
- Enghouse Interactive (17) Apply Enghouse Interactive filter
- Inference Solutions (9) Apply Inference Solutions filter
- IntelePeer (27) Apply IntelePeer filter
- IR (11) Apply IR filter
- Jive (21) Apply Jive filter
- Kurmi Software (21) Apply Kurmi Software filter
- Lifesize (33) Apply Lifesize filter
- Lightware (3) Apply Lightware filter
- Mavenir (6) Apply Mavenir filter
- Modality Systems (8) Apply Modality Systems filter
- Momentum (36) Apply Momentum filter
- Netfortris (5) Apply Netfortris filter
- NetSapiens (6) Apply NetSapiens filter
- NewVoiceMedia (31) Apply NewVoiceMedia filter
- Nureva (26) Apply Nureva filter
- NUWAVE (5) Apply NUWAVE filter
- Orange (32) Apply Orange filter
- OVCC (8) Apply OVCC filter
- Panasonic (18) Apply Panasonic filter
- PanTerra Networks (9) Apply PanTerra Networks filter
- ScanSource (21) Apply ScanSource filter
- SIPPIO (3) Apply SIPPIO filter
- Snom (20) Apply Snom filter
- Star2Star (8) Apply Star2Star filter
- StarLeaf (12) Apply StarLeaf filter
- Tadiran Telecom (2) Apply Tadiran Telecom filter
- TekVizion (9) Apply TekVizion filter
- Unimax (7) Apply Unimax filter
- Verint (40) Apply Verint filter
- Voice4Net (2) Apply Voice4Net filter
- VOSS (85) Apply VOSS filter
- Voxbone (14) Apply Voxbone filter
- West (28) Apply West filter
- XO Communications (3) Apply XO Communications filter
- Yorktel (17) Apply Yorktel filter
- Zultys (2) Apply Zultys filter
- 3CX (8) Apply 3CX filter
- ADDASOUND (1) Apply ADDASOUND filter
- Aerohive (1) Apply Aerohive filter
- Aryaka (1) Apply Aryaka filter
- Asurion (22) Apply Asurion filter
- Avnet (7) Apply Avnet filter
- Bandwidth (5) Apply Bandwidth filter
- Calabrio (5) Apply Calabrio filter
- Consilium Software (13) Apply Consilium Software filter
- Drum (5) Apply Drum filter
- ESI (6) Apply ESI filter
- Esna (16) Apply Esna filter
- Exinda (2) Apply Exinda filter
- EZuce (3) Apply EZuce filter
- GUnify (6) Apply GUnify filter
- Highfive (4) Apply Highfive filter
- Huawei (47) Apply Huawei filter
- Imagicle (3) Apply Imagicle filter
- IPCortex (1) Apply IPCortex filter
- KnoahSoft (1) Apply KnoahSoft filter
- KOVA (1) Apply KOVA filter
- Logmein (9) Apply Logmein filter
- Metropolis Technologies (4) Apply Metropolis Technologies filter
- Mutare (2) Apply Mutare filter
- NextPlane (27) Apply NextPlane filter
- Ooma (16) Apply Ooma filter
- Patton (11) Apply Patton filter
- Radish Systems (1) Apply Radish Systems filter
- Radisys (3) Apply Radisys filter
- Shango (1) Apply Shango filter
- SMART (163) Apply SMART filter
- Stack8 (1) Apply Stack8 filter
- Swyx (1) Apply Swyx filter
- TrueConf (4) Apply TrueConf filter
- UJET (13) Apply UJET filter
- Voximplant (3) Apply Voximplant filter
CONTENT TYPE
- BC Expert Insights Market (42) Apply BC Expert Insights Market filter
- BC Expert Insights Objective - Vendor Neutral (42) Apply BC Expert Insights Objective - Vendor Neutral filter
- BC Expert Insights Planning (15) Apply BC Expert Insights Planning filter
- BC Expert Insights Solution (12) Apply BC Expert Insights Solution filter
- BC Expert Insights Vendor (80) Apply BC Expert Insights Vendor filter
- BC Expert Insights Vendor Solution (145) Apply BC Expert Insights Vendor Solution filter
- BC Expert Roundtable (133) Apply BC Expert Roundtable filter
- Bcs Webinar (0)
- Bcs Webinar Registration (0)
- Best Practice (38) Apply Best Practice filter
- Buyer Guide (14) Apply Buyer Guide filter
- Case Study (29) Apply Case Study filter
- Executive Interview (145) Apply Executive Interview filter
- Expert Roundtable (450) Apply Expert Roundtable filter
- Guest Contributions (34) Apply Guest Contributions filter
- Multimedia (38) Apply Multimedia filter
- News Analysis (2081) Apply News Analysis filter
- Newsfeed Article (1303) Apply Newsfeed Article filter
- Newsfeed Article (1) Apply Newsfeed Article filter
- Thought Leadership (21) Apply Thought Leadership filter
- Vendor Collateral (211) Apply Vendor Collateral filter
- Vendor Resource Best Practices (24) Apply Vendor Resource Best Practices filter
- Vendor Resource Buyers Guides (2) Apply Vendor Resource Buyers Guides filter
- Vendor Resource Multimedia Content (4) Apply Vendor Resource Multimedia Content filter
- Vendor Resource White Paper (4) Apply Vendor Resource White Paper filter
- Webinar (13) Apply Webinar filter
- Webinars (7) Apply Webinars filter
- White Paper (64) Apply White Paper filter
MORE FILTERS
INDUSTRY
- Banking And Investment (800) Apply Banking And Investment filter
- Education (446) Apply Education filter
- Energy And Utilities (487) Apply Energy And Utilities filter
- Finance (12) Apply Finance filter
- Government (675) Apply Government filter
- Healthcare (482) Apply Healthcare filter
- Hospitality (180) Apply Hospitality filter
- Insurance (100) Apply Insurance filter
- Manufacturing (704) Apply Manufacturing filter
- Media/Publishing (422) Apply Media/Publishing filter
- None (43) Apply None filter
- Professional Services (745) Apply Professional Services filter
- Retail & Distribution (798) Apply Retail & Distribution filter
- Technology (1611) Apply Technology filter
- Transportation (110) Apply Transportation filter
Comments
There are currently no comments on this article.
You must be a registered user to make comments