UC Vendors

Wanna Hangout? Can We Do UC There?

Depending on your age, you'll think I'm like, totally being clever with this title, or that I actually talk this way all the time. Well, I don't speak as if every statement was a question, and I only say like or awesome if I really mean it. The Grand Canyon is awesome - showing up for work on time is, well, being on time - not being awesome.

2013 UC Channel Study: Initial thoughts

The 2013 UCStrategies UC Channel Study is complete, and the results are compiled. It's clear that 2013 will be another year of transition for the industry. The good news is that, overwhelmingly, the channel is looking at solid growth for UC products and services. Ninety-six percent of the Solution Integrators (SI's) we surveyed experienced growth in their UC business in 2012, with 33 percent reporting over 20 percent growth.

On Growing a Channel

I keep hearing from vendors their intent to recruit more dealers. It's pretty easy to understand. Most manufacturers want to increase sales. More dealers times the average revenue per dealer equates to more sales, right? Perfectly sound logic for those with their head buried.

Vendors need to stop growing their channels, and start growing their dealers. The trick is in increasing the average revenue per dealer, not the number of dealers.