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Expert Presents Post-Merger Strategies for Solutions Providers

SBC and AT&T. Verizon and MCI. Sprint and Nextel. These megamergers and others in the communications industry have put the spotlight on consolidation. Solutions providers can find out what it means to their businesses this week at The Fall 2005 Channel Partners Conference & Expo.


In his address, Building for the Future, at 11-11:50 a.m., today, John Macario, president and founder of industry consulting firm Savatar, will look beyond the headlines to share likely outcomes of the megamergers, their impact on the channel and how solutions providers can build their businesses to weather the changing future.


In his presentation, Macario will address such pertinent questions as:



  • What will the communications landscape look like?

  • How will merging companies likely change their channel strategies?

  • How will the channel be affected?

  • What can solutions providers do to hedge their bets?

The impact of consolidation on small and medium business customers and channel partners, on the surface, seem to be negative, Macario says. “Fewer, larger carriers mean fewer product choices for both SMBs and channel partners. Less competition means higher prices for SMBs and less attractive programs for partners. But there is a ray of hope for channel partners: Mega telcos will find it difficult to serve the SMB market especially with complex products like VoIP.



  • The channel partners that succeed will need to evolve their technical skills to include voice, data and networking expertise, Macario adds.

  • Enhanced skills will lead to a broader range of revenue opportunities: new CPE, networking and wireless will add to monthly recurring charges. Additionally, youll need skills to provide services like e-mail and Web hosting, business collaboration software tools and others, he says. Most importantly, the best channel partners must become more systematic in the marketing and selling practices.

Macario advises firms on developing and deploying relationship marketing strategies to optimize product development, sales channels and customer-facing business systems and processes. He brings more than 15 years of experience in marketing and technology consulting to clients, which include AT&T, Cisco Systems, Hewlett-Packard, IBM, Sprint and Verizon.


Prior to founding Savatar, he held senior positions with Bronner, Slosberg, Humphrey (now Digitas), a Boston-based direct marketing company. He worked extensively with its interactive subsidiary, the Strategic Interactive Group, on numerous projects in the telecommunications industry. He also has worked as a technical architect and brand manager for companies including Philips Electronics and Coastal International. He has consulted to the governments of Canada, Ireland and Scotland on a broad range of technical and marketing issues.


He has a Bachelor of Science degree in physics from the University of Pittsburgh, and a Master of Science degree in physics from Dartmouth College.


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