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Cablecos & The Channel: State of the Market 2012

Channel Partners recently concluded its second annual survey of channel partners' interest in, adoption of and challenges with selling cableco telecommunications services to businesses. The inaugural survey, published in 2011, was conducted in response to increasing interest on the part of the nation's leading cablecos in pursuing an indirect sales strategy. In 2012, all five of the top cablecos have system-wide partner programs of one type or another. Despite this progress and partners' expressed interest in selling cableco telecom services, there remain challenges. This study hopes to shed light on the positive developments and the needed improvements in a step toward more beneficial partnerships. This report covers:

  • Channel attitudes about and adoption of cableco telecom services
  • Channel comparisons of cableco and telco services and partner programs
  • Channel experiences with and expectations for cableco channel programs