State of the Channel Report


IT VARs & Telecom Service Sales: State of the Channel Report

A Report Co-Produced by Channel Partners and CompTIA


Channel Partners and CompTIA have collaborated on ground-breaking research on the state of agent-VAR partnerships for the past four years. In 2014, the organizations zeroed in on the predominant partnership model — VARs selling telecom services through agents. In February, they fielded brand new surveys to both agents and VARs seeking their perspectives on the status, drivers and challenges of VARs selling telecom services. The following research findings offer a look into the decisionmaking process that IT VARs are moving through now as they evaluate their place in a telecom services market.

Table of Contents

  • Introduction
  • Channel Share of Carrier Revenue
  • IT VARs & Telecom Services
       • Drivers
       • Concerns
       • Priorities
  • IT VAR-Telecom Partnerships
  • IT VAR-Telecom Agent Partnerships
  • Telecom Agent Experiences With VARs Selling Telecom Services

Takeaways for Your Business

  • Learn what's driving IT VARs to add telecom services and what's keeping them on the sidelines.
  • Find out who -- carriers, cablecos, distributors, etc. -- IT VARs are partnering with to sell telecom services.
  • Discover the level of concern VARs and agents have on the competitive impact of convergence.