…service level agreement that not only guarantees uptime, but also guarantees service quality. The channel can differentiate by offering a fully managed UC service that provides these guarantees.”
Large company needs are very different than those of smaller companies, he said.
“UC services must fit in with the overall IT strategy of a large company; small companies have no such concerns,” he said. “Large companies will care much more about how a service is managed, and what visibility they will have into service quality and issue resolution. Large companies generally have many more locations and will need a provider who can help them determine how to roll out the service. Ribbon and our partners are now actively engaged in a number of UCaaS deployments.”
The low UC adoption rates were “certainly a surprise,” but so were the high interest in UC and stated intent to deploy UC in the next two years, Macario said.
“Eighty-eight percent of large companies told us they were Interested, very interested or extremely interested in UC; 65% said they thought their company would adopt within two years,” he said. “This represents a tremendous opportunity for the channel. Channel partners who can offer assured services and scale to meet the coming market demand will be the winners.”
Evolve IP Touts Differentiated Strategy with Microsoft Teams
In the first quarter of 2020, Evolve IP is going to be offering its partners voice-enabled Microsoft Teams with full enterprise voice capabilities, including contact center later in the year. And this won’t be via a bot, plug-in or third-party app, but a native, fully-integrated solution using Broadsoft/Cisco and Evolve IP’s hosted PBX, according to the company.
Scott Kinka, Evolve IP’s CTO, tells Channel Partners the strategy runs counter to those of competitors in that they have proprietary collaboration solutions that would ultimately position Microsoft/Teams as a competitor or a competing internal solution.
“For us, this is a native use of the Microsoft stack that we are already engaged in distributing, reselling and supporting to do all of that, which is very different than saying we have a plug-in to the Teams client that enables you to use our meetings,” he said. “That is a very different strategy.”
Evolve IP’s voice-enabled Teams with full enterprise voice capabilities will provide new opportunities for various partner types, Kinka said.
“This is a strategy that MSPs will want to take advantage of because many of them are already engaged in selling, reselling and supporting Office 365 and Teams, but also our traditional channel partner, master-agent type of engagement as well because they’re engaged in the telephony conversation,” he said. “We’ve all been talking about this VAR-MSP channel and the master agent channels running into each other over the course of the next few years, and I think this is a nexus opportunity that’s going to drive some of that because you’ve got traditional agency telecom partners who sold the last hosted PBX or carrier agreement, and then you’ve got the VARs who potentially…