There’s a noticeable comms flavour to this issue. Partly because UC EXPO returns to ExCeL on May 16-17, previewed on page 28. And partly because comms providers have a growing interest in IT resellers, VARs and system integrators. And vice versa. Marston’s Telecoms (page 31) and Wildix (page 34) are both targeting the IT channel on the basis that their products are complementary to those already offered by IT resellers and VARs. Interestingly, the IT channel is also seen as more innovative than traditional telecoms resellers. As Tony Ford, Operations Director at Marston’s Telecoms, told Technology Reseller: “IT resellers today are so innovative. We have the infrastructure, but we don’t know where the next great product is going to come from, so we want to engage with the IT reseller community to a much greater extent.”
Developments like VoIP, hosted IP telephony and UC&C make telephony less of a reach for IT resellers, as Wildix UK Channel Manager Rob Loakes explains. But for those that don’t yet have a comms capability, collaborating with a channel partner that does is a useful option. In a survey of IT resellers and service providers published last year by Channeliser, 82% of respondents said they regularly had to expand their offering to meet customer demand – one third said they had to do this on almost every assignment. To do so, many choose to collaborate with complementary organisations. One in fie respondents said they do so regularly, compared to less than 10% who said they never collaborated. Channeliser is now collecting responses for its 2018 study, which also looks at vendor channel partnerships. If you would like to participate in this year’s research, please complete the survey at https://tinyurl.com/y88dnwmp.
Offering a broad portfolio of solutions can be popular with end user customers who struggle with managing multiple suppliers and overlapping solutions. Our Product of the Month (page 26) is the new unified access management product from Identityas-a-service provider OneLogin. This has a specific focus – access management for on-premise and cloud applications – but in its own way it plays well with end user demand for simplicity and consolidation. The same could also be said of Kenna Security’s cyber risk solution (page 42), which, by bringing vulnerability data from across the enterprise into a single repository and moving from list-based to risk-based prioritisation, brings clarity and efficiency to a time-consuming process.
View Magazine Online: Technology Reseller Issue 10