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Agents and vendors both say deals are getting bigger.
September 29, 2021
AVANT SPECIAL FORCES SUMMIT — A partner will land a $5 million monthly recurring revenue deal soon. Drew Lydecker can feel it in the air.
Avant‘s president laid out a number of bold predictions at the Avant Special Forces Summit in Austin, Texas on Tuesday. Speaking to a crowd of VARs, agents, suppliers and everything in between, Lydecker praised the channel for how it helped businesses move through COVID-19. Specifically, the channel helped “make the world smaller” with web conferencing.
Avant Communications’ Drew Lydecker
“Our providers helped enable communications across the globe,” Lydecker said. “This cemented our future forever.”
In addition to his $5 million prediction, Lydecker forecast that the average trusted adviser (agent) will earn $100,000 per month.
Phil Hugus works for network sourcing firm ISG. Hugus said many partner firms are already tipping the scales of $1 million MRR, and he said $5 million is quite possible.
ISG’s Phil Hugus
“$5 million MRR is going to turn into a $60 million per year network spend. Those customers are out there,” he said. “We have some clients that are nine-figure yearly network spends. The challenge is getting one of those big spends to recognize that there’s a better solution from a channel partner than with the traditional embedded carrier strategy they’ve been doing for 100 years.”
Hugus said a partner might also accomplish the feat by cross-selling different technologies.
“It’s 20,000 seats of CCaaS, a big security platform and 10,000 seats of UCaaS. And you pile them on,” he said.
Lydecker also predicted that security will become a top three technology for partners to sell in the upcoming year.
To see what else Lydecker and his colleagues in the channel said during the first two days of the summit, scroll through the slideshow above.
Senior News Editor, Channel Futures
James Anderson is a news editor for Channel Futures. He interned with Informa while working toward his degree in journalism from Arizona State University, then joined the company after graduating. He writes about SD-WAN, telecom and cablecos, technology services distributors and carriers. He has served as a moderator for multiple panels at Channel Partners events.
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