IT Solution Provider, Telecom Partnerships Drive Profits

Partnerships between technology solution providers and telecom agents are generating significant business for both types of company, according to new report from Channel Partners and CompTIA, with some solution provider companies generating up to three-quarters their annual revenue from these collaborations.

In fact the study shows that 43 percent of IT firms garnered between 50 and 74 percent of their total sales in the last 12 months from partnerships with telecom agents. Furthermore, another 25 percent of IT firms pulled in between 25 and 49 percent of their annual revenue from these partnerships.

On the other side of the equation when it comes to core services, 84 percent of telecom agents said partnerships are driven by the desire to gain new customers . Behind the new customers motivation, telecom agents said they were driven to partnerships by the opportunity for new revenue streams.

Two-thirds of IT firms said the need to fulfill customer demand for services was the primary reason why they participated in a partnership. IT firms also cited financial considerations as factors in their partnering decisions. Interestingly enough, 6 in 10 partners expect to save money on training and sales compensation.

For emerging services, telecom agents said that their top reason to partner is revenue streams.

Surveyed companies identified a company's reputation, quality of products, services and technical skills, marketing support and knowledge of emerging technologies as factors to consider with partnering in companies.

The results of the second annual benchmarking report on IT-telecom partnerships were released during the Spring 2012 Channel Partners Conference & Expo this week in Las Vegas.

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