https://www.channelfutures.com/wp-content/themes/channelfutures_child/assets/images/logo/footer-new-logo.png
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Master Agents
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
    • Diversity & Inclusion
  • MSSP Insider
  • MSP 501
    • Back
    • Apply Now
    • 2020 MSP 501 Rankings
    • 2020 Hot 101 Rankings
    • 2020 MSP 501 Report
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • Videos
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
    • Channel Educational Series
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
    • Channel Convergence
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Content Resources
  • Awards
    • Back
    • 2021 MSP 501
    • Circle of Excellence
    • Excellence in Digital Services
    • Top Gun 51
  • Events
    • Back
    • CP Conference & Expo
    • Channel Evolution Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • DE&I
Channel Futures
  • NEWSLETTER
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Master Agents
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
    • Diversity & Inclusion
  • MSSP Insider
  • MSP 501
    • Back
    • Apply Now
    • 2020 MSP 501 Rankings
    • 2020 Hot 101 Rankings
    • 2020 MSP 501 Report
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • Videos
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
    • Channel Educational Series
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
    • Channel Convergence
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Content Resources
  • Awards
    • Back
    • 2021 MSP 501
    • Circle of Excellence
    • Excellence in Digital Services
    • Top Gun 51
  • Events
    • Back
    • CP Conference & Expo
    • Channel Evolution Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • DE&I
    • Newsletter
  • REGISTER
  • MSPs
  • VARs / SIs
  • Agents
  • Cloud Service Providers
  • Channel Partners Events
 Channel Futures

SDN/SD-WAN


Survey

Avant Survey: Partners Must Adapt to Industry Change or Risk Falling Behind

A new report from the master agent found that cloud-centric partners with a broad portfolio of services outsold competitors with fewer offerings and legacy marketing practices.

By Jeffrey Burt

In a rapidly changing IT world that’s quickly embracing the cloud, channel partners that aren’t selling emerging services like software-defined WAN and unified communications as a service risk being run over by the competition, according to a new survey by Chicago-based master agent Avant.

In Avant’s 2019 Cloud Channel survey, the company found that cloud-centric partners routinely outsell those hanging on to legacy products and services, are viewed by customers as much-needed trusted advisers and are embracing new marketing avenues that enable them to outperform their slow-evolving brethren.

Avant's Alex Danyluk

Avant’s Alex Danyluk

“What we found out is the more successful of partner sells a broader portfolio of services,” Alex Danyluk, chief strategy officer at Avant, told Channel Partners. “If you’re having a sales conversation at a higher level in the stack, if you’re having a conversation about security, about SD-WAN, about UCaaS, you’ve automatically pulled through voice and data services.”

The key message “for the people who are still playing the same old playbook that they’ve played for the last 10 years is that they’re probably terminally ill and they don’t know it,” Danyluk said. “If they keep playing the same playbook, they’re not going to be able to continue to do that because … it’s going to be their demise.”

That was illustrated by the success of cloud-centric infrastructure partners as outlined in the survey. Those partners made up 24 percent of the 187 channel sellers surveyed and sold a broad portfolio of services — voice, UCaaS, SD-WAN, data connectivity, colocation, infrastructure as a service (IaaS), security as a service (SECaaS), office productivity and software as a service (SaaS). However, they grabbed 41 percent of the network and voice sales, outperforming the 39 percent of partners that sold mostly voice, UCaaS, SD-WAN and data connectivity.

Avant chart on growth in services sales.

Courtesy: Avant

The Cloud Channel survey, conducted in conjunction with a range of other companies, including Channel Partners, 8×8, Oracle and Masergy, was one of two channel-centric surveys presented earlier this month at the Channel Partners Conference and Expo. Included in the survey was a look at the fastest-selling services today and how that will change in the next two years.

Overall, data connectivity continues to be the top-selling service at 62 percent, and will continue in that spot over the next two years; however, fast-growing services like UCaaS, SD-WAN and SECaaS will move up the ladder and other services that are just beginning to come into view – particularly 5G and the internet of things (IoT) – also will quickly grow in demand. Partners need to understand what customers want now and will want in the future and be ready to meet that demand.

“Change is constant, but the rate of change is accelerating,” Danyluk said. “There are disruptive technologies coming in and they are disrupting the traditional IT landscape. Telecom services are very mature – voice, MPLS, those types of things – are on the inside of the bell-shaped curve of adoption. There are brand-new technologies coming out – like SD-WAN, UCaaS has been around a bit longer – that are just decimating the legacy environment because they’re adding capabilities and features and functions that just cannot be upgraded to the old technologies.”

Likewise, there are also a host of new partners and advisers that will …

  • Page 1
  • Page 2
Tags: Agents Cloud Master Agents SDN/SD-WAN Security Telephony/UC/Collaboration

Related


  • Judge and Gavel
    Judge: Charter Must Pay Windstream $19 Million for 'Egregious,' Deceptive Mailer
    The judge said Charter "intentionally and wrongfully" interfered with Windstream's customer contracts and good will.
  • Business handshake
    Ujet, Peerless Network Enter Master Agent Agreements with PlanetOne, Intelisys
    Ujet’s channel partner program supports strategic business partnerships, master agents and integrators.
  • Channel Chief Nameplate
    AT&T, Telarus, MicroCorp Vet to Lead RSI's Channel
    The MSSP entered the channel in early 2019.
  • Merge road sign
    Agents Voice Concerns, Hopes for Master Agent Consolidation
    Subagents weigh in on how mergers and acquisitions could impact them long-term.

Leave a comment Cancel reply

-or-

Log in with your Channel Futures account

Alternatively, post a comment by completing the form below:

Your email address will not be published. Required fields are marked *

Related Content

  • Granite Unleashes Microsoft Teams Integration, Merged Voice Services
  • Convergence in the Channel: Is It Happening, and What Does This Mean for MSPs?
  • SASE Takes: Service Providers Mull SD-WAN Complexity as Comcast, Versa Enhance AI Capabilities
  • T-Mobile 5G Network to Augment Lumen's Edge Computing Platform

Galleries

View all

Biden Administration Issues Russian Sanctions in Response to SolarWinds Hack, Election Interference

April 16, 2021

Industry Perspectives

View all

SD-WAN Supports More Purposeful Shift to Cloud

April 16, 2021

How Tech Is Transforming Public Safety–and the Implications for Channel Partners

April 15, 2021

Exercising Your Organization’s Data Loss Recovery Abilities

April 13, 2021

Webinars

View all

What to Look For: 2021 Threat Report

April 22, 2021

Health Care and SD-WAN: A Seller’s Guide

April 27, 2021

How MSPs Can Leverage SOCaaS to Improve Security & Grow Revenue

May 4, 2021

White Papers

View all

Carbonite Data Protection and Cyber Resilience

April 15, 2021

Top Tips: How Resellers Can Leverage Rackspace to Enhance Customer’s Cyber Security Protection with Microsoft 365 Security

March 30, 2021

Top Tips: Optimize Your Microsoft 365 Investment with Rackspace Technology

March 30, 2021

Upcoming Events

View all

MSP Summit

November 1, 2021 - November 2, 2021

Channel Partners Conference & Expo

November 1, 2021 - November 4, 2021

Channel Evolution Europe

November 30, 2021 - December 1, 2021

Videos and Fastchats

View all

5 Reasons Diversity, Equity and Inclusion Is Important

Five9 Shares Insights on Implementing a DE&I Strategy

April 13, 2021

FASTCHAT: How Fortinet Reduces Complexity Through Networking, Security

March 31, 2021

Strong Customer Experience Needs Strong Partner Experience

December 22, 2020

Twitter

ChannelFutures

If you needed any more reason to submit your @MSP_501 application, this promotional video will get you fired up!… twitter.com/i/web/status/1…

April 16, 2021
ChannelFutures

.@FrontierCorp just weeks away from exiting #Chapter11bankruptcy. dlvr.it/RxqkK1 https://t.co/yxyChKL9Um

April 16, 2021
ChannelFutures

#SDWAN supports a more purposeful shift to the #cloud @ComcastBusiness #networksecurity #hybridwork #security #SaaS… twitter.com/i/web/status/1…

April 16, 2021
ChannelFutures

RT @alysfitz: 67% of respondents reported burning out since the COVID-19 pandemic hit. We need to do better to support #WomenInTech, especi…

April 16, 2021
ChannelFutures

RT @AllianceofCW: #ACW members Mayka Rosales-Peterson and Raquel Wiley were elected to @ChannelFutures' #Diversity, #Equity, & #Inclusion B…

April 16, 2021
ChannelFutures

.@ZiplyFiber rolls out agent #partnerprogram. #networking dlvr.it/RxmM4K

April 16, 2021
ChannelFutures

New #Microsoft #SurfaceLaptop4 is an incremental update with an improved CPUs webcam, speakers and dual mics.… twitter.com/i/web/status/1…

April 16, 2021
ChannelFutures

.@okta hires @InsightEnt vet as global channel chief. #cybersecurity dlvr.it/RxmM20 https://t.co/ImWRZp2qHt

April 16, 2021

MSSP Insider

Business advice for MSSPs and news from the broader security channel.

Newsletters and Updates

Sign up for The Channel Report, Channel Futures Update, MSP 501 Newsletter and more.

Live Channel Events

Get the latest information on the next industry-leading Channel Partners event.

Galleries

Educational slide shows and images from live events.

Media Kit And Advertising

Want to reach our audience? Access our media kit.

DISCOVER MORE FROM INFORMA TECH

  • Channel Partners Events
  • Telecoms.com
  • MSP 501
  • Black Hat
  • IoT World Today
  • Omdia

WORKING WITH US

  • Contact
  • About Us
  • Advertise
  • Newsletter

FOLLOW Channel Futures ON SOCIAL

  • Privacy
  • CCPA: “Do Not Sell My Data”
  • Cookie Policy
  • Terms
Copyright © 2021 Informa PLC. Informa PLC is registered in England and Wales with company number 8860726 whose registered and Head office is 5 Howick Place, London, SW1P 1WG.
This website uses cookies, including third party ones, to allow for analysis of how people use our website in order to improve your experience and our services. By continuing to use our website, you agree to the use of such cookies. Click here for more information on our Cookie Policy and Privacy Policy.
X