Partners Make Another Technology Evolution

Joe Fizor, solutions engineer at TBI, said partners need to move beyond voice solutions just as they evolved from circuits.

“Now more than ever agents/partners need to evolve beyond being the phone person. To provide end customers value, we all must improve our skills and change the conversation. Technology is not just IT’s problem,” Fizor said.

Kenzy said the carriers are also trying to move beyond basic connectivity. He pointed to the secure access service edge (SASE) as a driver for this change. Previously, midmarket and SMB customers relied on a siloed firewall or security team for their security concerns.

“With the implementation of SASE and moving some of that security out into the cloud, it’s going to allow for carriers to take a piece of that, and it’s going to be easier for customers to support because they’re just buying a subscription. And I think you’re going to see all carriers raced towards ‘SOS’– sell-other-stuff. It’s not just the network that they’re after anymore. It’s the thing right over the network that they want to sell with it. UCaaS, security, SD-WAN. I think they’re going to want the full package, not just the network anymore,” Kenzy said.