What Are You Selling? Telarus Partners Weigh in on Technology

How do you sell cybersecurity to an SMB? Is it cool to pursue UCaaS spiffs?

James Anderson, Senior News Editor

August 4, 2022

11 Slides

Telarus agent partners are selling unified communications, contact center, cybersecurity and other emerging technology offerings as network prices bottom out.

Telarus executives shared data about partner growth during their Tuesday morning keynote at the Telarus Partner Summit. Total new sales bookings increased 34% last year. Moreover, the diversity of customer deals increased. In other words, agents are selling more types of technologies within a given client engagement. Whereas 90% partner sales five years ago came from network, 60% of sales currently come from advanced solutions.

Channel Futures sat down with several agents and MSPs to learn about the technologies their customers are demanding. Although many of them still sell network and view it as a foot-in-the-door for customers, they’ve leaned into advanced solutions. Many of them see UCaaS as their bread and butter. A growing group is positioning itself as a contact center expert. Still others are leaning heavily into cybersecurity.

Go through the 11 images above to see the technologies partners are selling.

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About the Author(s)

James Anderson

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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