According to IDC research, “resale revenue is declining, with 36.4% of solution provider revenue coming from the resale of software and/or hardware in 2012 versus 53% just 10 years ago. IT services may provide a mechanism for solution providers to earn a higher gross margin.”This week Polycom announced three new solutions at InfoComm and recently launched a new Cloud Video Operator Specialization for Polycom channel partners. Customers are increasingly looking to consume video as a service which brings both challenges and opportunities for partners accustomed to traditional sales models.
These announcements and channel development resources demonstrate Polycom’s leadership and commitment to helping partners evolve their business models from pure hardware to a diversified mix that includes hardware, software and advanced services. Polycom reseller partners that evolve now will have a powerful competitive advantage if they incorporate cloud models.
“The cloud is about building annuity revenue streams for our partners; with Polycom they have the flexibility to decide how they want to deliver hosted UC or video services to their customers, whether as a private, hybrid or public cloud offer. Each partner has different goals and strategies in this evolution. Polycom provides the tools and programs for partners interested in evolving their business” said Gary Testa, Polycom global vice president, Cloud and Service Providers.
Market dynamics suggest the cloud IS the next frontier for solution providers. IDC suggests “the very nature of cloud also makes it easy for solution providers to serve customers in a wider range of geographies than ever before. Previously, serving customers in a new market meant at the very least collaborating with a local company to support the sales and deployment effort or investing in opening a local office with the hope that everything will work out. In the cloud economy solutions can be implemented remotely, with limited local touch.”