Channel prepares for convergence services growth

Research claims three-quarters of channel will have convergence offerings by next year

Three-quarters of channel players will offer convergence services by 2007, according to research by analyst firm Yankee Group.

The research, commissioned by telco Telstra Europe, also found that the channel believes good carrier support is more important than both pricing incentives and lead generation.

Les Johns, director of enterprise sales at Telstra Europe, said: “Three- quarters of channel players offering convergence services is a natural reaction to what is happening in the market. Most end-users’ business models have changed over the past few years and their reliance on technology has increased.”

Johns added that end-users are looking for one company that can offer the full range of services to them because convergence is making life more complex.

“Convergence and voice over IP are high on VARs’ agendas, because if they don’t offer them, their business model is under threat,” he said. “The channel knows it needs a strong partner to help it through this process.”

However, Jess Thompson-Hughes, managing director of wireless distributor React Technologies, said: “I don’t think 75 per cent of resellers will be selling convergence by 2007.”

Thompson-Hughes added resellers and distributors do not want much involvement from their carriers who often look to get involved with every aspect of a sale to end-users.

>> Further reading:

Benefits of VoIP not yet completely understood

Adtran ready to give resellers an AD vantage scheme

E 29plus makes its first foray into convergence