Jason Kraft is a telecom veteran who starting building out a carrier services program at an existing VAR, San Francisco-based FusionStorm in 2007. He said that carrier adoption among VARs has been slow, but this has been the year that the shift is finally occurring.
“I definitely understand the space pretty well and the challenges of starting a telecom program at a VAR. It’s definitely an interesting thing, I think the thing maybe what you don’t realize as traditional carrier agents is that your world is as foreign to the equipment people as vice versa," Kraft said. "Data center and cloud services are big part of why VARs are looking to bring on an agent or have a referral program, because it gives them a bigger piece of the total pie. I think that 2011 is the year that people are getting comfortable with the cloud and looking to go from a few applications to multiple."