IT/Telco Convergence Ramps Up
In 2012, the lines between service provider, system integrator, managed service provider and telco agent will continue to blur as carriers anxious to get their piece of the cloud and managed services market court a non-traditional sales force.
But it’s a two way street. In 2012 more VARs will also partner with carriers, as they realize that, to stay relevant in a cloud-centric market, it’s important to own the last-mile connectivity.
"I think in time the two communities will be indistinguishable; they'll look the same," Craig Schlagbaum, vice president of indirect channel sales at Comcast Business Services told CRN. "That has to do with end users' needs and desires. They want someone building all those solutions for them, and in effect that's what a solution provider is."