Telarus CEO On Channel Evolution, The Burgeoning Cisco Relationship And Opportunity Amid Macro Pressures
The telecom service broker’s CEO, Adam Edwards, talks with CRN about selling through hard times, the push for inclusive language in the industry, and emerging security opportunities for partners.
What are the big technology areas that partners should be looking at right now?
I would say the most talked about product right now is security. I think part of it is partners are getting acclimated to it and educated. We have a significant amount of security conversations because it doesn't only come up as a raw security conversation, or a solo security conversation, it comes in conjunction with all other technologies. When you’re talking about network, when you're talking about cloud, you’re going to be talking about security as well. So, we see a lot of that, and we think what follows that education cycle is a lot of transactions. Along that maturity cycle, it was network first. And so, while the technology increases or improves, and we have those conversations, we close consistently. It's the same with UCaaS or CCaaS — as technology is moving along, we’ve hit this maturation point where it's just very predictable growth. What we see in security, though, is it’s a whole lot of education, a lot of interest. [Security] grew over 100 percent last year — off of a small number — but we expect to continue to grow at that rate.
We're looking at quite a few technologies, [like] robotic process automation. A lot of what we’re starting to sell through our enablement partners is business process outsourcing, which isn't a technology; that’s people. It's a service that’s asked for by customers. We're already selling AI as a part of the contact center — a lot of the licensing there right now is on AI and bots, which we’re selling. I think we'll see those a lot of those things in other categories as well. Blockchain we know is going to be a part of the contracting process. So, I think it will become embedded in some of these other categories. We’re looking at those quite a bit, but what we have learned is just because we think something’s really cool and is going to take the world by storm, we really have to look to our partners and the conversations they’re having with their customers as to what they want to see first.