During the last decade, a wide variety of cloud solutions have been created by numerous different providers, bringing multiple solutions to the market. If we look at the UCaaS sector, many of these suppliers have chosen the over-the-top (OTT) model, following other cloud solutions’ sales approach and thereby forcing channel partners to evolve their business model past license reselling. That fact is a clear risk to channel business because price is key to the model and, consequently, margins for channel partners decrease. But it can be worse than this: OTT suppliers can handle end-users directly.
In the end, OTT companies are working to change the value chain. So what’s the new role of channel partners? Continue reading