Research

IT VAR Telecom Services Trends

CompTIA and Channel Partners joint study, IT VAR Telecom Services Trends 2014, explores the collaboration and partnership between the traditional IT and telecom agent channels, as well as demand drivers and inhibitors behind IT VARs entrance into the telecom market.

After four annual studies of telecom agent and IT VAR partnering trends, we have identified the predominant partnership model today as one in which VARs, and increasingly managed services providers, are selling telecom services through agents and/or becoming an agent themselves. Far fewer telecom agents are actively selling traditional IT services, though they do make referrals to IT VARs. As such, the 2014 study takes a deeper dive into the IT VARs’ decision to move into telecom services, what’s driving them in this direction, how they work in the space and how they partner with the indirect telecom channel of agents.

This latest CompTIA | Channel Partners annual survey was conducted in January – February 2014. There were approximately 200 IT firm respondents in the US, in addition to 47 telecom agents, carriers and cable firms who participated.

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