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Posted by Tirthankar Sen on July 22, 2012
While working on my recently published report, The Cloud-Driven Evolution Of Asian Tech Distributors, the tech vendors and distributors I interviewed drew parallels between telcos and tech distributors, both of which sell cloud-based solutions. However, during further discussion, the friction and competitiveness between the two quickly became apparent. So why should they compete when they can exploit each other’s resources and pursue joint go-to-market initiatives? By partnering, each can focus on doing what it does best to meet customer needs.
Telcos’ reach, ready infrastructure and existing customer bases provide a solid cloud foundation:
And distributors’ access to partner networks with strong customer-fronting skills and knowledge is exactly what telcos lack:
Distributors, along with their partner networks, could easily augment telco cloud offerings through value-added services such as enhancing technical competencies in presales, solution design, tech support, technology and configuration centers, systems integration, customization, and training.
Viewing one another as competitors in the crowded cloud solutions landscape is myopic. By throwing these perceptions aside and considering partnerships to strengthen their respective offerings, telcos and distributors could unleash a far stronger overall solution.
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