The Indirect Channel: An Instrumental Go-to-Market Aspect for Many UC&C Providers

Executive Snapshot

• Figure: Executive Summary: The Indirect Channel — An Instrumental Go-to-Market Aspect for Many UC&C Providers

New Market Developments and Dynamics

• The Problem with Direct Sales

• Channel Partners and Their Benefits

• Table: Major Channel Partners for UC&C Platform Vendors and the Benefits They Deliver

Advice for the Technology Supplier

• Enable Integrations with Adjacent Business Applications and Deliver Generative AI Capabilities Through Partnerships

• Provide or Facilitate Managed Services Through Capable Partners

• Balance Direct and Indirect Route for Optimization of Scale and Control Over Customer Experience

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• Related Research

• Synopsis