Gartner Research

Tech Go-to-Market: Leverage Channels to Expand Your Share in the Consolidating UCaaS Market

Published: 17 June 2015

ID: G00274711

Analyst(s): Bern Elliot , Daniel O'Connell


Indirect channels play instrumental roles for both small and large UCaaS providers seeking to expand market share. Key roles offered include sales support, professional and managed services, global expansion, and customized vertical solutions.

Table Of Contents
  • Key Challenges


  • Definition and Market Background


  • Market Dynamics
    • Resellers
    • Service Channels
    • Direct
  • Channels by Provider Size and Customer Size
  • Emerging Providers/SMB Accounts
  • Emerging Providers/Large Accounts
  • Large Providers/SMB Accounts
  • Large Providers/Large Accounts
  • Alternatives to Channel Partners
    • Scenario 1
    • Scenario 2
    • Future Role of UCaaS Channels

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