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Despite challenging macro factors, partners are “growing their business exponentially,” says Telarus

networking news

Gina Narcissi

Solution providers face a global pandemic, geopolitical challenges, a tight labor market, and current inflation. Still, in 2021 he saw a 25% increase in deal size. This trend is expected to continue for telecom services broker Telarus as companies digitally transform.

Solution providers currently face a variety of sales hurdles. What are the advantages? Businesses of all sizes need technology more than ever and rely on trusted partners to digitize and automate their businesses.

“There is inflation, talk of a recession, geopolitical challenges and the tightest labor market ever… [but] We survived the financial crisis in 2008, and more recently the pandemic, and have not only weathered it, but grown our business exponentially, so the outlook is good. ‘, told an audience of his solution providers at the company’s partners his summit in Salt Lake City on Wednesday.

According to Foster, 2021 will see a 25% increase in deal size, with more deal diversity than ever before, including customer experience projects, cloud and global optimization projects. Additionally, his Telarus partner for 2021 has beaten global system integrators such as Deloitte, Accenture and KPMG in selling their technology stack.

[Related: Telarus To Partners: ‘Where There Is Complexity, There Is Margin’]

Foster said many solution providers realized their goals had changed and reoriented their businesses accordingly. “You are no longer just a technology advisor. Businesses are increasingly being asked to be advisors, with a focus on revenue generation, productivity and labor costs,” he said. .

A focus on customer experience is the “true north” that can separate winners from competitors, Foster added.

“example [economic] We don’t really feel it because a lot of what’s going on in the business is a product of what they were doing when they came back from the pandemic. said Ruben Pina, Director and President of A1 BizCom, Inc., a partner of A1 BizCom, Inc.

Pina said that in an economic downturn or when customers have to make cost-cutting decisions, solution providers should be positioned to help customers when they have business problems.

“If there’s a recession that starts hitting business bottom lines, companies will try to figure out how to do things more efficiently through the technology we sell,” he said. “They just need access to that budget to be able to put it to better use.”

Macrotrends and the COVID-19 pandemic have reshaped purchasing behavior. These factors have also dramatically increased interest in his security and cloud solutions, benefiting the channel, said Adam Edwards, his CEO and co-founder of Telarus, on his CRN. told to

“The 2008 and 2009 recessions were a big phenomenon. I think any change is good for us. Anything that accelerates these trends is good for us,” he said. rice field.

Another silver lining? A weak economy and accompanying tight labor market often help identify those who may have lost their jobs wanting to start their own channel business. In 2008, he said, Telarus didn’t have the resources to support these startups, but now it does, Edwards added. “A recession or business model change due to VAR is something we can do now to strengthen and help them through a difficult transition,” he said.

Edwards said the COVID-19 pandemic has sped up technological change, giving the channel great potential.


    Learn about Gina Narcisi

Gina Narcissi

Gina Narcisi is Senior Editor for the Networking and Telecom Markets at CRN.com. Prior to joining CRN, she was responsible for TechTarget’s Networking, Unified She Communications, and Cloud She Spaces. Her contact is her gnarcisi@thechannelcompany.com.


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