Partnerships among telecom agents and IT companies are...
Partnerships among telecom agents and IT companies are becoming more formalized and complex, a study by Channel Partners and CompTIA said. It’s the third year the two groups have looked at the ways telecom agents and IT companies are working…
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together. “Firms have figured out that for these pairings to succeed long-term, the rules of engagement and responsibilities must elevate beyond a handshake agreement,” said Carolyn April, CompTIA director-industry analysis. The agreements are getting more strategic and companies are working more closely on establishing revenue targets and account ownership than they had in the past, she said. The fast adoption of cloud computing and increased competition from telecom carriers is driving need for increasingly nuanced and well-defined partnerships, the study found.