News Feed Item

Cloud Channel Survey 2018 Results: AVANT Communications Announces Findings

AVANT Communications announced today the findings of its Cloud Channel Survey 2018. Together with Channel Partners, Hosting, Masergy, Navisite - Spectrum Enterprise and TALARI Networks, the findings reveal key insights about the state of selling cloud services. Conducted by Edge Strategies in early 2018, the research looked at understanding major customer trends and changes in decision drivers as they impact IT and cloud services channel sales.

“The key findings in the survey are quite telling about what it takes to win in this market as a channel sales professional,” said Ian Kieninger, chief executive officer and co-founder, AVANT. “The survey looked at 51 different success criteria and the secret sauce of success became very clear. It’s time for sellers to make a hard assessment of their business and how they are selling today’s IT services. The rate of change in the market is increasing and there is a clear, expanding gap, emerging between winners and losers.”

Key findings from the report include:

  • Sellers expect significant growth over next several years in SD-WAN, UCaaS, SECaaS and IaaS.
  • High growth sellers are different than others on key business attributes and sales methodology.
  • Overall, sellers are focusing on 4 key services, with plans to expand, on average, to 6 services in 2 years. Presales support is key to their ability to grow.
  • Customer decision making is changing in many ways. While customers are more knowledgeable, complexity and confusion are increasing, causing sales cycles to elongate for most services.
  • While Data and Voice are sold most frequently, IaaS, SD-WAN, Security and UCaaS are generating a higher average revenue per deal and similar overall revenue per channel partner.

Channel Risk Score:

  • Cloud service sellers are selling Data Services more than Data Services sellers are selling cloud services, causing a potential account risk to Data sellers with limited cloud portfolios. AVANT has quantified this threat with what it calls the Channel Risk Score.
  • Data Sellers have the highest risk scores vs sellers who also sell the following services:
    • For example:
      • The Data Channel Risk Score vs. SD-WAN is 23
      • The Data Channel Risk Score vs. IaaS is 34
  • Voice Services Sellers have the next highest set of Channel Risk Scores

Characteristics of sellers participating in the survey:

  • Results based on 204 cloud service sales professionals who were involved in over 14,518 deals for cloud services in 2017. More than half, 61 percent, have been selling for more than 10 years. Participants included VAR, Agent/Subagent, MSP and Consultants.
  • Sellers represented a broad spectrum of company size and revenue, with 62 percent of sales to clients between 50 and 5,000 employees
  • Participants had to have sold in at least one of the following nine service categories:
    • Data connectivity services excluding SD-WAN (including DIA, MPLS, private data lines, managed Wi-Fi, network connectivity, direct connect to data centers)
    • SD – WAN
    • Voice Network Services (including SIP, Conferencing)
    • UCaaS or CCaaS Unified Comms., Contact Center
    • Colocation
    • IaaS (Infrastructure as a Service)
    • Security as a Services (SEcaaS)
    • Office Productivity (Office 365, Google)
    • Software as a Service (SaaS)

Partner Success Criteria:

  • The survey results clearly identified 2 distinct groupings of sellers:
    • Lean Forward Group: Those that sold more deals in 2017 and also predicted the most growth in 2 years
    • Lean Back Group: Those that sold fewer deals in 2017 and predicted the lowest growth in 2 years
  • We compared the frequency of 51 attributes and found the greatest differences between the 2 groups in the following key attributes for success:
    • For example, Lean Forward Group: more often selected overall responsiveness of vendors as a key vendor selection criterion, valued sales training and stated more frequently that customers make decisions based on Increased competitiveness to their business.
    • For example, Lean Back Group selected: more often selected vendor deal protection as a key decision criterion, valued email campaigns for lead generation and stated that customers make decisions based on Total Cost of Ownership.

Quotes from participating partners:

“We’re really excited about being a part of this new survey,” said Bill Santos, President, Stelligent, a division of HOSTING. “We believe it provides a truly unique perspective into the market and where it’s heading, based on real projects underway and the organizations who are involved in them.”

“AVANT continues to be one of the most innovative and forward- thinking partners we work with,” said Ray Watson, Vice President of Global Technology at Masergy. “This survey affirms what many in our industry already knew, AVANT is driving innovation and digital transformation across the channel.”

“The 2018 Cloud Channel Survey demonstrates that clients today are leaning on key partners to position them for evolution of their IT investments to the cloud based upon sound business criteria,” said Sumeet Sabharwal, general manager and group vice president, Navisite. “As a consultative managed cloud services provider, Navisite is fully involved in the entire process and delivers expertise and responsiveness to meet client requirements.”

“Since most sellers differentiate themselves with pre-sales consulting and customer support, and over half add extra value with implementation, professional and managed services, it’s key to understand the quality of a vendor’s technical acumen and follow-through quality,” said George Just, VP-Channels, Talari Networks. “With an average NPS of 90+, Talari Failsafe SD-WAN technology empowers solutions providers with the exclusive, expert knowledge they need to succeed in a hot, crowded market.”

To download the full report and for more information, visit https://www.goavant.net/Cloud-Channel-Survey.


AVANT is a channel sales enablement company and the nation’s premiere distributor for next generation technologies. AVANT adds unique value with its focus and expertise in channel sales assistance, sales training, sales guidance, and sales tools to fuel IT services business growth. From complex cloud designs to global wide-area network deployments, AVANT sets the industry standard in enabling its partners and clients to make intelligent decisions about services, technology and cost-effective communications. For more information, visit www.goavant.net. Follow us on https://www.linkedin.com/company/avant-communications_2 and https://twitter.com/@avant_CCC

More Stories By Business Wire

Copyright © 2009 Business Wire. All rights reserved. Republication or redistribution of Business Wire content is expressly prohibited without the prior written consent of Business Wire. Business Wire shall not be liable for any errors or delays in the content, or for any actions taken in reliance thereon.

Latest Stories
As organizations shift towards IT-as-a-service models, the need for managing and protecting data residing across physical, virtual, and now cloud environments grows with it. Commvault can ensure protection, access and E-Discovery of your data – whether in a private cloud, a Service Provider delivered public cloud, or a hybrid cloud environment – across the heterogeneous enterprise. In his general session at 18th Cloud Expo, Randy De Meno, Chief Technologist - Windows Products and Microsoft Part...
Andi Mann, Chief Technology Advocate at Splunk, is an accomplished digital business executive with extensive global expertise as a strategist, technologist, innovator, marketer, and communicator. For over 30 years across five continents, he has built success with Fortune 500 corporations, vendors, governments, and as a leading research analyst and consultant.
"Cloud computing is certainly changing how people consume storage, how they use it, and what they use it for. It's also making people rethink how they architect their environment," stated Brad Winett, Senior Technologist for DDN Storage, in this SYS-CON.tv interview at 20th Cloud Expo, held June 6-8, 2017, at the Javits Center in New York City, NY.
In his session at 20th Cloud Expo, Brad Winett, Senior Technologist for DDN Storage, will present several current, end-user environments that are using object storage at scale for cloud deployments including private cloud and cloud providers. Details on the top considerations of features and functions for selecting object storage will be included. Brad will also touch on recent developments in tiering technologies that deliver single solution and an end-user view of data across files and objects...
In his keynote at 18th Cloud Expo, Andrew Keys, Co-Founder of ConsenSys Enterprise, provided an overview of the evolution of the Internet and the Database and the future of their combination – the Blockchain. Andrew Keys is Co-Founder of ConsenSys Enterprise. He comes to ConsenSys Enterprise with capital markets, technology and entrepreneurial experience. Previously, he worked for UBS investment bank in equities analysis. Later, he was responsible for the creation and distribution of life settl...
No hype cycles or predictions of zillions of things here. IoT is big. You get it. You know your business and have great ideas for a business transformation strategy. What comes next? Time to make it happen. In his session at @ThingsExpo, Jay Mason, Associate Partner at M&S Consulting, presented a step-by-step plan to develop your technology implementation strategy. He discussed the evaluation of communication standards and IoT messaging protocols, data analytics considerations, edge-to-cloud tec...
In his session at @ThingsExpo, Dr. Robert Cohen, an economist and senior fellow at the Economic Strategy Institute, presented the findings of a series of six detailed case studies of how large corporations are implementing IoT. The session explored how IoT has improved their economic performance, had major impacts on business models and resulted in impressive ROIs. The companies covered span manufacturing and services firms. He also explored servicification, how manufacturing firms shift from se...
For far too long technology teams have lived in siloes. Not only physical siloes, but cultural siloes pushed by competing objectives. This includes informational siloes where business users require one set of data and tech teams require different data. DevOps intends to bridge these gaps to make tech driven operations more aligned and efficient.
IoT is at the core or many Digital Transformation initiatives with the goal of re-inventing a company's business model. We all agree that collecting relevant IoT data will result in massive amounts of data needing to be stored. However, with the rapid development of IoT devices and ongoing business model transformation, we are not able to predict the volume and growth of IoT data. And with the lack of IoT history, traditional methods of IT and infrastructure planning based on the past do not app...
For organizations that have amassed large sums of software complexity, taking a microservices approach is the first step toward DevOps and continuous improvement / development. Integrating system-level analysis with microservices makes it easier to change and add functionality to applications at any time without the increase of risk. Before you start big transformation projects or a cloud migration, make sure these changes won’t take down your entire organization.
It is ironic, but perhaps not unexpected, that many organizations who want the benefits of using an Agile approach to deliver software use a waterfall approach to adopting Agile practices: they form plans, they set milestones, and they measure progress by how many teams they have engaged. Old habits die hard, but like most waterfall software projects, most waterfall-style Agile adoption efforts fail to produce the results desired. The problem is that to get the results they want, they have to ch...
Organizations planning enterprise data center consolidation and modernization projects are faced with a challenging, costly reality. Requirements to deploy modern, cloud-native applications simultaneously with traditional client/server applications are almost impossible to achieve with hardware-centric enterprise infrastructure. Compute and network infrastructure are fast moving down a software-defined path, but storage has been a laggard. Until now.
Without a clear strategy for cost control and an architecture designed with cloud services in mind, costs and operational performance can quickly get out of control. To avoid multiple architectural redesigns requires extensive thought and planning. Boundary (now part of BMC) launched a new public-facing multi-tenant high resolution monitoring service on Amazon AWS two years ago, facing challenges and learning best practices in the early days of the new service.
Digital Transformation is much more than a buzzword. The radical shift to digital mechanisms for almost every process is evident across all industries and verticals. This is often especially true in financial services, where the legacy environment is many times unable to keep up with the rapidly shifting demands of the consumer. The constant pressure to provide complete, omnichannel delivery of customer-facing solutions to meet both regulatory and customer demands is putting enormous pressure on...
The best way to leverage your CloudEXPO | DXWorldEXPO presence as a sponsor and exhibitor is to plan your news announcements around our events. The press covering CloudEXPO | DXWorldEXPO will have access to these releases and will amplify your news announcements. More than two dozen Cloud companies either set deals at our shows or have announced their mergers and acquisitions at CloudEXPO. Product announcements during our show provide your company with the most reach through our targeted audienc...