Partner Article

UC presents huge opportunity for the channel

Following the news that the Unified Communications (UC) market is set to be worth £72 billion by 2023, the comms channel needs to rethink its sales approach if it is to fully capitalise on this rapidly growing market and help organisations to achieve digital change. This is according to Russell Lux, CEO of telecoms provider TelcoSwitch.

Research from Global Market Insights highlights the growth and vast opportunity that lies in the UC market. Hosted products alone are predicted to be one of the key UC market trends, with revenue expected to surpass £37 billion by 2023. This popularity is attributed to the elimination of infrastructure costs and the improved efficiency that UC brings. The rising adoption of mobile devices is also expected to propel demand in the UC market.

Responding to the research, Russell Lux, CEO of TelcoSwitch, states: “These latest insights clearly highlight the significant opportunity for the comms channel, especially as more and more organisations start to realise the business benefits of having an effective communication platform installed within their network. However, a rethink in sales approach is necessary if the channel is to benefit. As businesses transition from VoIP to UC, their needs and requirements become more complex, which means a shift from the simple price driven, on-premise one-off sales approach needs to adapt to a subscription based, solutions driven approach.

“By delivering UC solutions to the market with the correct tactic, the comms channel can help organisations achieve their goals by making better use of technology, while also benefiting themselves from this huge market opportunity. UC is vital to any organisation that wants to embrace digital transformation and revolutionise their workplace strategy.

“The UC arena provides employees with more ways to collaborate than ever before as well as invaluable communication capabilities that bolster productivity, agility and competitive advantage, it’s therefore no surprise that it’s such a thriving market. UC is the perfect enabler to facilitate a digital change and businesses of all sizes and industries are beginning to understand the benefits. However, if the channel is to be effective in driving sales, a greater emphasis needs to be placed on the solution, rather than just on price,” Lux concludes.

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