UC opportunities for VARs and SIs in 2012 - podcast

This week's UCStrategies podcast focused on the channel, which most vendors depend on for getting to market. UC presents a host of new challenges, especially for VARs and SIs who think in terms of selling products and boxes. These days, UC is pretty much about software, services and solutions. It's not capital intensive and the business model is built more around recurring revenues than upfront purchases and installations.

I'm not a channel expert, but plenty of others on the UCStrategies team are, and this week's podcast session reflected that. I added some thoughts towards the end, especially around the opportunities they have to re-invent themselves. Overall, if you're wondering how UC is impacting the channel, this is where you'll want to spend the next half hour of your life.