2016 Video Conferencing Channel Partner Survey

In October 2016, Wainhouse Research conducted its annual survey of video conferencing channel partners.   We were especially interested in learning:

  • What products and services areas are growing the fastest for the channel partners selling video conferencing and unified communications.
  • What channel partners think is foremost in the minds of their customers.
  • What channel partners believe are the biggest external and internal challenges facing their businesses.
  • How opinions may have changed over the past year or two based on previous survey results.

This year we sent invitations to our own internal list of channel partners.  Those completing the survey were entered into a random drawing for five $50 gift certificates.  Overall,120 individuals completed the survey.

Key Findings

  • Comparing Y2016 to Y2015 survey results, video bridging and VCaaS services together with video managed services all witnessed a sharp rise in the percentage of channel partners offering these services.  
  • Channel partners report increased demand for a variety of conferencing and collaboration products.  The notable exception is demand for on-premises video infrastructure products.  Demand for recording and streaming solutions experienced the highest growth, although that segment remains a small business for most channel partners.
  • More than half of the survey respondents reported that margins on both products and services are "about the same" as they were in the previous year
  • Recurring services is believed to be the fastest growing segment of channel partners' business
  • Integrating with Microsoft Skype for Business is seen as the strongest overall customer interest and was rated much higher than it was one year ago
  • Optimism about business prospects overall is at a four-year low while customer confusion is rated the highest external challenge for the fourth year in a row.
  • Channel partners believe the two top contributing factors to sales success are video conferencing expertise and company reputation, while vertical market knowledge and vendor certifications ranked 7th and 8th out of eight.
No. of Pages: 
14 Nov 2016
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