The message I tell my channel partners on a daily basis is to speak to their existing and prospect business customers about their 3-5 year road map.
The terms Cloud and VOIP hovered around the communications industry for years and everyone kept saying it will take off this year. Now the UK has a stronger and rapidly developing connectivity infrastructure, we find ourselves well on the way to 1.5 million UK firms being cloud dependent within a few years and Openreach looking to switch the ISDN network off.
This is why it is imperative as a communications supplier we are not just trying to pump out the cheapest deal but we are now asking the right questions about customer needs and challenges, not only now but within the next 3-5 years.
Research by Ovum shows that by 2019, 80 per cent of businesses will be cloud-dependent