At CVx (Channel Vision Expo) in LA on Oct. 4-6, I will be presenting a session on Net-Head versus Bell-Head.
Basically, telcom is changing from TDM to IP. At the same time, our economy is so fragmented that freelancing is growing at a rapid rate. So is the virtual office model (also, the tele-worker ranks are growing). What does that mean? It means that you won't be selling too many plug-n-play services. Huh?
Well, the business that used to have an Integrated T1 now has a few tele-workers as well as a couple of mobile workers, so a standard quote for a replacement Integrated T1 just won't solve the telecommunication needs of this business any more.
Agents are moving to selling Hosted Apps via GreenAppX and selling Managed It services -- partially because telecom only commissions just won't cut it any more and partly because, as Spider Dale pointed out, managed IT is starting to become a commodity where any unemployed, semi-computer literate dude can resell Zenith services for $19 per PC to make a little money each month.
The thing is, even in a price war, it is still difficult to sell managed services, because most businesses look at technology as overhead and don't know the TCO (total cost of ownership) of a computer or printer or LAN or Email or Internet Access. That's why they buy break/fix services - and shop for price. It will be a tough sell for Agents, especially selling Apps against Google. They just aren't prepared for that kind of conversation. Are you?