The traditional dealer or VAR is no longer just competing with a handful of firms in the same city, but a globe of providers on the same planet. As products turn into services the margins disappear. What’s happening is the general practitioner model for business communications is getting strangled.
Dave is an independent analyst and founder of TalkingPointz which is focused on enterprise communications. In addition to this (free and paid) content on TalkingPointz, he contributes to industry sites, can be found at major industry events, and provides advisory services to vendors and financial analysts.
