Cloud Vs. Cable: Why One Master Agent Has Avoided Selling Connectivity In Favor Of Cloud

Channel partners agree that cloud brings in more revenue than connectivity and cable sales. Many telecom agent partners are filling their portfolios with strategic IT and cloud-based services, and even the most traditional carriers are coming to the table with their own virtual and cloud-based offerings. 

PlanetOne Communications, a Scottsdale, Ariz.-based master agent, has intentionally avoided partnering with cable providers and touting connectivity offerings because CEO Ted Schuman (pictured) doesn’t think the math adds up in partners’ favor. On the other hand, cloud is where PlanetOne sees the most promising revenue and room for partners to grow.

PlanetOne’s agent partners are already catching on. Last year, the master agent saw cloud revenues account for about 5 percent of overall sales. This year, that number is around 30 percent and growing quickly, according to Schuman. In an interview, he shared his outlook on the opportunities around cloud for the channel, and why partners should pursue more strategic sales prospects.