(Part 2 of 3) What are the three biggest trends in the UCaaS market that are most impactful for solution providers? 

Transformation to the cloud. Customers and channel partners of all shapes and sizes -- whether they're VARs, master agents, system integrators -- are transforming their businesses to the cloud.

The channel has been traditionally product-centric. Sales commission plans, quoting and ordering systems, manufacturer programs, are all centered around a one-time product transaction. Forward-thinking channel providers are evolving to include subscription-based cloud services with monthly recurring commissions.

Partners should engage with line-of-business executives and even change salespeople who cannot learn to solution sell.