Getting Your Channel Partners Up in the Cloud

Posted by John DeSarbo on Mon, Nov 18, 2013

What changes must high-tech vendors make to accelerate cloud service adoption and growth in the channel?

We conducted research earlier this year to answer that very question—and the results were intriguing, if not 100% encouraging.

As IT vendors migrate their offerings to the cloud, enabling their channel partners to capitalize on the demand for cloud services may prove to be their biggest challenge. Overcoming this hurdle may very well mean the difference between success and failure in the cloud for many high-tech vendors.


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Five Ways to Mine for Gold in the Cloud

Posted by John DeSarbo on Thu, Apr 18, 2013

Gold was discovered 165 years ago at Sutter’s Mill in Northern California. When most of us think of this momentous event, we picture the iconic image of a grizzly prospector bent over a stream frantically panning for gold. Few of us remember Samuel Brannan, the first millionaire of the California Gold Rush.

Many credit Brannan with launching the gold rush when he walked through the center of San Francisco holding up a vial of gold dust yelling, "Gold! Gold! Gold from the American River!" As thousands of hopeful prospectors scrambled to chase their dreams in the Sierra Nevada goldfields, Brannan famously bought up all the mining supplies in San Francisco and resold them at a handsome profit. There is a lesson in his strategy.


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How to Ensure Your Sales Channels Don’t Get Lost in the Clouds

Posted by Kris Bose on Mon, Oct 22, 2012

The IT forecast for the foreseeable future is very "cloudy" indeed—and it’s driving some tectonic changes in the go-to-market (GTM) terrain. The business case for the cloud is well established: ITaaS adoption is proliferating, but it still leaves the dilemma for both technology vendors and channel partners of how they should change their GTM strategy and partnerships when faced with fundamental business model changes.


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