OneGTM insights – explore our thought papers, opinion pieces and articles for insights into the world of go-to-market strategy and execution.

21 July 2011

Steering a channel through the clouds

The impact of cloud-computing and its effect on the channel has been a much debated topic over the last 2 years. Although some of the hype may have preceded the reality (no change there then) there can be little doubt now that cloud services have now become mainstream and are at the core of many vendors and service providers’ strategies.

This article looks at some of the key questions that vendors should be asking themselves in relation to their channel, including whether they have the right existing partners, what support they should provide to help partners through the transition, how to build the right eco-system for cloud services, and what customer ownership model to adopt.

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