Channel Partner Battle Royale

Iā€™m not talking about the latest UFC event, but the conflict partners deal with each day when it comes to solving customer problems ā€“ Do I sell a pre-configured () like so many of my competitors? Or, do I differentiate my business by creating a Best-of-breed stack on my own that shows unique value to my clients? Our latest research (Channel Transformation: Selling Cloud Services) shows, channel partners are pretty split in between the two options. But they do realize that end-users are responding to vendors’ education and outreach about ICP solutions, and 4 of 5 partners believe that over 25% of their revenues will come from ICP solutions within 2 years, if not sooner.

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