Recent Articles
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New IBM Channel Chief Looks to Cloud Services
It’s no secret that IBM is under pressure from investors to accelerate the rate at which the products it sells are consumed as subscription services delivered via the cloud. Perhaps in response to that, IBM recently promoted John Teltsch to become its new global channel chief in the wake of Marc Dupaquier’s retirement. Teltsch has…
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Veeam’s Partner Programs Target Cloud Growth
Veeam Software has launched several partner-centric initiatives for its Always-On Enterprise platform. The offerings include a new partner program, called the Veeam Accredited Service Provider (VASP) program, which delivers new or increased benefits for marketing promotions, technical service, demos and training aids, as well as co-branding and marketing. The new announcements also present new opportunities…
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Planning for the Future: Consider the Possibilities
Nobody has enough salespeople. While that may not be how you thought this article would begin, it may indicate the reason why many current channel players will continue to survive and even thrive. At midyear, we are getting closer to the day when everyone will agree that standing up their own servers doesn’t make financial…
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Siebel Sees an Expanding IoT Role for the Channel
As the founder of a CRM application provider, Tom Siebel knows all too well how important the channel can be when it comes to building a company. Now Siebel, the founder and CEO of C3 IoT, a provider of a platform-as-a-service (PaaS) environment optimized for internet of things (IoT) applications, is gearing up to dust…
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Meeting the Challenge of a Changing Channel Marketplace
“Never say ‘no’ to a customer” is advice that many sales managers have shared with their salespeople over the years. In the IT channel, however, this advice is often misconstrued, with challenging results. Dating back to the earliest days of the channel, when the key words were “value-add,” everybody wanted to do everything they could…
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Why Greenfield Cloud App Services Opportunities Matter
One of the major sources of contention between the channel and cloud applications providers is that because many of these vendors initially sold direct, they have substantial services arms that are often in conflict with their partners. This is a significant issue because, given the level of profits generated by selling SaaS applications, the only…
