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Transitioning a Partner Business to the Cloud

So what are the keys for a partner wanting to build a Cloud business?  Since the launch of the Cloud Services I’ve been speaking to a number of partners about this and there are a number of key lessons they have been prepared to share with me.  Firstly it is still the case that the predominant players in the Cloud space are born in the Cloud partners. Why is that? Well if you’ve built a business...
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Meaningful conversations in the Cloud

As a ‘Cloud’ customer I’ve been analysing what we want from our Channel Partners. It used to be simple, we had offices in Denver and London, we had a number of staff most of whom travelled. We had servers in the UK and Denver office. Our conversation with our partners was simple – we have information we need to access, we have x number of devices we need to connect and we have to make sure...
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Channel Conversations - Musings about the Cloud

When we hosted Channel Focus North America in May you could not take part in any conversation without the topics turning to the Cloud? But how will the Cloud affect the channel? Clearly a number of threads are emerging. I’ve spoken to a number of vendors worried about the Channel being left behind. Research we conducted amongst resellers prior to the event and vendors during the event suggests the opposite is true! This research suggests that the Channel...
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