There is no doubt that the Cloud and Cloud services represent a paradigm shift for technology providers, business customers, and consumers during the next few years. To quote Peter Sondergaard, Gartner Sr. VP:
“Cloud computing will transform the IT industry as it will alter the financial model upon which investors look at technology providers, and it will change vertical industries, making the impact of the Internet on the music industry look like a minor bleep,”
The key factors that will determine the success of selling Cloud services through the channel have little to do with technology and everything to do with the Cloud business model in terms of how it affects both vendors’ and partners’ finances—revenue, cash flow, balance sheet—and the customer relationship.
These factors are: Read more…
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