by Anna Johnson
In today’s marketplace, more and more customers are choosing cloud over product offerings for ease of use, maintenance, and implementation – not to mention the cost savings in this budget conscience climate. Vendors like Salesforce.com and Cisco’s WebEx have paved the way by bringing services to market and analysts like Gartner and Forrester have created a whole nomenclature to make cloud cool. But where does that leave the channel? If our short cloud history is any indication of what is to come, then are we to believe that SaaS can only be brought to market by a legion of direct sales reps? Or is there an opportunity for vendors to embrace a historically product-based channel sales force that is stirring in the wings and waiting to be transformed? After all, they do own the relationship with the very customer you are vying to gain. Seems like a win-win situation? So why the slow turtle pace at finding ways to get both vendors and partners to capitalize on the trend?
Channel Management Insights sat down with Webroot’s EMEA Channel Director, Ian Moyse to discuss the top four common challenges vendor’s face when selling cloud-based services through the channel and how best to overcome them.
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Channel Focus North America: May 3-4, 2011
Now in its 14th year, Channel Focus North America with Channel Focus Latin America 2011 is the conference that defines strategies and tactics leading vendors are using to grow their business.
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