Cloud technology has caused a large transformation of business models in high-tech. Selecting the right channel partners will be key to succ
This week, Channel Partners Magazine featured the following article by Revitas's Kelly Baig that discusses the challenges of finding and selecting successful channel partners in the high-tech channel, as cloud models continue to change the way organizations do business.
It’s almost a truism at this point: The transition from CapEx technology spending to OpEx cloud models has changed all the rules of the high-tech channel. But this adage misses a key point: That the transition to cloud also upends the game board in terms of motivation and control.
Cloud-subscription models change the rules of how channel sales teams are paid, both immediately and in the future. Traditionally, sales teams have been motivated by...