Agenda

Inexorably, the market is shifting from one defined by discrete purchase-and-deploy deals aligned with refresh cycles to one where businesses take a hybrid IT approach that blends a limited number of on-premises assets with a growing range of on-demand services. The need for updated understandings of channel management imperatives has expanded beyond the tactical questions of sales or management metrics or marketing activities. The partner’s most significant opportunity is to meet buyer needs. This requires the partner to plot a path attuned to buyers. Partner leaders who miss the initial steps in the transformation journey will find it increasingly difficult to meet evolving customer expectations and requirements. The session will highlight the new partner imperatives, ecosystems' importance and the channel's future.