The article discusses the rapid evolution of technology and its impact on the channel's capacity to engage in long-term strategic planning for customers' network infrastructure. It highlights the challenge of shifting focus from immediate solutions to consultative discussions about cloud services' potential. The expertise in cloud technology varies across the channel, which can hinder clients' transition. It emphasizes the importance of support from independent software vendors and manufacturers to help channel partners become consultants rather than just suppliers, particularly in an environment where price competition can dilute added value.
The rapid evolution of technology challenges the channel to shift focus from fixing immediate problems to discussing long-term strategies for network infrastructure.
While the channel displays enthusiasm and knowledge about cloud technology, this expertise isn't evenly distributed, which must be addressed for clients to fully embrace cloud opportunities.
To unlock potential, independent software vendors and hardware manufacturers need to empower partners not just as suppliers but as essential consultants in the transition to cloud services.
Competing mainly on price in tenders could undermine the channel's ability to add value through consultative roles in cloud strategy discussions.
Collection
[
|
...
]