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Outlook 2013: Cloud Computing & Communications
By , Khali Henderson and Kelly Teal
December 13, 2012 - Article
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Continued from page 2

"Channels will finally realize their roles as consultants/business process advisers, or integrators or aggregators or 'plain vanilla' cloud deliverers."
— Techaisle's Anurag Agrawal

"Cloud solutions will continue to enable channel partners to increase their value-added perception in the marketplace as well as help them stay relevant."
—Black Box Network Services' Dave Halpin

Channel Challenges. The promise of cloud will only be realized by partners who can overcome a number of significant obstacles presented by this still-evolving marketplace. Chief among these is a steep learning curve — not only for the solutions themselves but how to sell them and to which decision-makers. A twin challenge is determining a go-to-market strategy and finding the right partners. Finally, our panel cited continued fears of disintermediation from vendors-turned-providers.

"[A challenge for channel partners is] providing solid overall solutions from different vendors (to include management tools, analysis tools and cloud solutions) and having all of those vendors work together while still getting paid by each."
—Teleproviders' Jo Peterson

"The ongoing challenge that channel partners face is making sense of the cloud space and strategy in totality. This includes but is not limited to understanding the dynamic cloud market, the cloud suppliers and supply chain. the solutions for clients — just to name a few. Take these challenges and throw in market evolution and the hyper-speed of product and service cycles, and you begin to sense the picture of this perpetual change."
— Telecom Advisors' Dan Vidal

"Channel partners will have to aggressively develop outbound sales capabilities to compete with the vendor direct sales channel ... to prevent being cut out of the distribution chain."
—Techaisle's Anurag Agrawal

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