We’ve been saying it for years, but that doesn’t change the fact that the channel is in transition.

It’s moving away from the traditional, transactional sales model, and toward solutions-based selling. In order to succeed, partners need analytics support, ongoing training, consultation services after deals close — and more. That’s especially true for partners selling emerging techs such as IoT and those transitioning to a managed services model.

In our first Channel Chief Roundtable, April 18, 2018, at the Channel Partners Conference & Expo, top executives from Datto, Vonage, Get Wireless and Cyxtera offered a look at how programs are evolving and what you can expect from leading suppliers.

The session was moderated by Larry Walsh of The 2112 Group.