This presentation was presented at Dell's recent channel event in Barcelona, Spain, and looks at how the advent of cloud changes the way the channel will have to deal with their suppliers, partners and customers.
The Move to Cloud
Many in the channel are worried that cloud computing threatens their business. Cloud providers may bypass them, disintermediating the channel as they take control of the customer directly. Sales people will leave in droves as they are forced to move from large payments of commission in their pay packets to smaller portions of a longer subscription deal provided over a period of time.
However, the canny channel will embrace cloud computing and use it for what it is good for. It will enable them to gain faster time to capability and allow them to focus on where the real money is in in adding business value to their customers.
This presentation takes at look at the promise and problemso f cloud and offers a set of tips for those in the channel wanting to make the most of what cloud can do for them.