High-Value Partnering: Why 'Sell With' is the New 'Sell Through' - Seguridad Mania.com - España y América Latina

In the era of cloud, the significance of distribution to the supply chain is changing dramatically. Channel partners have moved-on from ‘tin shifting’ commoditized IT, instead working in tandem with vendors and providers to supply new kinds of complex cloud services to meet enterprise demand. As the focus moves from cloud construction to cloud consumption, the importance of these relationships increases, shifting the market opportunity to an ecosystem of connected specialists. Modern systems integrators, managed service providers and VARs are bringing higher-value, niche and vertical offerings to market that traditional ‘sell through’ models however, do not address. In this session, Rory Duncan, Research Director for Managed Services & Hosting, will outline the revised ‘sell with’ strategies that vendors and service providers alike must adopt in order to facilitate the delivery of high-growth services - including managed private cloud, security and disaster recovery – in partnership with their channel ecosystem. Leadership Panel Session Featuring: •Xavier Poisson Gouyou Beauchamps, Vice President, Indirect Digital Services, HPE •Caroline Paine, Sales Director - Service Providers, OnApp •Dan Havens, SVP of World Wide Sales, Ormuco