Channel Partners

SEP-OCT 2013

For 25 years, Channel Partners has been a resource for indirect sales channels, such as agents, VARs and dealers, that provide network-based communications and computing services, associated CPE and applications, and managed and professional services

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> EDITOR'S LETTER <<<<<<<<<<<<<<<<<<<< Editorial Editor-in-Chief khenderson@vpico.com, ext. 1678 kelly m. teal Senior Editor kteal@vpico.com, ext. 1020 buffy naylor Managing Editor bnaylor@vpico.com, ext. 1043 galbraith Senior Online Managing Editor cgalbraith@vpico.com, ext. 1124 khali henderson craig Contributors MARC F. BEATTIE RYAN BROCK BILL A. HASKINS DAVID SEBESTYEN ART WITTMANN DAVE ZWICKER Sales Vice President, Cloud & Communications kclements@vpico.com, ext. 1222 stacy whitley Director of Channel Partners swhitley@vpico.com, ext. 1075 andrew masayestewa Account Executive amasayestewa@vpico.com, ext. 1061 myles dey Account Executive, Event Sales mdey@vpico.com, ext. 1175 katherine clements Marketing Services Vice President, Marketing Services Creative Director laveaga Art Director, Cloud & Communications matt courter Advertising Art Director leez may Program Manager danielle dunlap joseph dipastena israel Marketing david hurley Marketing and Audience Content Manager katherine hecker amanda saye lauren kane Audience Marketing Manager Audience Marketing Coordinator Audience and Content Coordinator, List Rentals Subscription Customer Service, +1 800 581 1811 Reprints, + 1 480 990 1101, ext. 1170 Events dana hicks Senior Vice President, Event Director sarah waschler lola ortega Senior Director, Events Exhibit Operations Manager shilo lusson Education Manager alex koupal Event Manager vanessa cruz Exhibit Operations Coordinator carrie freese Event Registration Coordinator john siefert Chief Executive Officer Executive Vice President/CFO jennifer janos Controller wood Senior Vice President, Human Resources kelly ridley heather Published by VIRGO Publishing LLC 3300 N. Central Ave., Suite 300 Phoenix, AZ 85012 +1 480 990 1101 FAX: +1 480 990 0819 Email: channelpartners@vpico.com Web: channelpartnersonline.com oUTsIde The CoMfoRT ZoNe As content consumers, the major challenge of an increasingly fragmented news media is choosing. But there's another one: getting too comfortable. We are drawn to viewpoints that mirror our own and so we tend to frequent sources that say what we want to hear, that validate our positions. Experts have likened this to being in an echo chamber. I like this analogy because it very plainly illustrates the situation while underscoring its undesirability. that said, i would argue that we mimic this behavior in our own companies and perhaps even our industries. inside those bubbles, we are reading from the same playbook so to speak. i am not suggesting we abandon those playbooks, but that we continually test the assumptions on which they are based. One way to do that is to step outside of our comfort zone and look to experts and data that may present a different or expanded point of view. i encourage you to join Channel Partners in taking up the challenge to the status quo. We have been working in earnest for a decade to step beyond our telecom roots and embrace the converging telecom and it space. to do this we have sought out the advice of experts in all disciplines to inform our understanding of the evolution of the technology industry and the opportunities for the channel. Our cover story on the channel's role in the emerging APi Economy is one example of how we expanded our horizons and hopefully yours. Last month's cover story on "born in the cloud" partners also shed light on the opportunity for partners in the cloud from a completely new point of view unencumbered by a legacy mindset. Experts on both of these topics and many more will be available to you at the upcoming Cloud Partners event, Sept. 11-13, in Chicago. But Channel Partners has a need for these experts all year round, so we rely on an advisory board. the 2012-13 board (see Page 55 for a list of members) was among the most diverse in our boards' six-year history. On Oct. 1, half of these individuals will relinquish their seats to new volunteers. the recruits represent the range of the converging telecom and it channels. this year, we've expanded the board with the addition of two cloud service providers as well as more vendors and partners from the it hardware/software and services space to accelerate and guide our joint journey to the cloud. together with our returning board members, these industry professionals make up the 2013-14 Channel Partners Advisory Board (see list on Page 6). May they continue to challenge us to open our minds to the many possibilities for the channel. Regards, Miss an issue? Call or go online to obtain your copies: +1 800 581 1811, or channelpartnersonline.com Khali Henderson, Editor-in-Chief @khalihenderson ChANNELPARtNERSONLiNE.COM 3

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