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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CoNTeNTs IT Channel Partners T ELEC O M Vol. 27, No. 5 | SEPT/OCT 2013 channelpartnersonline.com people 6 The 2013-14 Channel Partners Advisory Board Meet the new and returning members that will be our sounding board. 10 Q&A: Cisco's Cloud Evangelist Ellen Berlan Berlan previews her Cloud Partners address: "Unleashing the Ecosystem Effect." solUTIoNs 12 16 20 6 Steps to Success With Collaboration While no UC&C road maps are the same, they should include these six steps. Starting a UC Project Right Help clients get the most from UC with the proper preparation upfront. Cable Share of Channel Revenue Climbs One in five expects a third of their revenue to come from cablecos by 2016. 22 CoVeR 22 The API Economy What is it and how can channel partners cash in? 16 12 feaTURe 30 What Is the Future of the Switchless Reseller? 40 How to Conduct a Cloud Needs Assessment Three longtime resellers were sold in 2013. What's ahead for the rest? Step one is assessing current systems — from hardware to connectivity. 50 What Cloud Brokers Need to Know A cloud agent needs a range of sales and technical expertise. ColUMNs 52 53 Cloud Marketing: Art or Science? Thirty percent of a cloud partner's success is based on marketing. 3 Critical Success Factors for MSPs Moving to the Cloud MSPs who master these areas increase their chances for cloud success. 30 opINIoN 3 EDITOR'S LETTER: Outside the Comfort Zone depaRTMeNTs 8 Moves, Adds & Changes 55 Ad Index 55 Channel Partners Advisory Board LOOk fOR thiS iCON iN thiS iSSUE fOR iNfOGRAPhiCS YOU CAN DOWNLOAD fROM THE BuSINESS VALuE TOOLBOx. 4 ChaNNel paRTNeRs SEPt/OCt 2013

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