Channel Partners

FAL 2015

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 Channel Partners I T T E L E C O M Vol. 29, No. 2 | FALL 2015 channelpartnersonline.com FEATURES 8 Want to Make More Rain? Squeeze the Big Clouds Understanding what your clients want to do and finding them the right match among the "Big 4" cloud providers will keep your revenues on the rise. 24 Cloud & The Channel: A Matter of Trust Decision-makers value advisers they believe have their best interests at heart, and that bond means cloud vendors need to have a solid channel focus. SPECIAL INSERT Cloud Means Business This 20-page preview of Cloud Partners, a Channel Partners event, Sept. 16-18 in Boston, will help you start planning now. Learn how cloud can impact your clients' business — and yours. COVER 16 Cloud Risk: Hype vs. Reality To borrow from Mark Twain, reports of a dearth of security in the cloud have been greatly exaggerated. COLUMN 26 New Role: Trusted Business Adviser Cloud partners know how to sell services, and that puts them ahead of the competition. OPINION 6 EDITOR'S LETTER: What Should Really Worry You About Cloud DEPARTMENTS 27 Ad Index 27 Channel Partners Advisory Board 8 16 SEE INSERT INSIDE

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