Channel Partners

SPR 2016

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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COLUMN think long and hard about how to create and package services so that you can be successful selling them. We need to let the vendors tell that story. That's how we built our content agenda for this show. It probably seems obvious to you, but I can tell you that as I look at our previous content programs, it hasn't been self-evident at all. You're going to get a lot more peer-to-peer discussion, because as we look to push our businesses forward, there's a lot to be learned from peers. The masters, distributors and vendors are all eager to do their parts, and we're excited to deliver what we think will be a truly inspiring content program. Don't worry, you'll hear from editors, too. Besides facilitating some great presentations, we as journalists and observers of the channel have a part to play. For one thing, we tend to be the researchers of research. Gartner's hype cycle says one thing, Forrester's wave says another and IDC's data might show something else. We think one of our best value-adds is to aggregate and make sense of data from analysts, vendors and other friends of the channel, like our long-time partners at CompTIA and our newer compadres at 451 Research. One other thing we do is recognize when the collective knowledge of the channel has some gaps. For instance, partner businesses are almost exclusively small to midsize concerns, and owners in this space often have trouble recognizing, unlocking and maximizing the value of their assets. As our channel becomes more complex, and the business of serving your customers begins to require more skills than you have, it's reasonable to talk about expansion, mergers and acquisitions. You'll find a keynote session from an M&A expert who will help you understand how evaluate your options. So let's all go big. We know that the better we serve attendee and reader needs, the more successful we'll be, and the bigger Channel Partners will grow. Distributors and master agents are working overtime to create tools and programs to drive your success, and of course vendors have an ever- expanding pipeline of products for you to sell. Channel Partners Conference and Expo is a chance for you to find your own clarity and course in a sea of opportunity. We'll see you in Vegas! Art Wittmann is vice president of the Business Technology Network for Informa Knowledge & Networking. When it's time to talk about the future of the channel and the services you'll be selling down the road, we'll hear from vendors. FREE OFFER for Channel Partners Selling I.T. solutions and managed I.T. services can represent signifi cant revenue opportunities for channel partners. How big an impact do these solutions make on your business? Take our one-minute survey to let us know and we'll give you a free subscription to ChannelPro magazine—the magazine for integrators offering I.T. solutions and managed services. You'll also be included in our Amazon gift card drawing. Take the survey and sign up now! 30 CHANNEL PARTNERS DIGITAL ISSUE SPRING 2016

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