Channel Partners

FAL 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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Editorial ART WITTMANN VP, Business Technology, +1 773 891 6518 LORNA GAREY, Editor-in-Chief, +1 617 990 4645 CRAIG GALBRAITH Online Executive Editor, +1 480 281 6092 LYNN HABER Senior Editor, +1 781 261 6159 JAMES ANDERSON Associate Editor, +1 480 823 1822 BUFFY NAYLOR Managing Editor, +1 480 281 6736 JOSH LONG Chief Legal Correspondent, +1 480 281 6047 EDWARD GATELY Contributing Editor, +1 480 570 9817 Sales RICK REED VP, Sales, +1 214 551 0033 SIERRA COUGHLIN Sales Operation Lead, +1 480 281 6089 KEVIN MORRIS Business Development Lead, +1 202 568 0974 CJ FOSTER Senior Account Executive, +1 303 907 7986 THOMAS BAKER Senior Account Executive, +1 602 463 0088 Marketing Services DANIELLE DUNLAP VP, Marketing Services DARCEY SAXTON Art Director, Business Technology PATTI VALDEZ Art Director LEEZ MAY Program Manager Marketing KATIE EGLEY Marketing Manager BRITTANY WATTS Marketing Manager Subscription Customer Service, +1 800 581 1811 Events SARAH WASCHLER Senior Director, Events LOLA ORTEGA Exhibit Operations Director SHILO LUSSON Education Director JESSICA ACKERMAN Education Coordinator VANESSA CRUZ Exhibit Operations Manager ANGELINA SOTO Exhibit Operations Coordinator CARRIE FREESE Assistant Event Manager LINDSAY RICHARDS Event Registration Coordinator GAVIN WHITECHURCH Group Portfolio Director, K&N Technology RUSSELL BACON Commercial Director, K&N Technology Published by Informa Exhibitions LLC 3300 N. Central Ave., Suite 300 Phoenix, AZ 85012 +1 480 990 1101 FAX: +1 480 990 0819 Email: Web: Miss an issue? Call or go online to obtain your copies: +1 800 581 1811 or DE-HYPING DIGITAL TRANSFORMATION Lorna Garey, Editor-in-Chief @lornagarey I recently had a briefing with an interesting new supplier. The phone conversation started like this: LORNA: Tell me something about your technology. THEM: We break the laws of physics when it comes to data. Oh really? How many of them? Is there any danger that your acts against nature might open a black hole that sucks up all the matter in the universe? Of course, I didn't say that. But my B.S. sensors went off loudly enough that it took the speaker some time to regain my trust. In the end, it was a productive conversation, but he came darn close to completely wasting the opportunity. And then I got to wondering: Is a fear of tripping B.S. sensors holding partners back from discussing the concept of digital transformation with customers? CUSTOMER: We have a little extra in the IT budget this quarter. What do you recommend? PARTNER: How about digital transformation? The thing is, the alternative — letting them think that the same old, same old is still OK — isn't helpful to the customer or your own business. At Channel Partners Evolution, we're looking to take the squishiness out of talking about digital services. Let's look at some different ways to have that conversation. For a small retail customer, you could talk about purchasing a cloud-connected point-of-sale system. Timetric says there will be 38 million mobile PoS devices in use by 2017. They're ideal for small and midsize retailers because they offer advanced capabilities, like employee scheduling, inventory tracking, commission calculators and more, all in the cloud and pay-as-you-go. For a small coffee shop, point out the success of the Starbucks app, which allows for mobile payments and automatically rewards repeat customers. The app processes 7 million transactions a week, has over 12 million active users in North America and delivered $1.9 billion in revenue in Q1 2016. A coffee chain that's still using paper loyalty punch cards and making its customers swipe a Visa card or dig for cash is at a disadvantage — 70 percent of millennials made purchases with a mobile app in 2015, according to a Verizon study. You could help a customer embed Android Pay in a custom app (check out Stripe or Zooz) or just get them set up to accept Apple or Android Pay. Or think about helping a health care customer provide biometric monitoring devices to patients. AT&T provides a SaaS-based remote patient monitoring bundle that uses the cloud to connect Bluetooth-enabled sensors to a caregiver's network. There are possibilities for newborns at risk of SIDS or dementia patients prone to wandering off. Most customers could do better with physical security by using video- surveillance-as-a-service systems that requires only cameras and a dumb bridge appliance on-site. You provision connectivity to the provider and help the customer select the right monthly subscription plan based on number of cameras, retention period, encryption and the ability to log into a browser and see what's going on in the business. I could go on. The point is, all of these examples use digital technology, and all could be transformative for your customer and their customers. If you see me at the show, stop by and talk about how to start this conversation. Just don't mention physics. knowledge & networking EDITOR'S LETTER CHANNELPARTNERSONLINE.COM 3

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