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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Vol. 30, No. 2 | FALL 2016 FEATURE 6 TOP CHANNEL CHIEFS ON EVOLUTIONARY IMPERATIVES Partners have the skills to sell digital services. They just need to adapt. More than a dozen channel leaders offer insights and opinions on just what that entails. 20 GENDER INEQUALITY IN TELECOM: WHAT CAN YOU DO? The number of women in the telecom and cloud channels is going up, but still more are needed. What's holding them back — and what can be done about it? 22 DO YOU REALLY KNOW YOUR CUSTOMERS? No matter how digitally evolved we get as an industry, the human touch will always matter. 24 WHY CLOUD DEMANDS DEVOPS Let's face it — most legacy applications aren't making the move to the cloud, and not everything can be delivered as a service. That means helping customers with software development projects. COVER 12 2016 U.S. CHANNEL COMPENSATION SURVEY: 7 TAKEAWAYS R-E-S-P-E-C-T isn't just for the Queen of Soul. Respondents to our 2016 U.S. Channel Compensation survey want props, love and money, and they're not afraid to jump ship to find them. COLUMN 29 DIGITAL BUSINESS IS BIG BUSINESS Digital business transformation has the potential to be to the corporate world what the Big Bang was to the universe — and it's all services-based. DEPARTMENTS 31 CHANNEL PARTNERS ADVISORY BOARD OPINION 3 EDITOR'S LETTER: DE-HYPING DIGITAL TRANSFORMATION 6 22 12 CONTENTS 4 CHANNEL PARTNERS FALL 2016

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