Intermedia's Eric Martorano On Pockets Of Cloud Resistance In The Channel

Do you see some moving in that direction where they’re adding value? And how are they doing it?

I think there are quite a few companies who have done that. Part of it [lies in] a couple of different ways. I think it's developing specializations in verticals, taking a vertical approach to add value, offering [something] like expert around-the-clock support or providing that hands-on implementation support and the migration and onboarding support.

And then, it's building their own IP or leveraging IP that others … have built, and taking that to market under their own brand. I think there's certainly a significant amount of the channel community that are heading in that direction. But the other part - the reselling part - is still a big part of the channel community.