Intermedia's Eric Martorano On Pockets Of Cloud Resistance In The Channel
Submitted by Rick Saia on
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.