‘Central And Invested’

At unified communications vendor ShoreTel, the channel and the cloud go hand in hand, according to Heather Tenuto (pictured), vice president for worldwide channel programs and sales enablement.

Goal No. 1, Tenuto said, is this: “To help the channel feel central and invested in the sale, implementation and support of cloud services.”

Tenuto shared seven insights about how her firm has been working with partners to transition from legacy sales models to cloud sales models. For instance, she spoke about how ShoreTel, based in Sunnyvale, Calif., is informing partners about the new types of sales compensation plans - based on recurring-revenue business models - that must go with selling cloud.