Are Service Providers Partners Or Customers?

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I often conduct strategy discussions with vendors who sell through Service Providers, and at some point during the meeting, I’ll ask the question – are Service Providers (ie. Managed Service Providers, Telcos, Cloud providers, etc) your Customer or your Partner? The answer is usually something like “well sometimes they’re customers and sometimes they’re partners but … Continued

What A Difference 10 Years Makes

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As we pass the 10 year milestone as Channel Dynamics, we couldn’t help but reflect on how our industry has evolved over the last decade. Technology may advance every year (faster in some years than others) but it’s only when we stop and look at it over a period of time that we realise how … Continued

The Reseller is Dead. Long Live the Reseller!

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Of course, the reseller isn’t dead or even close to passing away. But the so-called new-age reseller is having to evolve, and rapidly. So what is the bottom line to this evolution? According to industry experts the answer is simple: differentiate and grow now or be left behind. It is the only way to stay … Continued

The Challenges and Opportunities for Partners Around BYOD

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The mobile revolution is changing the face of both IT and life as we know it. ARN sat down with a group of industry experts (including Moheb Moses from Channel Dynamics) to look at the challenges and opportunities BYOD (Bring Your Own Device) and the move of mobility into the enterprise represent. Roundtable: Rush to … Continued

Roundtable: The Ideal Datacentre

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The datacentre of the future is shaped by a number of forces including commoditisation, virtualisation, integration and innovation. A group of industry experts (including Cam Wayland from Channel Dynamics) sat down to discuss the key factors shaping the evolution of the datacentre of the future and its impact on the channel. The following is an … Continued