Summary
Forrester recently surveyed channel partner company executives on their business model plans with respect to cloud computing. What we learned: After much gnashing of teeth (over marginalized profitability and disrupted cash flow) and dragging of feet (on the decision to reinvest in and remake their businesses), channel partners have finally begun to adopt — and build — cloud solutions into their solutions portfolios in a big way. Tech vendors need to understand how the channel is changing in order to keep their partners in their fold. The key will be to think of them as equal go-to-market partners and not as links in a supply chain.
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