Monthly ArchivesJuly 2018


Turn Your Partner Channel into a Solutions Factory By Andy Lauta In an earlier article, I talked about how enterprise Cloud, SaaS and PaaS vendors could optimize their go-to-market strategy using Solutions. Of course, it’s not trivial for a technology vendor to implement a Solutions-oriented go-to-market approach. For one thing there are often dozens, if not hundreds, of different ways customers can apply a given Cloud offering within Solutions that vary by industry, use case, company size, geography and more. It’s virtually impossible for even the largest vendors to develop a deep enough understanding of customer environments across the many segment permutations in order to deliver Solutions at scale. At the same time, remember that moving to the Cloud is ...

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