The effects of SaaS, the Cloud and managed service providers

Channel Management Insights speaks with XO Communications Vice President for Channel Development and Strategy Tom Gorey

Channel models are due to shift again. The growing trend away from "buying systems" to "renting solutions" on a fixed-fee or pay-per-use basis is one driver. So is the emergence of the "Cloud." The use of managed service providers as a channel type is also a major catalyst for this shift. Whose channel models will have to change in response to these developments? Simply put, everyone's -- vendors', distributors' and resellers'.

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Reinventing channel models ... Working with managed service providers

SaaS, managed service providers and the Cloud are increasing in popularity, and with them comes the inevitable need for channel models to change. What kinds of changes do you need to make? When? And how? To find out, we recently spoke with XO Communications Vice President for Channel Development and Strategy Tom Gorey. See what he has to say in this month's feature article.

This month, instead of a reader dilemma, we're offering up one of our own. We'd like to hear about your experience with managed services providers -- whether you've hired one yourself or one of your distributors provides managed services for your products. Please take a few minutes to share your insights.

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