Скачать или смотреть How do you work with Channel Partners to sell the Cloud?

Abhijit Phanse, CEO of UnitedLayer sits down with Andrew Pryfogle, Sr. VP of Cloud Transformation of Intelisys.

Andrew Pryfogle Question: Sometimes there’s a fear that if I go have these conversations there’s the prospect that I’m going to get stuck and I’m going to look vulnerable. How can they work with you your team? What would you want our channel partners to do to open doors for you?

Abhijit Phanse Answers: I’d love your channel partners to identify a business problem. The customer says, “I don’t know how to scale into a certain situation”, or “My cost is out of hand”, or “I don’t know how to meet IT infrastructures needs in a given geography”. When they identify a business problem, I’d like them to come to us. So we would partner with them and put our cloud overlay specialists to work with them to do a discovery meeting with the customer. What I’ve found is that’s the most productive way of building trust with the customer, and if you can really come to develop a solution jointly, with the customer, with their input, you really get a long-term partner.

Andrew Pryfogle: Great, great, love that. So have them focus on finding the business problem and team with you guys to find the business solution. Yeah, makes sense.