Demand for cloud services is booming but adoption in the channel is still low. Why? In recent months there have been countless articles, webinars, blogs, tweets, etc. highlighting the challenges solution providers face when transitioning from their traditional focus on on-premise technology solutions to selling cloud services. Comparatively little discussion has focused on how channel account managers must change to help solution providers build scalable cloud service businesses.

In this recorded webinar John DeSarbo, Principal - ZS Associates presented the results from the ZS Associates research on the changing role of channel sales in the Cloud Services era.

In the webinar John covers:

How the role of the Channel Account Manager must change to support Cloud Service partners
How channel sales teams should be structured to drive growth in an increasingly heterogeneous channel
Which skills and competencies are most important to develop in the channel sales team to address evolving partner needs
How channel sales compensation should be changed to drive focus on cloud opportunities and align incentives with partners
What investments in partner enablement and programs will have the biggest impact on cloud partner performance

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