Intelligent Tech Channels Issue 63 | Page 15


Greetings to the global readers of Intelligent that Tech Channels .

One of the most challenging aspects of digital transformation from the point of view of commercial buy-in is to get channel partners to support the on-demand model of cloud licensing . Traditionally used to a capital expenditure type of purchasing whether for software and hardware , vendor lock-in due to complexity , and annual support services – the on-demand type of recurring invoicing and payments for channel partners has been met with some amount of reservation .
Today vendors operating out of the cloud , are investing to remake , revamp , reshape , remodel their partner programmes to align with the market realities of demand from enterprises and opportunities for channel partners to add value to the basic SaaS platforms .
In this month ’ s lead feature , Service Now ’ s channel chief describes what she refers to as the biggest channel partner transformation that the vendor has undertaken in its history . Says Erica Volini , this is the biggest shift that ServiceNow has had in its history . For Volini , it is critically important to establish ServiceNow as the enterprise platform for digital transformation .
A key part of this transformation is to recognise that there are multiple motions
channel partners can follow when delivering in the cloud services space . These include Consulting and Implementation , Service Provider , Build and Resale .
Many of the new badges and titles that are now available from the transformed partner programme are meant to accelerate the movement of channel partners into co‐creators of value , and co‐pilots of this journey .
Moving forward , in one of our most thumbed sections we invited responses from the industry on : What are the opportunities for channel partners in helping enterprises to migrate legacy applications to the public and private cloud ?
And received informative responses from executives of Kissflow , Mindware Group , and Pure Storage .
And in this month ’ s popular executive profile section we present Channel Chief executives from Riverbed and Nozomi Networks . Happy readings !
Arun Shankar Managing Editor arun @ lynchpinmedia . com