EDITOR ’ S COMMENT
Gand the best for end users . Not for channel partners , global system integrators or distributors , who have also been part of their indirect sales for decades . So much so that end users are now demanding this flexibility and expect all supporting ecosystems to be rearranged and reoriented to deliver this expectation . In our lead feature this month we consider how global managed security services distributor , Infinigate is actively leveraging cloud platforms , value added services , cyber security and AI , among others , to elevate the business success of its global channel partners and vendor partners , in this new modern scenario of expectations .
According to Infinigate ’ s Denis Ferrandreetings to the global readers of Intelligent Ajchenbaum , conversations with vendors Tech Channels . and channel partners are already evolving
Here is a fundamental question . Why are in response to new business models . By vendors changing their software licensing embracing SaaS and through Infinigate model from perpetual to an on-demand , Cloud , Infinigate has created numerous consumption based model ? Sometimes the opportunities for resellers to serve their answer gets lost in all the turf flying around end customers . as players jostle to reposition themselves in a This positions Infinigate at the heart of confusing cloud market situation . The answer the ecosystem , as its platform is acting both came hurtling back in a recent interview with as a provisioning delivery mechanism from a global software channel chief . its vendors and as a cloud service offering to
Vendors are cannibalising a model that reseller partners . Discussions now centre on has run for decades , not because it works how Infinigate can support partners in this well for them , but because it works well new cloud-based landscape , which includes
how they must adapt to offer SaaS and add value to software offerings through services .
Turn these pages to read more about the opportunities and challenges for channel partners in global and regional markets .
Executives from Seagate , Check Point , Kissflow , and Confluent , respond to this month ’ s Editor ’ s Question on how does vendor skills certification help channel partners to deliver added value ? Other than skills certifications what else is required to deliver added value ?
As we move out of the summer months , we wish you the best of business success in the event packed months ahead .
Arun Shankar Managing Editor arun @ lynchpinmedia . com
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