COMDEXvirtual: Top 10 Channel Trends For 2013

Sales Shift

A lot of cloud-based revenue is happening outside of IT; lines of business are driving cloud deployments. For solution providers, this means a change in the way they sell. They need to be able to sell outside of the IT organization, which requires developing relationships with the head of sales, finance or human resources. "You have to be in sync with your customers and you're going to have to sell to more pieces of the organization," Faletra said.

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