Craig West
Vice President of Channel Sales
NetSuite
My advice would be to focus and embrace change. The marketplace is so ripe with innovation and opportunity -- largely driven by the move to the cloud -- that it's tempting to want to do everything for everyone, and that's too much. The cloud frees channel partners from the encumbrances of traditional VAR business models while providing high-margin and high services-attached offerings to those who choose wisely. Services plus recurring revenue are the key levers to growth and success in today's channel businesses, and my opinion is that a cloud-focused business applications practice is a great place to start.
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