Senior Vice President, Channels
SunGard Availability Services
My advice is to first understand two fundamental forces that partners are facing today. One is the traditional hardware resale business model that is well understood well by partners. The other force is generically called "cloud" -- the "as-a-service offerings" that customers are considering as alternatives. Next, I would advise a channel newcomer to figure out what their "business proposition" is to the partners -- not the product value proposition, but rather the business value that the partner will derive from the partnership. Help partners move to this monthly recurring revenue model.