CRN's Everything-As-A-Service Roundtable


As solution providers change the way they transact and sell to customers as more seek to buy and consume IT as a service, they say vendors are now providing the financing and capital necessary for them to do long term, multiyear recurring revenue deals. Traditionally, channel as-a-service deals are for three to five years.

Top executives and industry veterans from Cisco, Lenovo, HP, HPE and Dell Technologies recently met for CRN's Everything-As-A-Service Roundtable at XChange 2019 in Denver to discuss the growing demand for service-based offerings and the impact that has on channel partners, particularly as it comes to shouldering risk.

The Panel:

Paul Miller, VP, Global Marketing, HPE

Laura Laltrello, VP, GM, Data Center Services, Lenovo

Nirav Sheth, VP, Partner Solutions, Architectures, Engineering, Cisco

Brian Payne, VP, Product Management, Marketing, Dell Technologies

Gary Simms, VP, Head of Americas Channel Programs, Enablement, HP Inc.

The Discussions:

How Vendors Are Incenting Partners Around As-A-Service

‘You have to move out from that transactional approach where it is largely commodity-based and a very low margin to now where they start to layer in the services as part of it, it really changes that dynamic of the margin that partners make,’ says Gary Simms, vice president, Head of Americas Channel Programs & Enablement for Hewlett Packard.

As A Service Takes ‘Risk’ Off Partners

Top executives from Cisco, HP, HPE, Dell Technologies and Lenovo discuss taking on more risk and liability for channel partners as more customers seek to consume IT as a service.