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CRN Cloud Services Roundtable: Solution Providers Need To Find The Right Channel-Friendly Provider And Get In the Game

A panel of cloud service provider executives discuss which partners are having the most success selling cloud today, and where the opportunity lies for those that haven't added cloud to their portfolios.

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Which kind of partner -- including VARs, MSPs or telecom agent partners -- are having the most success selling cloud right now?

Scott Kinka: "From our experience, it's been the telco [agents] who went there first. They are saying, 'Hey, there's a piece of the pie over there I'm not getting today. I might as well ask about it.'

"The VARs, you've got this model where you've got the issue of 'I'm churning down, eating what I kill on a month-over-month basis. I've got to sell the server. I bill for it up front.' … There's this whole model of sell, buy, kill, sell, buy, kill, and then you try to build this services angle. The telecom agents are in recurring services already."

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