Channel challenged in hybrid IT model

Process, Automation and Partnership[London, 1 October 2013] The channel has to change; it has been guilty of keeping cloud away from smaller and mid-sized businesses. New routes to market are by-passing both IT departments and traditional channels, however just as channel selling methods need updating; it is likely that most salespeople won't survive the transfer to the new models.These were some of the key messages delivered to the Managed Services and Hosting Summit by Tiffani Bova, Gartner Distinguished Analyst.

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