The Channel
Vendors, distributors and MSPs: partner programs, strategy and the people behind them.
‘Everyone wins’: Dialpad’s channel director on AI-powered communications
With more than 80% of Dialpad’s global business flowing through partners, Ross Jack, director of channel EMEA, sets out how AI-powered communications can create shared value for partners, agents and customers
Punching above your weight by focusing on specialist value in the channel
Jeremy Keefe, managing director at Kubus, on how specialist focus, agility and strong alignment help smaller channel partners punch above their weight in competitive markets
The channel is quietly driving SME digital transformation in the UK
Cost pressure has pushed many SMEs into a defensive mindset. Nathan Marke, chief strategy officer at Giacom, on why helping them optimize existing systems is now where partners add value
Cisco’s Joachim Mason on aligning partner goals with customer outcomes
Cisco’s 360 partner program puts real-world impact ahead of historic accreditation. Joachim Mason, managing director for Cisco UK and Ireland partners, on aligning partner goals with customer outcomes and evolving the channel for long-term growth
Value-based selling is redefining partner growth in cloud communications
Buyers want clearer links between technology spend and measurable results. Michelle Paitich, global vice-president of channel sales at 8x8, explains how partners can lead with commercial impact rather than features