Update from the Cloud Partners Show in New Orleans

Stepping back from all the activity around the show, it’s pretty stunning how far the service providers have shifted towards the channel.  15-20 years ago, a couple dozen of us spent all our time at these shows trying to convince providers that together, we could offer a much stronger solution to businesses.  The response was typically that they had more faith in their direct sales efforts.  Now, any new provider is depending 100% on channel organizations for distribution.  But, even the largest multi-national companies with billions of legacy revenue are depending on the channel for 30-50% of their  new client engagement.  Seems all new investment is through the channel.  How times have changed!