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!