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July 16, 2012  3:26 PM

Tangled web of cloud partnerships: The key to adoption in niche markets?



Posted by: kdeyermenjian
cloud, cloud adoption, cloud business models, cloud partners, cloud sales strategy

When someone hires a lawyer, a hand cramp typically follows. That's not just the body physically rejecting the bill that comes in the mail later. Lawyers have an on-going love affair with paperwork, requiring signature after signature after signature. But what if this didn't have to be the case?...

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February 20, 2012  7:32 PM

Cloud commandment No. 1: Know thy customer



Posted by: Jessica Scarpati
cloud adoption, cloud sales strategy, cloud survey, Parallels, SMB channel, SMB cloud, SMB market

It sounds pretty obvious, right? Whether you're trying to close a sale or just get a foot in the door, of course you should understand the requirements and limitations of your specific customers and market segment. As well-seasoned channel vets know, this is

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