CONTENTS Martin Vilaboy Editor-in-Chief martin@bekabusinessmedia.com Bruce Christian Senior Editor / Event Coordinator bruce@bekabusinessmedia.com Brady Hicks Contributing Editor brady@bekabusinessmedia.com Percy Zamora Art Director percy@bekabusinessmedia.com Rob Schubel Digital Manager rob@bekabusinessmedia.com Jen Vilaboy Ad Production Director jen@bekabusinessmedia.com Berge Kaprelian Group Publisher berge@bekabusinessmedia.com (480) 503-0770 Anthony Graffeo Publisher anthony@bekabusinessmedia.com (203) 304-8547 Michael Burns National Account Executive michael@bekabusinessmedia.com (262) 993-9116 Beka Business Media Berge Kaprelian President and CEO Corporate Headquarters 10115 E Bell Road, Suite 107 - #517 Scottsdale, Arizona 85260 Voice: 480.503.0770 Email: berge@bekabusinessmedia.com ADVERTISER INDEX ACS Cloud Partners (www.asccp.com) 11 AireSpring (www.airespring.com) 9 C3 Complete (www.c3cloud.com) Back cover CELLSMART (www.cellsmart.io) 36 Clear.Live (www.ClearLive.com) 25 ConectUS Wireless (www.conectUS.com) 13 Console Connect by PCCWGlobal (www.consoleconnect.com) 2 Crexendo (www.crexendo.com) 35 CVx (www.cvxexpo.com) 20-21, 31 FaxSIPit (www.faxsipit.com) 37 FirstComm (www.firstcomm.com) 29 Granite Telecommunications (www.granitenet.com) 15 HugeUC (www.hugeuc.com) 27 NHC (nhcgrp.com) 3 Profitec (www.profitecinc.com) 19 Rapidscale (rapidscale.net/partners) 7 Sophos (www.sophos.com) 17 Telesystem (www.telesystem.com) 5 Windstream Enterprise (www.windstreamenterprise.com) 23 Zero Outage (www.zerooutages.com) 41 Disclaimer: This index is provided as a free service to our advertisers. Every effort is made for accuracy, but we cannot be held liable for any errors or omissions. THE CHANNEL MANAGER’S PLAYBOOK 8 Beyond the Acronyms For channel marketers, partner models begin to blur By Martin Vilaboy 12 It’s Still ITDMS’ Kitchen Cloud marketers cannot underestimate the prevailing influence of IT decision makers By Martin Vilaboy 22 Where Have All the Cowboys Gone By Peter Radizeski 28 The Morphing ‘MSP’ Model The recent burst in cloud-delivery changes what is means to resell managed services By Martin Vilaboy 34 Digital Transformation Success in the Midmarket By Paul Kozak 38 Let’s Make Customers Happy The emerging SD opportunities for partners and providers By Peter Radizeski Volume 17: Channel & IT Transformations © 2023 Beka Business Media, All rights reserved. Reproduction inwhole or in any formormediumwithout express written permission of Beka Business Media is prohibited. ChannelVision and the ChannelVision logo are trademarks of Beka Business Media 4
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