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Page Background 38 PARTNERS IN CRIME FIGHTING

Security expertise can be achieved

through the proper partnerships.

By Sheryl Wharff

42 APP-ETIZING OPPORTUNITIES

Robust growth and technology transitions

are creating openings for channel partners to

move more heavily into the sales and distribution

of business process application software.

By Martin Vilaboy

50 9 TO ANYTIME

Channel sales is finding it must adapt

to emerging workplace trends.

By Tara Seals

56 CHANNEL MANAGINGTHE MESSAGE

Selling your partner base on selling more

than network takes more than a sales pitch.

By Peter Radizeski

62 CYBER PATROL

IoT cybersecurity is a snowballing

channel opportunity

By Tara Seals

C

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July - August 2016

ALTERNATE VIEWS

6 DCIM approach

DIRECT FEED

8 Sandler + X4 10 SMEs want UC 12 AWS cost containment 14 CCaaS 16 Cox master agent 16 BCM One cloud boost

DATA POINTS

18 Numbers worth noting

ONTHE MAP

22 Florida keys

INTERNATIONAL AGENTS

24 Brexit and tech 28 MSP strategy 30 PTC Corner: Smart architecture 34 Digital signage looks bright 36 Statflash: IoT & the channel

CHANNEL MANAGEMENT

68 Be indispensable

INTHETRENCHES

71 Growing pains?

MONETARY

72 E-Recap option

PROFILE

74 Q&A with Denis Raue 80 BullsEye on mark 82 ADVERTISER INDEX 38 56 42

REGULARS

REPORTS

4

CHANNEL

VISION

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July - August 2016