

Security expertise can be achieved
through the proper partnerships.
By Sheryl Wharff
42 APP-ETIZING OPPORTUNITIESRobust 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 ANYTIMEChannel sales is finding it must adapt
to emerging workplace trends.
By Tara Seals
56 CHANNEL MANAGINGTHE MESSAGESelling your partner base on selling more
than network takes more than a sales pitch.
By Peter Radizeski
62 CYBER PATROLIoT cybersecurity is a snowballing
channel opportunity
By Tara Seals
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July - August 2016
ALTERNATE VIEWS
6 DCIM approachDIRECT FEED
8 Sandler + X4 10 SMEs want UC 12 AWS cost containment 14 CCaaS 16 Cox master agent 16 BCM One cloud boostDATA POINTS
18 Numbers worth notingONTHE MAP
22 Florida keysINTERNATIONAL AGENTS
24 Brexit and tech 28 MSP strategy 30 PTC Corner: Smart architecture 34 Digital signage looks bright 36 Statflash: IoT & the channelCHANNEL MANAGEMENT
68 Be indispensableINTHETRENCHES
71 Growing pains?MONETARY
72 E-Recap optionPROFILE
74 Q&A with Denis Raue 80 BullsEye on mark 82 ADVERTISER INDEX 38 56 42REGULARS
REPORTS
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CHANNEL
VISION
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July - August 2016