CV_MayJune_2018

may - june, 2018 Emergent 8 The Channel Warms to IoT By Tara Seals Channel Management 12 Empathy and an Ear Key advantages to earning partnerships By Bruce Wirt 16 Getting Aligned How channel managers can help partners in transition By Peter Radizeski Core Communications 18 The Smart Touch Artificial intelligence moves to UC By Tara Seals Cyber Patrol 22 The Rise of Cryptojacking Report finds three-fold increase in occurrences Virtual Reality 24 SD-WAN Sales Starters Tips for approaching cus- tomers about SD-WAN de- ployments At Your Service: XaaS 26 Are You Ready For a Partner Program? Tips for SaaS vendors By Dan Saks 28 Mastering XaaS A master agent’s role in telecom’s transition By Martin Vilaboy Channel Crusaders 30 2018 Master Agent Directory 57 The 2018 Visionary Spotlight Award Winners 6 Editor’s Letter 65 ICYMI 66 Ad index CONTENTS Volume 17 – Issue 3 4 Channel Vision | May - June, 2018