Podcast: Incenting Cloud Partners

POD2112: Cyxtera’s Tina Gravel on Incenting Cloud Partners

Cloud computing was supposed to change everything about go-to-market strategies, and that included disrupting channel partners – and possibly making them obsolete. But it turns out that channel partners are as important as ever in helping vendors reach cloud customers. Surprisingly, many of the same incentives used in traditional channel programs are equally applicable in the cloud era. As Tina Gravel, senior vice president of channels and alliances at co-location vendor Cyxtera says, vendors are paying partners for access to customers, and traditional incentives like deal registration work well in this context. What works well, too, is co-selling, as many partners need help selling complex cloud services. All this adds up to vendors – both traditional and cloud – leaning on their standard incentive tools well into the cloud era.

Tina Gravel
Senior Vice President of Channels & Alliances, Cyxtera


Larry Walsh
CEO & Chief Analyst, The 2112 Group


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