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DCG research and articles about: channel

Digital Clarity Group

Channel Partners – Shifting the focus to adoption

Cisco owns the enterprise technology industry’s biggest partner channel ($45 billion). So it knows a thing or two about the challenges of moving to an OPEX style of subscription pricing and away from the traditional perpetual licensing models of CapEx style pricing. This past week I was fortunate to spend time listening and talking with the… read more >

Digital Clarity Group

Who really owns the partner channel?

Historically, technology vendors have had ‘reseller’ channels, the sole purpose of which being to sell as quickly as possible as many licenses as possible for the vendor. As such, the vendor has long measured success solely on the basis of revenue generated by a particular channel partner. Quite simply, the technology vendor hopes that the… read more >

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