Laxmi Narayan Rao,
Marketing Director,
Jamcracker Inc.
Today, everybody is talking about the future of channel in the emerging cloud scenario. Channels have a very distinct role to play from the point of view of two things: one, acting as a trusted advisor to customers and the market opportunities coming their way. I would like to sum up the roles that can be played by the channel in the emerging cloud scenario as channels need to focus on solutions, add value to the name, i.e. be the real VARs; two, it would leverage the economies of scale and not looking at the traditional customer base, expand your horizons and look at the non-IT sector. Customers would prefer buying it from a channel partner whom they know rather than from someone they don't know. That way, channels will have a built-in advantage they should start riding that goodwill and gaining in the cloud opportunity.
