Customer Consumption

Gary Schick, director of sales, strategic business partners and alliances at Quest, this year’s Channel Connect conference is very unique in its emphasis on hybrid delivery. 

That fits with how he said he’s trying to approach technology with customers. He described it as a “consumption model versus the sales model.”

“What capability are you looking to achieve? How do you want to consume it? Do you want to buy it and manage it yourself? Do you want to buy it and get my help managing it? Do you want to just use somebody else’s stuff, or do you want to run the cloud?” he told Channel Futures.