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The 2112 Group: Simplify the Customer's Cloud Complexity

Channel partners must rethink their value propositions in this cloud world that we live in.

Craig Galbraith

October 25, 2017

1 Min Read
The 2112 Group's Larry Walsh at Channel Partners Evolution 2017

Channel partners must rethink their value propositions in this cloud world that we live in.

That was the No. 1 message from The 2112 Group‘s Larry Walsh during his keynote presentation at last month’s Channel Partners Evolution in Austin, Texas.

“You are not just reselling a service. You have to identify with the outcome and articulate that outcome to your customers in order to attract and retain them,” Walsh told the audience. “And through that value proposition, your customers will assign a greater level of value, because if they can see you as the provider of that greater outcome, they will bypass the box slingers and packet pushers.”

Walsh’s keynote (above) could make you think differently about how you do business.

Follow executive editor @Craig_Galbraith on Twitter.

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About the Author(s)

Craig Galbraith

Editorial Director, Channel Futures

Craig Galbraith is the editorial director for Channel Futures, joining the team in 2008. Before that, he spent more than 11 years as an anchor, reporter and managing editor in television newsrooms in North Dakota and Washington state. Craig is a proud Husky, having graduated from the University of Washington. He makes his home in the Phoenix area.

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