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October 25, 2017
Channel partners must rethink their value propositions in this cloud world that we live in.
“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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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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