Migration into the cloud is disrupting business models and as the underlying hypotheses change, we need to reengineer channel programs to meet the demands of the changing landscape.

A cloud is virtual unified platform, with access to a shared pool of configurable computing resources. The nature of the cloud lends itself to a more interconnected ecosystem. One could argue that through the social revolution traditional on-premise ecosystems are becoming more networked. Yes, but social networks are stronger when its members share more attributes; they all share a passion/hobby or in the case of a cloud community a common platform.

TELLUS has studied business-to-business social networking and peer-to-peer partnering extensively over the past five years. We’ve created methodologies for recruiting, managing and feeding channel partners for both the small/medium and enterprise segments.

TELLUS will support its clients:

• Operationalize channel strategy
• Prepare the structures required for effective execution
• Define partner recruitment goals and means that are aligned with the cloud business model
• Establish effective means of managing and nurturing a networked partner community