One-off licence sales are on the wane while growth lies in recurring revenue licences. It isn’t news to anyone that this is becoming the norm but, in order to embrace this change, partners will have to think more deeply about how to keep customers renewing...

Bundling isn’t a new concept. Telcos, in recent years, have excelled at using bundling as a tool to grow their market share, and now cloud solution providers have the opportunity to capitalise in a similar fashion. In 2013, Izaret and Pineda discussed four major challenges for companies wanting...

The advent of cloud computing has created new opportunities for partners and resellers who are signing up in large numbers to offer cloud-based services, like Microsoft’s Azure, to their customers. There are more than 400 of these Microsoft CSPs – Cloud Solution Providers – in...