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Changing Channels uncovers what it takes to get the next generation of technology to market. Join Larry Walsh, chief analyst and CEO of Channelnomics, for candid conversations with thought leaders, channel chiefs, and partner executives sharing actionable insights, best practices, and lessons learned in a channel that’s constantly changing. Each episode provides expert go-to-market guidance for enhanced performance in the channel.
Episodes

Wednesday Jun 13, 2018
Episode 49: Citrix’s Carlos Blanco on Making CAMs Cloud Business Development Managers
Wednesday Jun 13, 2018
Wednesday Jun 13, 2018
A funny thing happened on the way to the cloud: The way we conduct business and sales changed. No longer is the technology market merely a series of transactions and box shipments. Fixation on quote retirement doesn’t do much to help partners develop books of business that result in stable and predictable recurring revenue streams. Partners need support in business transformation and maturation, and they need it from their channel account managers. Getting CAMs to act more like business development managers takes more than changing job descriptions. Vendors need to provide CAMs with direction, training, and resources. They also have to change their compensation plans. Carlos Blanco, senior director of Worldwide Cloud Service Providers at Citrix, joins Pod2112 to talk about the need for transforming the role of channel account managers in the cloud computing era.
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