CompTIA Breakaway 2010 Industry Panel: Role of IT Channel Partners Changing

SAN ANTONIO--(BUSINESS WIRE)--Cloud computing and managed information technology (IT) services offer business opportunities for IT channel partners willing and able to adapt to the changing marketplace, a panel of senior executives from leading technology companies said here Wednesday at CompTIA Breakaway 2010.

“If you’re not engaged in remote IT, you’re dead”

The Channel Chiefs Power Panel featuring senior executives from Cisco, Google, Intel and Microsoft highlighted day three at Breakaway 2010, the premier event for IT companies in North America. More than 1,000 industry leaders attended the annual conference sponsored by CompTIA, the non-profit trade association for the IT industry. Breakaway 2010 concludes today.

All four executives agreed that while the role of their channel partners is changing, the value added resellers, system integrators and solution providers they work with are still critical to their business plans.

“As a product vendor, we can only get the ball about half way there,” said Ross Brown, vice president, worldwide partner sales, Microsoft. It’s up to the channel partner to complete the task and provide “the fit and finish, a seamless experience for the end user.”

But panelists also stressed that the time is now for channel partners to embrace emerging technology solutions such as cloud computing and managed IT services. These solutions provide even the smallest customers with access to a whole host of technologies previously available only to the largest enterprises. In many instances these applications and functions are delivered remotely rather than on site at the customer’s location.

“If you’re not engaged in remote IT, you’re dead,” said Greg Pearson, worldwide sales operations, Intel.

Pearson also urged technology solution providers to “get up to speed” on the latest smart phones, tablet PCs and other devices that have their origins in the consumer world. Business customers want access to the same devices in the workplace.

“You need to be the expert in figuring out how to integrate them in to the network,” he said.

Another area of opportunity for channel partners made possible by the move toward cloud computing is in the development of specialized applications for customers, according to Kevin Gough, the head of partner marketing for Google Enterprise.

“VARs are also becoming independent software vendors and building applications for customers that generate recurring revenue,” he said.

Also key to future success is finding the right companies to partner with based on the customers you serve and the services you offer, according to Andrew Sage, vice president, worldwide small business sales, Cisco.

Breakaway 2010 concludes today with the inaugural CompTIA Cybersecurity Summit. IT industry leaders and government policy makers will discuss how the private and public sectors can work together to mitigate the number and impact of cyber threats.

Platinum Level sponsors of Breakaway 2010 include Autotask, Cisco Systems Inc., ConnectWise, Ingram Micro, Intronis Inc., itControl Solutions Inc., McAfee, Motorola, SYNNEX Corporation and Xerox.

The Gold Level sponsor of Breakaway 2010 is Kaseya.

Silver Level sponsors include Doyenz, Inc., eGestalt Technologies Inc., Intel, N-able Technologies, OnForce, Worldwide TechServices and Yfactor.

Breakaway 2011 is scheduled for Aug. 1-4, 2011, in Washington, D.C. For more information, visit http://www.comptia.org/breakaway/default.aspx.

About CompTIA

CompTIA is the voice of the world’s information technology (IT) industry. Its members are the companies at the forefront of innovation; and the professionals responsible for maximizing the benefits organizations receive from their investments in technology. CompTIA is dedicated to advancing industry growth through its educational programs, market research, networking events, professional certifications, and public policy advocacy. For more information, visit www.comptia.org or follow CompTIA on Twitter at http://www.twitter.com/comptia.