Schuman’s Advice For Solution Providers
 
To get to “yes” when selling cloud-based offerings, solution providers should evaluate and work on their businesses as opposed to being in this business, Schuman said.

"Now is a critical time for partners to look at their branding, their messaging, and who they want to align with going forward because IT and telecom are converging and the distribution model is changing," he said. "What used to be the norm is no longer, and what is driving that is the cloud and customer needs. That's what is bringing cloud solutions to bear."