CRN: Why is it so challenging to provide the right level of education to the channel?

Kevin McGibben, LogicMonitor

This renaissance of ... the channel business—even though the technologies are different, the solutions deployed are different--I think that because the partners have such well-established business and relationships, we still have to fold into that environment really well. So that means training, product training, technical sales training, certification, support. We still have to provide them that toolset that they are used to, so that it fits into their business model well enough, so that that sticks for the long-term. So I would say those are the key elements that we are putting time and effort into these days, to overcome those challenges.