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Mobility, the Cloud and social media intensify security need: Zscaler COO

Hafizah Osman | March 22, 2013
Claims channel needs to keep pace with the changes

Bess suggested some strategies that businesses can adopt in getting channel partners to the Cloud:

  • Find a few channel partners that are willing to move to the Cloud and focus on only them initially.
  • Hand--hold many of the initial sales with these partners and help bring them some business.
  • Help them develop a larger business in migrating their services to the Cloud.

"Over time, if there is value in a solution, customers will buy it, channel partners will see customers buy it and they will then want to sell it," he said. "If the channel doesn't innovate their business and remain meaningful to customers, they'll disappear and somebody else will take that business."

Bess also mentioned some of Zscaler's plans going forward, which include leveraging the carrier space, increasing its current focus on enterprise relationships with VARs and service provider integrators, taking Zscaler as a public company, and expanding within the Asia-Pacific region -- especially with a greater penetration in Australia.

 

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