Category Archives: John Zanni

Selling Value in the Cloud


Cloud brokerage makes a great deal of sense to the channel. Take vanilla services from a variety of vendors, package them with (or without) your own secret sauce, and sell them with your own SLA wrapped around them. It’s a classic channel solution sell. That said, this brings VARs and ISPs into conflict with IT departments – which, in the past, have been the owner of the service guarantee within each organization, and which may be feeling increasingly marginalized by the migration of application and resource management to the cloud. In this article by John Zanni, VP of service provider marketing and alliances at Parallels he discusses how Cloud brokerage turns resellers into VARs again.


Read the article on ChannelPro.