Channel Stalwart Ken Archer On His Exec Role At Nectar, The Red Hot UC Market And Making The Most Of Microsoft, Cisco Relationships

Have partners embraced the recurring revenue model?

We've got significant partnerships, and most of the partnerships we have are all in a monthly recurring revenue model or subscription service model. That's been a pleasant surprise, because where I just left, Hewlett-Packard Enterprise, they're going to try to enable a channel that is not used to selling in that type of environment so there's a very steep learning curve to enabling that channel, teaching them how to position and sell subscription services whereas this channel that I now run is already there.

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