Diamonds in the Rough: ZS Research on SMB Cloud Channel Preferences | ZS

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Diamonds in the Rough: ZS Research on SMB Cloud Channel Preferences

John DeSarbo and Alex Southworth

This executive summary of ZS’s research offers key findings regarding SMB channel preferences for cloud services, identifies attributes vendors should develop in their channel partners, and provides insights regarding how vendors can build scalable channels to grow their share of the cloud services market.

Download "Diamonds in the Rough: ZS Research on SMB Cloud Channel Preferences" to learn how SMBs choose their resellers, what resellers are providing to SMBs, and whether SMBs truly are satisfied.

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About the Experts





John DeSarbo is a ZS Principal based in San Francisco, and leads the ZS Sales Channel Strategy and Management Practice. He has more than two decades of consulting and industry experience focused on sales and marketing strategy and operations. His areas of expertise include multichannel go-to-market strategy, channel analytics, alliance and partner programs, and sales force design. John works with clients across a variety of B2B industry sectors with a particular focus on the technology industry.





Alex Southworth is an Associate Principal based in Los Angeles, and is a leader of ZS’s High Tech practice. He has more than 15 years of consulting and industry experience focused on developing and implementing go-to-market strategies for high tech clients. His areas of expertise include multi-channel go-to-market strategy, alliance and partner program design and sales and marketing integration.