5 for 15: Ed Lenta, AWS country manager A/NZ

5 for 15: Ed Lenta, AWS country manager A/NZ

The keys to 2015 from industry leaders

AWS country manager A/NZ, Ed Lenta.

AWS country manager A/NZ, Ed Lenta.

1. Key channel plays for 2015?

This year we will continue to see strong enterprise demand for Cloud computing services. Customers want to work with partners who have the technical skills and business knowledge to make them more agile. When appropriate, partner should look to partner with other partners to offer a complete portfolio of services- it could mean the difference between winning or losing a customer opportunity.

2. Key technology for 2015?

Customer-facing applications that drive self-service and enhance customer experience will be among the hottest technologies this year. Managed services ‘stacks’ for specific applications are also increasingly prominent.

3. Key message to the channel for 2015?

Channel partners must be prepared to transform their businesses in order to remain relevant. Customers are going through the same process of transformation – fueled by Cloud computing, data analytics, mobile technology and social media. The most successful channel partners in the years ahead will be those who are prepared to go on this journey with their customers. Standing still is not an option. As the value of technology increasing impacts on the entire business, particularly impacting on LoB’s like sales, marketing and human resources, partners must also build value propositions that are attractive beyond the traditional IT department.

4. Key warning to the channel for 2015?

Channel partners can no longer build their businesses predominantly on the capital expenditure associated with selling physical products. Building a sustainable business in today’s fast-moving IT channel means tapping into the annuity streams available through Cloud-based models.

5. Key to AWS for 2015?

It’s crucial to have clear differentiators that set you apart from the competition. In an industry where today’s latest technologies will quickly be commoditised, basing your competitive advantage on lower prices is not sustainable.

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