At this week’s Tides of Change III event, Michael O’Neil, CEO of IT Market Dynamics and chief content officer of IT in Canada hosted a panel discussion that yielded some insights that suggest the channel’s sales model is changing. Where the emphasis once wholly concentrated on technology, being successful in the channel today means demonstrating the value of technology to an organization’s bottom line.

Full article at CRN Canada: Channel shift from technology to business focus strengthening: panel