Changing Channels

Unlike traditional hardware and software products, cloud computing needs no warehouses, shipping and handling, and – in many cases – credit and financing. Consequently, many people have speculated that cloud computing will disrupt legacy pick, pack and ship distributors. Some people go as far to say cloud computing could eliminate the need for distributors all together. But a new class of cloud distributors are emerging from the disruption fog to demonstrate the two-tier model has value in the services era. Pax8’s Chief Channel Officer and Co-Founder Ryan Walsh joins Pod2112 to talk about the emergence of what some call “anti-distributors” plying a new course in distribution.

Technology companies hear all the time that innovation is the means to sustained success. In reality, though, legacy culture, processes, and business structures often suffocate innovation from becoming a success. Unitrends, an established backup technology vendor, devised a plan for launching into the managed services market. Rather than just forming a new business unit or simple product offering, Unitrends spun out its fledgling venture as a separate company, Unitrends MSP, in the belief it would thrive unencumbered by the legacy organization. Unitrends MPS CEO Mike Sanders joins Pod2112 to talk about spinoffs as a development and growth strategy.