22 April 2014 — 3 min read
How MSPs Adapt to New Data Protection Buying Behavior: Q&A with Gigaom's Ashar Baig
As the channel landscape grows increasingly complex, vendors must truly understand the market — and their partners' customers — to provide value. That's true for data protection and backup services alike, though changes in buying behavior have altered the definition of a strategic relationship between vendors and their managed service provider (MSP) partners. Here, Ashar Baig, research director at Gigaom Research and a channel expert, explains the data protection challenges MSPs' customers face, how vendors can help their partners help themselves and what MSPs look for in a vendor partner.