Winner of Partner Program of the Year at this year's Channel Innovation Awards, Cohesity's VP of worldwide channel sales Mike Houghton said that he believes COVID has created a long-term trend where customers are now "hyper sensitive" about getting the best possible return on their investment on IT.
Houghton added that sales teams that are not used to selling products as a business outcome will find it difficult to compete for their customers' business.
"That has come to a head to a point where if you don't have that skillset in your organisation from a selling and a go to market stand point, then it will be really tough to compete. That has been accelerated under COVID and it will continue to be here and will not change," he said.
This article is part of a Meet the Winners Q&A series following the Channel Partner Insight's Channel Innovation Awards. Click here to see all of the award winners.
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