SMB Nation Blog

SMB Nation has been serving the Bainbridge Island area since 2001, providing IT Support such as technical helpdesk support, computer support, and consulting to small and medium-sized businesses.

Annual Look at IBM – Part One

I’ve just returned from IBM PartnerWorld (inside of the Think conference) and over the next several blogs, I’ll share my experiences. Long story short – I got hand it to IBM for inventing itself continuously and having crossed a decade+ in the analytics field. It declared that, in the IBM partner ecosystem, 2018 is the year of simplicity. I hear that three times: simple is hard! 

Concerning channel partners, there were four pillars messages to launch the PartnerWorld conferenceand it's 2,000+ attendees. 
   

Enabling ecosystem transformation. 
The basic premise that IBM is marking it easier for Business Partners who ibm john teltsch keynotecurrently resell IBM technology to shift between engagement models and move up the client value chain with flexible benefits and support through PartnerWorld, its premiere partner program. Simplification means IBM has consolidated the number of competencies offered and believes it’s added to relevancy to product authorization so that partners can get higher recognition. For those carrying the bag, here is how it works. To help partners get greater insights into their partner journey, IBM has added features to the Program Console and PartnerWorld Advisor. Additionally, IBM touted adding enhancements for partners that want to embed IBM technology into their solutions, including new bundled partner benefits and expanded SaaS trials, sandboxes, IBM Cloud credits and development assistance for those who want to build new solutions on IBM technology. Finally, IBM asserted it will continue to expand our marketing development funds, further aligning them to partners that are building new skills in areas like digital marketing so they can reach new clients across new routes and drive demand when they are ready to go to market. 

On the surface, this is all good but an interesting piece from well-known SMB Nation fan Jay McBain, now a analyst at Forrester, shared deep insights into the speed of partner transformation here. https://go.forrester.com/blogs/ibm-channel-executives-are-frustrated-with-the-pace-of-partners-transformation/   He is well qualified to do so having spent 17-years inside IBM/Lenovo and the basic premise of Mcbain’s piece is that IBM is frustrated at the partner’s transformation pace. 

Another well-known analyst, Joe Panettieri (ChanelE2E), asserted that IBM is a humble bumble here. https://go.forrester.com/blogs/ibm-channel-executives-are-frustrated-with-the-pace-of-partners-transformation/ Panettieri correctly captures that “work in progress” spirit of the executive comments in his reporting. 

Three more pillars
As promised – here are the other three messaging pillars for your consumption. In Part II of my installment, I’ll share interviews with IBM executives Carola Cazenave (VP, IBM Global Business Partner – Ecosystem Strategy & Programs), John Teltsch Jr. (General Manager – Global Business Partners) and global build winner Paola Mazza (referenced below). In Part III of my coverage, I’ll share insights from IBM Business Partner QueBit and its success with analytics. 

  • Introducing Watson Build 2.0, the AI challenge to build new IP. The second iteration of our Watson Build challenge will help even more partners develop AI skills, build working prototypes of Watson-based solutions on the IBM Cloud in less than 10 months and incubate their ability to embed IBM technology faster. Last year, the first Watson Build challenge drew more than 1,300 firms to IBM design thinking workshops, spurred 400 AI-based business plans and enabled more than 100 partners to advance and develop new embedded AI solutions. Our 2017 global winner, Italian partner Blueit Group, took home the grand prize for its precision farming solution, which is designed to disrupt the agrifood industry. In phase 2, we expect even more partners to join the movement by dreaming up the next big prototype for their industry and make it a reality. 
  • Launching a new, digital self-service platform. Designed for partners who are building and selling solutions with integrated IBM technology, the platform provides access to leading-edge technologies and offers technical support, pre-built code patterns and skill-building courses. Partners can also take advantage of several promotional offers to help them get started building quickly with IBM Cloud, AI and data, including 10 TB of IBM Cloud Object storage, 100,000 conversations using IBM Watson Assistant and USD 50,000 in migration services for partners migrating over USD 20,000 per month in workloads from a competitor’s cloud. Once partners are ready to take their embedded solutions to market, they can list them on the IBM Marketplace and extend their reach to new clients globally. Businesses can further extend their access to resources by joining IBM developerWorks or by becoming a member of IBM PartnerWorld.
  • Expanding IBM's digital footprint with third-party cloud marketplaces. Over the past year, we have doubled down on IBM’s presence with third-party marketplaces and cloud aggregators. In 2018, we signed new deals with AppDirect and ALSO Deutschland GmbH, which means that partners and clients can now find IBM offerings in a total of 10 different cloud platforms and reach more than 60 million new customers worldwide. New and existing partners can reap the benefits of these new routes to market as new customers bundle IBM technologies with other complementary catalog offerings and partner services. This provides a new integrated route for partners to serve their clients digitally.

These new initiatives build on IBM’s next-generation ecosystem framework, which will go into effect April 10, 2018. As part of IBM’s increased commitment to its partners’ growth, IBM will launch a restructured engagement model designed to improve the end-to-end partner experience and reward partners for shifting to higher value solutions that are aligned to strategic growth areas like AI, cloud, security and as a service offerings. In the new model, partners have an opportunity to experience greater profitability by contributing value through intellectual property, focusing on new clients and building new solutions.

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Check-in: IBM (You Gotta Read This!)

Last quarter I reported from the IBM PartnerWorld Leadership (PWL) Conference 2017 in Las Vegas. Now I want to check-in again on IBM’s efforts to transform and improve its channel partner program.

In the Box

Think of a box having four-sides. That is how IBM essentially communicated the PartnerWorld paradigm to its Business Partners at PWL. I’ll tackle each side here but Figure #1 shows you where I’m headed.

IBM Partnerworld

Figure #1: IBM Box

Global Markets. Don’t forget that in many ways (IMHO), IBM is stronger globally than domestically in the US. It’s a trusted brand when I’ve travelled to LATAM, EMEA and APAC. I’ve seen it with my own eyes. IBM’s claiming to continue to strengthen its globalization approach with dedicated segment leadership, stakeholder collaboration, strong business unit alignment and optimized buyer group focus. For what it is worth, a significant portion of the attendees at PWL were from overseas. Another factoid was IBM’s admission and assertion that it has a 1% market share with plenty of room to grow. I’d concur.

One Channel. Represents IBM’s primary route to market in commercial. The channel vision conversation with especially strong with the seismic shifts occurring in buyer behavior driven by cloud, digital, data and cognitive. The client journeys dictate seamless engagement across digital, direct and business partners. My point is this. Granted IBM tends to work more with larger partners (and ISVs like Bluebee, a genome startup I spoke with) and doesn’t have as meaningful connection with SMB partners and MSPs (more on this in a moment), the facts surround the customer behavior trends are the same!

In the context of channel, a shout out to IBM for the introduction of new competencies in cloud, Watson and security.

Marketing. I found this area to be very interesting and will spend a few extra minutes on this topic. IBM’s marketing strategy is very simple and reflected in Figure #2 below. Marketing is focused on three industries (Manufacturing, Retail, Banking), three professions (CIO/IT, CISO, Marketing) and four IT Products/Services (Analytics, Cloud, Systems and Security). If you get anything out of this blog, let it be this. Approximately 80% of the client base is seed accounts. Translation is that this is the green field for SMB MSPs who want to attach to IBM’s motion. You read it here first.

IBM Image 2

 

 

 

 

 

 

 

 

 

Figure #2: Worth a few hundred words, this one-pager succinctly summarizes the IBM PartnerWorld marketing strategy.

In the context of marketing, this is where I want to highlight two things. The first was my conversation with IBM Cloud CMO Quincy Allen (Figure #3). Basically, we landed on the conclusion that marketing is analytics. And who better to lead that charge than IBM with its huge head start with Watson.

Quincy Allen

 

 

 

 

 

 

 

 

 

Figure #3: Facetime with IBM Cloud CMO Quincy Allen discussing marketing analytics and how to get business value.

Digital Sales/Business Group. The basic story here is marketing workflow. The concept is a content-based strategy of digital hubs that allow the partner to market from top of funnel to mid-funnel and finally conversion. It has to do with relevant content showing up in search such as “AI for marketing” leading to a related article to engage the customer and convert to a trial version of the offering. To be honest, I’d be surprised if IBM didn’t offer this stuff to its partners.

A shout out to the Cognitive Sales Advisor. It’s a Watson-based tool to unify partner support.
The Magician

Jamie Mendez, Director at PartnerWorld, is the magician behind the scenes. And I got to meet her! She keyed in on PartnerWorld (which is the partner program, website and engagement model including events) with a “adding value” mantra. “Few partners only do one thing when you look at our partner program model.” Mendez said. “We want partners to build something, sell something and deploy something.” For that reason, I noticed the PWL conference had a lot more developers that you would see at the Microsoft Worldwide Partner Conference (now called “Inspire”).

I chatted about her breadth partner play because my perception has been that IBM doesn’t have an SMB play. They do it in a difference form. First IBM defines an “enterprise” as 50-employees or higher. Second – it partners with distributors for its breadth play including Ingram, TechData, Avnet and Arrow.
Final Thoughts

Gotta hand it to IBM for hanging in there long-term. Year-after-year I attend the PWL conference and they are investing in the partner channel. I think IBM is finally on to something with its focus on Watson and IoT. And it was the first time I had heard of PartnerWorld trying to engage audiences at scale.

 

 

 

 

 

 

 

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IBM PartnerWorld: Next is Now!

Wow – I’m continually impressed every time I attend the robust annual IBM PartnerWorld conference as I recently did at The Cosmopolitan in Las Vegas. In a series of articles, I’ll share those experiences with you over the next few weeks with my analyst hat firmly affixed. The purpose of this blog is to paint the overall picture.

I’d offer the PartnerWorld Leadership Conference had around 3,000 participants, many of whom were worldwide attendees where IBM is a strong brand. The theme, “Next is Now,” wasfitting as few companies have pivoted as hard and as fast as IBM over the past decade-plus. This time the emphasis was on Watson, it’s well-renowned and respected analytical engine that is a category leader. Past conferences have focused on IoT and other topics that took a back seat this round.

IBM partner world

Coverage areas that stood out for me were:

Female CEO – Ginni Rometty. Always a pleasure to hear and I continue to applaud her accomplishments. I’m from progressive Seattle and props to IBM for having a top ranking female CEO turning the ship.

Marketing 2.0. Who better to embrace marketing analytics than IBM Cloud’s CMO Quincy Allen. In a future post, you’ll enjoy my free ranging conversation with him about Marketing 2.0 as I like to call it.

Customer evidence. I spoke with Hans Cobben, CEO of Bluebee. This is a practical example of applying flexible consumption in a cloud computing scenario with analytics in the genomics area. A must read in a future installment.

PartnerWorld – Jamie Mendez. She directs the IBM partner world and in my interview with her, she offers insights into pathways for IBM partners to have a deeper sense of engagement and greater profitability.

Commercial partners. I explore the four in the box partner engagement model from IBM. Plus insights into new certifications.

Blue Jeans. Finally, the new blue at IBM is tech execs in blue jeans. Love it.

Standby for more. And give IBM another look starting with Watson. Trust me.

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Bloodiest tech industry layoffs of 2016 so far

IBM, Intel, Microsoft, and VMware are among those that have been cutting their workforces

By: Bob Brown, Network Wolrd

The number of non-farm jobs added in the United States in recent months has inched up, and the unemployment rate has held steady at 5 percent, but that's not to say the computer and networking industry hasn't suffered its share of layoffs in 2016 to date.

Here's a rundown of some of the more notable layoffs, workforce reductions, resizings or whatever companies want to call them.

[ For more stories about IT jobs, check out "To new beginnings: Techies take a chance." | Have a tech story to share? If we publish it, we'll send you a $50 American Express gift cheque -- and keep you Anonymous. Send it to This email address is being protected from spambots. You need JavaScript enabled to view it.. | Follow InfoWorld's Off the Record on Twitter and subscribe to the newsletter. ]

Microsoft

The company is axing another 1,850 staff from its smartphone hardware business, with most of those being  affected at the old Nokia business in Finland. Though 500 others will be let go globally.

Microsoft's 2013 buyout of Nokia's mobile phone business hasn't panned out, with Microsoft's market share stagnating as Android and Apple phones continue to gobble up market share. Microsoft has sold off its feature phone business and is sticking to enterprise-only technology, where it feels it can differentiate itself.

Nokia

Speaking of Nokia... the telecom network equipment maker was said in April to be cCutting thousands of jobs globally following its acquisition of Alcatel-Lucent. The cuts are part of a plan by the vendor to slash operational costs by $1 billion over the next couple of years

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IBM to acquire Cleversafe

IBM announced this morning it entered into an agreemnet to acquire Cleversafe, Inc., which will strengthen IBMs ability to develop and lead storage and hybrid cloud. IBM logo1

Cleversafe’s portfolio will be integrated into the IBM cloud business unit to provide clients with increased consistency in on-premise, cloud and hybrid cloud solutions. 

"Today a massive digital transformation is underway as organizations increasingly turn to cloud computing for innovative ways to manage more complex business operations and increasing volumes of data in a secure and effective way," said Robert LeBlanc, Senior Vice President, IBM Cloud. "Cleversafe, a pioneer in object storage, will add to our efforts to help clients overcome these challenges by extending and strengthening our cloud storage strategy, as well as our portfolio.”

Cleversafe CEO John Morris said the acquisition will expand Cleversafe’s current solutions to better its client service as well.

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IBM grows portfolio of cloud business solutions

IBM announced today plans to expand its business solutions capabilities with new industry platforms designed to simplify and accelerate transitions to the cloud. IBM logo1

These industry platforms combine multiple cloud business solutions, and the portfolio includes platforms built for personalized learning, insights and customer experiences. 

“Our portfolio of cloud business solutions is a recognition of the mandate for speed and time to value, along with the requirement of clients to personalize business solutions to their own processes and culture and deploy them via the cloud," said Sanjay Rishi, IBM Global Business Services, Managing Partner, Cloud Consulting Services. “Our new IBM Cloud Business Innovation Center will help us co-create with our clients, addressing their unique needs with tailored solutions, delivered on the cloud for fast results.”

IBM’s portfolio is built to address specific verticals and business functions. More information about available solutions can be found here.

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IBM acquires StrongLoop to strengthen app development

Connecting applications to the Internet of Things and web applications in the cloud is an important opportunity for developers, and IBM has stepped in to help with its latest acquisition. IBM logo1

IBM announced yesterday it acquired StrongLoop, Inc., a provider of enterprise Node.js, enabling developers to create apps using APIs.

 “With this acquisition, the industry benefits from Node.js’ formal entry into the mainstream enterprise,” said Juan Carlos Soto, Chief Executive Officer, StrongLoop. “As leaders in the Node.js open community, we plan to further advance open, community-driven innovation coupled with global, enterprise class software and services offerings to grow client value in the API economy.”

IBM said it intends to integrate the Node.js capabilities into its software portfolio.

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IBM extends Blue Box Cloud availability

Private, OpenStack-based clouds received a boost yesterday from IBM, which announced Blue Blox Cloud is now available in global IBM cloud data centers running SoftLayer infrastructure. IBM logo1

Blue Box, a private-cloud-as-a-service solution acquired in June, is now fully integrated into its OpenStack portfolio as an open-source private cloud and demonstrates IBM’s ongoing support of OpenStack.

“I’ve been impressed by the way the IBM and Blue Box engineering teams have collaborated to quickly bring Blue Box Cloud to a worldwide infrastructure platform,” said Jesse Proudman, CTO at Blue Box, an IBM Company. “Today, we’ve taken a big step toward our goal of delivering private clouds to customers anywhere in the world—and we’re offering deployment timelines that are unheard of within traditional private cloud.”

The Blue Box solution is designed to simplify and bring consistency across cloud types, with a focus on combining the benefits of private and public clouds to support private cloud users.

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IDC MarketScape Report Names IBM as Leader

IBM announced yesterday IBM Global Business Services was named a leader in the IDC MarketScape Worldwide Digital Transformation Consulting and System Integration Services 2015 Vendor Assessment.IBM logo1

IDC MarketScape found IBM’s greatest strengths were in future business and offering strategy, and IBM was rated highly in analysis and buyer perceptions for its capability to meet digital transformation project timelines.

"Industries and companies are being radically disrupted by the forces of digital transformation, and the pace of change is greater than any other time in history," said Paul Papas, Global Leader, IBM Interactive Experience. "IBM combines big data and analytics, industry consulting and world-class design to help our clients take an experience driven approach to digital transformation. At IBM, digital is in our DNA, and we are thrilled to be recognized by IDC as a leader for our unmatched digital transformation capabilities."

The IDC MarketScape study evaluated vendors across myriad success factors, including the ability to achieve desired business outcomes and deliver innovation that produces results. 

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IBM Aims to Accelerate Hybrid Cloud Computing

IBM logo1IBM announced yesterday additional servers and storage software and solutions designed for cloud computing in hybrid cloud environments.

Increased adoption of the hybrid cloud by businesses brings new waves of data that complicate moving around computing workloads, requiring new software and solutions to help clients navigate between on-premises data centers and public and private clouds.

"IBM hybrid cloud solutions are built for the enterprise and clients are using them to help enable new business models to drive growth," said Don Boulia, Vice President of Cloud Services, IBM Systems. "Hybrid cloud computing requires new levels of openness, dynamic data management, integration, automation and scalable performance in server, storage and software technologies. IBM brings all of these technologies together from on-premises data centers and inside public and private clouds to more efficiently manage traditional computing with new mobile, big data and social computing workloads."

IBM’s new products and innovations include the IBM Power System E850, IBM Power System E880, IBM PurePower System, IBM Spectrum Control Storage Insights, IBM XIV GEN 3, Big Storage Technology and Rocket’s mainframe data access service on Bluemix.

In June, IBM’s self-service portal for clients to scale their infrastructure and software license footprint for hybrid deployments in minutes using PureApplication Service will be available.

More information about new IBM software and solutions is available here.

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IBM Introduces Integrated Power Systems Solutions to Support SAP HANA

IBM announced today a set of integrated Power Systems solutions for the SAP HANA platform designed to process high volumes of data efficiently for both transactional and analytic workloads. IBM logo1

"The commodity servers used today by many organizations are increasingly stretched to their limits by new workloads, in the cloud or on premises," said Doug Balog, general manager of IBM Power Systems. "IBM's Power Systems' architecture is uniquely suited to provide faster access to critical business data stored with in-memory database technologies. New IBM Power System Solution Editions for SAP HANA are tailored to deliver enterprise-class capabilities to clients' growing core systems reliability expectations."

This announcement furthers the IBM and SAP partnership, SAP CTO Quentin Clark said. The integrated solutions are expected to enable POWER8 servers to run SAP HANA.

More information on the integration is available here.

P.S. Be sure to attend our online Office 365 connected conference, June 2-3. No travel, no hotel, no traffic! Sign up at getconnected.o365nation.com

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Lenovo Marks Milestone: Decade of Success since Acquisition of IBM PC Business

Lenovo celebrated today the 10-year anniversary of its acquisition of IBM’s PC business, bringing it from a China-only PC maker to its 2015 rank as No. 1 PC maker worldwide.  Lenovo For Those Who Do

In 2005, Lenovo ranked No. 9 in the global PC industry with an annual revenue of $3 billion and a 2.3 percent market share, and today, it controls a 20 percent market share and earns a $39 billion annual revenue.

“The acquisition of IBM’s PC business transformed Lenovo overnight into a truly global company, changing not only Lenovo but our industry,” said Yang Yuanqing, Chairman and CEO, Lenovo. “Since then, we have overcome many challenges – and many doubters – to become the world’s leading PC company and one of the world’s most innovative personal technology companies.  Even more, this acquisition built the foundation for our expansion to new products like smartphones, tablets, servers and now our ecosystem, growth engines fueled by the success of our first big deal.”

More statistics and stories from Lenovo’s decade of success are available here.

P.S. Be sure to attend our online Office 365 connected conference, June 2-3. No travel, no hotel, no traffic! Sign up at getconnected.o365nation.com

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IBM Company SoftLayer Adds Second Cloud Center in the Netherlands

IBM announced yesterday SoftLayer opened a second cloud data center in the Netherlands to meet rapid growth of IBM Cloud in the region. IBM logo1

The new center, located near Amsterdam, provides more regional options for redundant data storage and geographically isolated services. One of several locations in Europe, the new center provides customers with geographic diversity able to mitigate business risk by replicating data or creating redundant oprtations in multiple locations.

"This new facility demonstrates the demand and success IBM Cloud is having at delivering high-value services right to the doorstep of our clients," said James Comfort, IBM General Manager of Cloud Services. "We're reaching customers in a way that takes all the guess work out of moving to the cloud. They can build and scale applications, run the toughest big data workloads, have the level of security they need, all in country and connected to a truly global platform."

According to IBM, it plans to continue worldwide expansion of SoftLayer and IBM Cloud.

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Brands Don’t Know Customers, Study Finds: What Brands Don’t Know Hurts Them

The perception gap between how effective businesses think their marketing strategies are and the customer’s IBM-logo1experience is wide, with 80 percent of consumers saying the average brand doesn’t understand them as an individual.

IBM today announced results of the IBM and Econsultancy study, “Listening to the Customer: 7 New Research Findings,” which discovered deep divides between consumers and companies. The gap between the two results in costly loss of revenue for shopping websites and service providers, among others.

Successful marketers will combine the online and offline presence of the company, creating a continuous, exceptional experience. Investing in marketing innovations, IBM Commerce general manager Deepak Advani said, will give teams the ability to gain insight to demographic and experience information vital for personalizing consumers’ experiences and retaining business.

“The fundamental thinking behind digital marketing has shifted. The goal of providing the right message to the right person at the right time is now just a part of the larger puzzle. The real challenge is providing the right experience for the right person at a time that’s right for them,” said Stefan Tornquist, Vice President Research for the Americas at Econsultancy. “At the center of it all is the marriage of marketing and technology and a commitment to innovation that’s driven by individual customer needs.”

Two parallel online surveys including marketers from more than 275 consumer companies and 1,135 consumers, respectively, contributed to the development of the report, available in full here.

 

 

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IBM Introduces X6 Servers Optimized for Analytics and Cloud

11854630243 057e369a4c qThis morning, IBM announced the debut of its sixth-generation enterprise X-Architecture for System x and PureSystems servers, designed to support analytics and cloud. I was able to discuss this news with Alex Yost, VP & Business Line Executive for IBM PureFlex, System x and BladeCenter, who filled me in on the updated system.

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IBM Acquires UrbanCode to Help SMBs Quickly Deliver Mobile, Cloud, Big Data

IBM said that it has acquired UrbanCode Inc., a provider of automated software delivery to help businesses quickly release and update mobile, social, big data, cloud applications. 

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ABC Services, Progressive Technology Group Merge to Better-Serve IBM Market

ABC Services, Inc. (ABC), a cloud-based solutions provider specializing in server and network solutions for IBM Power and other platforms, announced that it has merged with long-time partner, Progressive Technology Group, Inc. (PTG), an IBM Advanced Business Partner offering hardware, software and services. Both companies have been strong IBM Business Partners and working closely together to serve their clients for almost two decades.

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IBM Gets Social by Collaborating Networking, Email, Group Hangouts and Blogs

IBM today announced it is extending its social business platform with its first fully integrated social mail solution. The move aims to simplify and accelerate social business adoption in the marketplace, providing employees with a single access point to all of their collaboration tools social media, email, group activities, blogs and more. 

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IBM Launches Software, Cloud Services to Accelerate Social Biz

IBM last week announced at its Connect 2013 event a new software and cloud-based service to help business leaders, such as chief marketing officers and chief human resource officers, advance their organization's transformation with the adoption of social business technology. The new offerings are designed to help business leaders integrate IBM's social networking and analytics technologies into their business processes to empower the 21st Century workforce and transform client experiences.

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Ovum Releases Results of Latest Telco Report

Ovum LogoToday, Ovum, Ltd., a London-based analyst firm, announced the results of their Ovum Decision Matrix: Business Intelligence and Anlytics for Telcos, Jan 2013 report. Ovum’s findings highlighted the top three current BI vendors for telco organizations, as well as common industry roadblocks.

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