Moving to the cloud requires companies to deeply understand how their customers perceive and drive value from this technology shift, but it can also offer a great opportunity to drive additional revenues from new services. But, particularly in the SMB segment, to be effective this often requires a strong tri-partite relationship between the vendor, the end customer and the channel partner. Find out how one Fortune 500 global technology company, with particular focus on moving from a renewals-centric approach to one based squarely on Customer Lifetime Value (CLV), to help them successfully migrate and monetize their customer base during the shift to the cloud.