The IT channel is taking ever bigger bites out of the cloud computing market. Only 39% of companies report sourcing their cloud services directly from Cloud Service Providers, leaving the remaining 61% to a mix of CSPs and third parties, with 10% coming primarily from third parties alone, according to a CompTIA survey. Meanwhile, IaaS, Security as a Service (SECaaS), and SaaS all offer higher average MMR than Contact Center as a Service, Data Networks, and Voice Network services, according to Avant.
If you’re looking to shift some of your clients and sales towards the cloud, you need to adjust your operations accordingly or risk losing customers to direct sales or competitors.
Here are the biggest changes you’ll need to make to your channel sales and IT operations in order to maximize on your cloud resale strategy.