MARKET REPORT Cloud
“Another point to make is that Microsoft and Amazon rely on their partner networks to extend the
reach of their solutions. This makes it key for resellers to consider their partnerships with MSPs
and technology vendors in this cloud space.” Dave Hawkins, Head of Channel Sales - Kcom
that they need to provide
their customers with business
solutions – the days of reselling
resources are over.
“SME solution requirements
are generally uncomplicated
and a range of solution services
can be developed to meet
these needs but it will require
expertise, which is scarce
Source: Gartner (November 2018)
and expensive. Could this
be the new value-adding role
that needs to be provided by
distributors? - our experience
as a hyperscale cloud solution
provider is that we’re too
busy servicing the rapidly
growing upper mid-market
and enterprise customers to be
able to provide services to the
Channel.”
ED SAYS…
The watchwords here all centre on Cost, Control
and Skill Sets. I think Graham Wilkinson at Beyond
Connectivity sums it up succinctly when he
says, ‘Private tends to be dictated by the type
of business a customer is. If they are an SME
serving government accounts or something highly
confi dential and sensitive, then there is a place for
it in the SME world. But for the majority of locations
public cloud is the most viable, cost effective and
fl exible route to go down’.
their overarching commercial
objectives.”
Patrick Callaghan at
DataStax says the make-up of
the channel is changing - from
products and services to more
software development and
consulting.
“Partners have to understand
the business pressures that
companies face, how they
are considering software and
cloud to solve those problems,
and then guide customers
through some of the pitfalls
and emerging best practice
areas. is is still a nascent
market where the big systems
integrators are currently
leading, but channel companies
with strong market expertise
and cloud skills can easily
compete.
e biggest issue is how much
companies are willing to tie
themselves to speci c approaches
- should you commit to a cloud
vendor now and run the risk of
them changing their products
in the future? I’d suggest most
enterprises are better served by
keeping control of their data and
running independently of any
one cloud provider, so they can
keep themselves in the driving
seat. For partners, helping
customers keep control of their
cloud strategies over time is a
great approach for the future.”
Dave Hawkins at KCOM
says that resellers thrive when
they appreciate their customers’
needs and become their trusted
advisor, knowing the exact
solutions they are looking for.
“However, when it comes
to delivering and executing
complex cloud requirements,
some resellers lack the technical
accreditations or expertise
required. is is where the
assistance of accredited, proven
MSPs comes in. MSPs often
have a multitude of transferable
experience that can be applied
across various sectors for
resellers to draw on.
Often multiple sectors
su er from similar technology
challenges too; even if the types
of products or solutions they
sell to customers di er. For
example, most organisations
need a form of cloud, internet
and voice access. By working
with established MSPs, who
can support with technology
requirements, they can then
focus on de ning their role
with clients further as trusted
advisers.
Another point to make is that
Microsoft and Amazon rely on
their partner networks to extend
the reach of their solutions.
is makes it key for resellers to
consider their partnerships with
MSPs and technology vendors
in this cloud space.”
Simon Smith at Extrinsica
Global points out that the
Channel need to recognise
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