ChannelTrends: What True Opportunities Does the Cloud Hold for Solution Providers?

Demand for cloud computing-based solutions continues to climb, with Gartner Research predicting that trend to continue for the next several years, taking an even larger share of the total IT market. Gartner expects annual revenue for the Web delivery model to top $207 billion by 2016, as detailed in CompTIA’s Third Annual Trends in Cloud Computing study, which equates to almost 10 percent of overall IT spending. While cloud experts continue to focus on the benefits from mainstreaming Web-based application delivery, as CEO Birger Steen noted during his company’s annual Parallels Summit keynote earlier this week, “cookie cutter” solutions won’t meet the needs of most businesses.

In order for SMB organizations to make their cloud aspirations a reality, they need a skilled professional who can design and implement the best infrastructure for their unique business operations. While that expertise may come from an in-house employee, most small businesses have few IT resources to work with and look to solution providers with the know-how to satisfy their specific objectives.

While the general perception of cloud services is that they offer a simple, cheap alternative to expensive software applications, the conversion processes and total cost of operation may not meet those expectations. Small business owners may be lured in by the opportunity to make smaller monthly payments instead of the much larger annual licensing fees required for traditional business software. The problem is that without a full understanding of their current infrastructure and what it would take to effectively support a Web-based application, they may see annual support and equipment costs escalate instead while user experience and productivity deteriorates.

Successful solution providers understand the underlying challenges that their clients and prospects may encounter, and can help them identify and address a myriad of issues specific to their own organizational goals. With so much confusion about the cloud, business owners really need a qualified outsource partner to help them identify and select the ideal solutions and provide a number of complementary services that support their long-term success. These include:

Assessment

Before developing a cloud strategy, every company needs to understand its current infrastructure and what it will take to transform their operations. Channel companies that offer readiness assessment services have greater access to the type of business information that can make them long-standing and integral partners with their clients, including long-term goals and IT budget projections.

System and application design

Should the company employ a public, private or a hybrid cloud model? From IT security and compliance concerns to transition planning, those with the ability to design the right infrastructure and select the most effective Web-based applications for business clients are sure to flourish. A key to success with small business is prioritizing the applications to be moved to the cloud, determining when they should be moved, and detailing the workflow, automation and steps required to implement each.

Integration

As more company applications move to the cloud, the need to link, integrate and coordinate interaction between these disparate components continues to climb. Solution providers with those value-added capabilities will better positioned to compete with direct sale vendors and larger competitors that can’t or won’t offer the level of customization needed for many small- to medium-sized companies to succeed with Web-based services.

Mobility

Small businesses want the same enterprise-class remote access and mobility applications that their larger counterparts use. That’s great news for professionals with the expertise to connect iOS, Android and Windows Mobile applications; providing them the opportunity to profit from one of the hottest segments in the IT industry.

Security

The cloud is only as strong as its weakest security link. Providers who can address the continually increasing number of network threats, compliance issues and privacy concerns will be best positioned to grow their cloud business. Services in demand include single sign-on capabilities, user audits and authentication, and multi-tenant management (customized dashboards or control panels).

The top solution providers continue to look for new ways to complement their cloud service offerings, tailoring the portfolio to meet the changing needs of their existing and future clientele. Are you interested in learning more about the latest opportunities in this exciting and lucrative field? Join the conversation in the CompTIA Cloud/SaaS Community by sending a message of interest to Katherine Hunt, director of member communities at katherine.hunt@comptia.org.

Brian Sherman is founder of Tech Success Communications, specializing in editorial content and consulting for the IT channel. His previous roles include chief editor at Business Solutions magazine and senior director of industry alliances with Autotask. Contact Brian at Bsherman@techsuccesscommunications.com.