Channel Helps Customers Make the Transition to the Cloud

By Gina Roos  |  Print this article Print

Many enterprises have questions about applying the cloud to their business. This is where the channel can play a strong role.

Channel partners are starting to build their cloud product portfolios and services with the help of vendors and IT distributors. Many traditional infrastructure hardware and software vendors have been making a big push to get their partners to resell their cloud services.

Edwards believes that "no end customer is going to be 100 percent cloud. There is going to be a lot of mix and match going from on-premise to cloud."

This is where IT distributors can play a big role in helping their channel partners meet this kind of transformational impact through many of their training and enablement services. Many channel partners have the expertise in security, integration and assessment services, but they haven't yet developed a full catalog of capabilities around cloud , said distributors.

Major IT distributors, including Arrow and Avnet, have taken the lead by offering training, enablement and new service capabilities for the cloud.

Arrow has developed a cloud services program to help its channel partners solve some of these challenges. Centered on demand, enablement, branding and growth, the ArrowSphere cloud service brokerage and aggregation platform  delivers a suite of services to help its provider partners build and sell cloud offerings.

Avnet also has been bolstering its cloud service capabilities, both organically and through acquisitions to help its partner community become more valuable to their end customers. The distributor has been actively acquiring service capabilities across system integration including application integration, security management and governance.

Gina Roos, a Channel Insider contributing writer, specializes in technology and the channel.