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Cloud applications

1 - How Channel Rates Google, Microsoft in the CloudHow Channel Rates Google, Microsoft in the Cloud

Google and Microsoft partners differ in some ways and are alike in others. A new survey finds Microsoft closing the gap on Google’s early lead in the channel.

2 - Google Partners Have a Profitable Head StartGoogle Partners Have a Profitable Head Start

Google Apps resellers reported that 50% of their 2014 revenues came from the sale of recurring cloud services and 13% from non-cloud services. Microsoft channel partners received 39% of 2014 revenues from recurring cloud services and 25% from non-cloud services.

3 - Microsoft Partners Catching UpMicrosoft Partners Catching Up

A full 90% of Microsoft partners report that they expect recurring cloud revenues to be higher than in 2014, compared with 73% of Google Apps channel partners.

4 - Sources of Profitable Application RevenueSources of Profitable Application Revenue

Deployment is reported as the most profitable, followed by business process consulting. Channel partners said custom deployments were the least profitable.

5 - Number of Vendor PartnersNumber of Vendor Partners

Google Apps partners typically work with fewer than five vendors. Microsoft partners typically work with six to 10 vendors.

6 - Partners Play the Vendor FieldPartners Play the Vendor Field

Almost two-thirds of survey respondents (63%) said they offer multiple vendors’ solutions in any given product category. In the Microsoft channel, 77% of respondents said they offer multiple vendors’ solutions in each category while 54% of Google’s channel partners do likewise.

7 - Bundling of Cloud ServicesBundling of Cloud Services

Demand for bundled cloud services might not be as widespread as some within the channel might speculate. Only 16% of respondents are always asked for bundles, with 19% of Microsoft partners reporting that customers always ask for bundles.

8 - Reasons to Drop a VendorReasons to Drop a Vendor

The top reasons for dropping a vendor are that the solution failed to deliver (54%) and the vendor failed to deliver on promises (51%). That the vendor altered profit margins came in third, at 41%.

9 - Top Areas of Channel InvestmentTop Areas of Channel Investment

Solution providers identified security, collaboration, CRM, and sales and marketing automation as top areas of additional investment.