Partner Value Potential: Cutting Cloud Complexity
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Partner Value Potential: Cutting Cloud Complexity
Enterprise buyers are looking for help with cloud deployments, but channel partners must deliver value—reducing complexities, for example. -
Worthwhile Partnerships
85% of IT execs said they'd pay a small premium to hire a channel partner, if it would make it less complex to buy public cloud services. -
Channel Partner Value Potential
More than four out of five would pay 15% more to a channel partner if they received clear value as a result, and 14% would pay over 20% more. -
Major Cloud Migration
Nearly one-half say at least 25% of their total tech spend is on the public cloud, with one out of 10 saying they spend more than 50% of their tech budget on the public cloud. -
Top Cloud Brands
Nearly nine out of 10 use Amazon Web Services, Google and/or Azure for cloud services. -
The Hand-Off
More than three-quarters outsource at least 25% of their IT, and 6% outsource "as much as possible." -
Straight Line
When it comes to IT delivery, 72% prefer "sequential process and linear relationships," as opposed to "short feedback loops and clustered relationships." -
Holistic View
In terms of IT procurement, 71% prefer entire solutions over self-service, requiring high standards of security and governance, with a waterfall IT distribution approach. -
Do-It-Yourself
29% opt for a self-service IT procurement model, with higher skilled employees assembling many different vendor offerings to create a final solution—a more decentralized approach with higher risk tolerance. -
Buck Stops Here
65% said their organizations are "top-down" with respect to planning processes.
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Why Metrics Matter to the Channel The vast majority of IT executives say they'd pay a premium to hire a channel partner—if the partner reduces complexities involved with public cloud services, according to a recent survey of more than 400 U.S. IT executives conducted by 2nd Watch, which provides managed services to enterprises. The "Public Cloud Procurement: Packaging, Consumption and Management" survey findings indicate that most organizations are willing to pay 15 percent higher or more to channel partners for these services, as the cloud now accounts for a significant portion of their total tech spend. The survey also examines the emergence of "bimodal" IT acquisition among enterprises. As defined by Gartner, "Mode 1" describes companies that are traditional and sequential, emphasizing safety and accuracy. "Mode 2" firms are exploratory and nonlinear, focusing on agility and speed. Mode 1 buyers prefer entire solutions over self-service, while Mode 2 customers opt for the latter, with decentralized IT procurement approaches and a higher tolerance for risk. Channel Insider examines key takeaways from the 2nd Watch study.
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