Partner Value Potential: Cutting Cloud Complexity

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.