What a difference a year makes. In last year’s CompTIA cloud
survey – the first the organization ever did on cloud computing – 42 percent of
channel companies said they were not involved in the cloud at all.
Perhaps some of that came from a misunderstanding about what
the cloud was. Or perhaps there was some reticence over moving to a place where
the revenues were lower, even if the profits were higher. But this year the numbers
have shifted, and only 13 percent say they are not involved in the cloud
at all.
Meanwhile a full 85 percent of channel companies said they
were heavily to moderately involved in cloud computing this year, according to
Carolyn April, director of industry analysis for CompTIA. April presented some
of CompTIA’s most recent research results during a press conference at the
CompTIA Breakaway conference in Washington, D.C., this week.
Channel partners are also expecting big changes to vendors’ partner programs in the months and years ahead as cloud computing further disrupts the market.
“Vendors have raised the performance bar,” April said. That
means MDF funds are tougher to come by. You may have to prove that you have a
marketing campaign. “You have to prove that not only will the program help your
business, but will it also help your vendor’s business.” The bar has been
raised.
But even with the higher bar and tougher requirements now,
partners are generally satisfied with their vendors’ partner programs, April
said.
As for vendors, recent CompTIA research shows that they are
looking for more than just fulfillment partners. Rather, they are looking for
partners that are solution-oriented advisors. But vendors, too, acknowledge
that today’s market presents challenges for the vendor-solution provider relationship.
For instance, vendors acknowledge the channel conflict and challenges of today
for solution providers, but they don’t have easy answers to these issues, April
said.
And a new crop of competitors, telcos, are infringing on
both vendor and solution provider markets.
To really create value solution providers are urged to specialized
in a vertical market.
“The day of being simply a horizontal is over,” April said.
She pointed to one solution provider who is targeting solo healthcare and veterinary
practitioners. These businesses are drowning in paper and file cabinets and are
looking for someone to take over their IT operations. But to get ready, IT solution
providers need to school up, said April. That means gaining an understanding of
the regulations, the issues and the practices that these healthcare providers
must follow.