Cloud computing, Cloud Computing, has presented numerous opportunities for companies that act as IT sales channels. According to the Fourth Annual Survey of Trends in Cloud Computing, distributors, resellers and integrators are willing to embrace the transformation of their businesses, while others defy markets that insist on the traditional model, is what reveals study published by CompTIA, nonprofit association of IT industry.
According to the survey, 45% of companies in the IT channel, say determining the appropriate business model around Cloud Computing, presented a significant challenge last year. This statement comes after the most difficult challenge, said the findings: Cloud develop knowledge in the technical and sales company, a task that logically occurs after the decision of the initial business model is taken.
"The primary business considerations depend on where the company wants to reach Cloud," said Carolyn April, director of industry analysis and research from CompTIA. "Do they want to resell Cloud Computing solutions from a vendor? Aggregating and brokering cloud services from several different sources? Integrate and customize applications and Cloud based services, or simply sell the infrastructure for an end user and provide consultancy? Each one of these paths and are much more possibilities with varying revenue models available for everyone. " CompTIA identified four main models of Cloud business, to define much of what is being done today by the providers of IT solutions. See an array of such types of processing businesses in:
- Build: companies buying hardware solutions and traditional suppliers of these products software to build private and / or hybrid clouds for its customers. They can also offer guidance in the form of advice on the best IT architectures, configurations and product design options.About half, 48% of companies in the IT channel, are currently offering some form of construction services, with one third of respondents plan to add this type of offer with Cloud in your schedule next year. The offer on the construction model represents a portion of the Cloud platform, the companies that also operate in one of the other three business models in Cloud, 7 out of 10 began with the practice of construction before adding others.
- Provide / Provide: This business model positions the Cloud IT channel as centralizing the provisioning of various cloud-based services, both themselves and others, to your end customer.Today half of the companies in the IT channel, Cloud offering participating in the Supply / Provide model with one-third of all respondents in the study, believing that this business model to the cloud has the greatest potential for growth in the next two years - regardless of if today they are involved or not. That compares with about a quarter of the companies that consider each of the other three business models, such as generating faster growth.
- Enable / integrate: This business structure for Cloud has been an ideal location for companies in the IT channel over the past few years point. Typically they provide integration and implementation services, which may include the connection of IT solutions today installed at a customer site with their offerings of Cloud-based solutions, or customization of Cloud-based solutions to meet a particular need for business or vertical.During the last three years of study of the CompTIA Cloud, the number one source of revenue after sales has been the integration work. This area has been routinely where the channel based on their overall profit margins. Like most solution providers charge customers in the form of recurring revenue for Cloud Computing solutions (by consumption or by number of users, etc..), Project work associated with the Enable / Embed category allows them to add revenue not included in the base contract.
- Manage / Support: In this model, companies are delivering ongoing support and management of cloud-based services, such as activities in the form of a project or contractual recurring revenue model. They also provide opening called, squad or troubleshooting services cloud services as needed.
Six out of 10 of these companies are performing remote monitoring of cloud computing solutions to customers and / or management solutions that reside on a multicolor environment. Management Multicolor is a solid area of opportunity for the channel, for a myriad of Cloud applications and other solutions come to market. Similarly, the channel is wisely developing ways to demonstrate the ROI Cloud to customers. In fact, 6 in 10 companies in the IT channel, involved in Manage / Support have created dashboards that allow customers to monitor their usage, costs and other metrics in Cloud to track and understand how is your investment style.
Demand outstripping supplyWith the demand sometimes exceeds supply, the channels need to react quickly by choosing the appropriate business model. Two-thirds, or 63% of companies in the channel, featuring customer demand for IT solutions and services based on Cloud, as very high or high, and only 3 in 10 describe it as a little high. Four out of 10 companies said they experienced the channel where the customer demand for cloud computing solutions exceeded its delivery capability, while 20% lost a business because a client wanted a cloud solution that does not offer.
However, six out of 10 companies say Cloud channel usually has strengthened its relationships with customers, with only 15% stating that weakened and nearly a quarter said that their relationships with customers remained the same. This is encouraging news since many in the channel have publicly feared that Cloud would be an obstacle in the relationship with their customers. There was rampant apprehension about such harmful effects, such as the resurgence of direct sales to end-customers model and the choice of a self-service model for their IT solutions. And although both trends are occurring to some extent, the data suggest that CompTIA does not have a terrible impact on most of the channel.
"Companies in the IT channel can play a key role in determining which model is most appropriate for their clients, between Cloud and On-Premises" April added. "For example, the desire of customers to increase mobile access / remote access to company data, meant that 46% of companies in the channel to recommend solutions in Cloud, compared with 38% last year. This underscores the wave solutions mobility and the BYOD trend and tele work that are happening in the market. "It also demonstrates the ability of the channel to tie the value of Cloud to these booming areas.
The Fourth Research CompTIA Annual Trends in Cloud Computing is based on an online consultation with 501 business professionals in the U.S., involved in decision making in IT and 400 companies in the IT channel. The full report is available at no cost to CompTIA members who can access the file or contacting