Cloud is an evolving landscape in technology enablement in which distributors face decreasing significance if they do not address their business model. Most distributors looking at methods to augment their strategy are at odds with which strategy would hold the test of return on investment in scenarios of direct route to market, around products they have traditionally distributed. Some distributors are now busy launching cloud deliveries around Platform as a Service, Software as a Service, Infrastructure as a Service. Also included are continuity replication, storage and disaster recovery solutions. These can be supported by availability of professional services to the partner base and supplemented by proactive remote monitoring and support, which can be positioned by the reseller to their end customers. An opportunity for resellers to white label the solutions as their offering to the customer base will make this proposition more interesting to the channel.
There is a huge prospect to provide value to the channel through cloud capacity building - whether as a consulting practice or an education partner to drive the acceptance, advisory and sales of the cloud business model. The prospect of enabling the channel to move away from traditional sales to the framework of selling cloud solutions is a tremendously opportunistic avenue for distribution. Services in the channel will be required not only for putting the infrastructure for private clouds together but building on consolidation, virtualisation and performance of this infrastructure. Enabling the reseller base in a structured manner to be able to deliver and execute these services can bring tremendous value into distributors.