• SIMPLIFY. EXPAND. GROW.

    SIMPLIFY. EXPAND. GROW.

    SMB. CORE MIDMARKET. UPPER MIDMARKET. ECOSYSTEM
    LEARN MORE
  • FEATURED INFOGRAPHIC

    FEATURED INFOGRAPHIC

    2024 Top 10 SMB Business Issues, IT Priorities, IT Challenges
    LEARN MORE
  • CHANNEL INFOGRAPHIC

    CHANNEL INFOGRAPHIC

    2024 Top 10 Partner Business Challenges
    LATEST RESEARCH
  • 2024 TOP 10 PREDICTIONS

    2024 TOP 10 PREDICTIONS

    SMB & Midmarket Predictions
    READ
  • 2024 TOP 10 PREDICTIONS

    2024 TOP 10 PREDICTIONS

    Channel Partner Predictions
    READ
  • IT SECURITY TRENDS

    IT SECURITY TRENDS

    SMB & Midmarket Security Adoption Trends
    LATEST RESEARCH
  • CLOUD ADOPTION TRENDS

    CLOUD ADOPTION TRENDS

    SMB & Midmarket Cloud Adoption
    LATEST RESEARCH
  • FUTURE OF PARTNER ECOSYSTEM

    FUTURE OF PARTNER ECOSYSTEM

    Networked, Engaged, Extended, Hybrid
    DOWNLOAD NOW
  • BUYERS JOURNEY

    BUYERS JOURNEY

    Influence map & care-abouts
    LEARN MORE
  • DIGITAL TRANSFORMATION

    DIGITAL TRANSFORMATION

    Connected Business
    LEARN MORE
  • MANAGED SERVICES RESEARCH

    MANAGED SERVICES RESEARCH

    SMB & Midmarket Managed Services Adoption
    LEARN MORE
  • ARTIFICIAL INTELLIGENCE

    ARTIFICIAL INTELLIGENCE

    SMB & Midmarket Analytics & Artificial Intelligence Adoption
    LEARN MORE
  • WHITE PAPER

    WHITE PAPER

    SMB Path to Digitalization
    DOWNLOAD

Techaisle Blog

Insightful research, flexible data, and deep analysis by a global SMB IT Market Research and Industry Analyst organization dedicated to tracking the Future of SMBs and Channels.
Font size: +
2 minutes reading time (444 words)

15 Keys: Winning Strategies of Successful SMB Cloud Channel Partners

Techaisle’s extensive primary research based study finds that there are quantitative, meaningful and actionable differences between channel partners who are successful in the business of selling Cloud and those that have not developed successful SMB Cloud practices.

The study to understand the winning strategies for selling Cloud to SMBs and to enable channel partners and their vendor suppliers build viable, high-growth SMB cloud businesses uncovered 15 best practices and critical differences between the activities and approaches of successful and unsuccessful SMB Cloud computing channel partners. These 15 keys are grouped into three areas.

Corporate priorities and allocations:

1.   There is no organizational recipe for cloud success
2.   Familiarity breeds success
3.   The “why” behind the cloud initiative often helps explain success
4.   Recurring revenue is not the sole indicator of cloud business success

Technology and offering definition:

5.   Cloud rewards suppliers that focus on providing best-of-breed
6.   Branded solutions are a key element of channel cloud success
7.   Industry expertise is a more important differentiator than technical prowess
8.   Cloud portfolios need to extend beyond basic IaaS, SaaS to also encompass verticals
9.   Data integration linking on-premise and cloud environments is non-optional
10. The future is hybrid, not private

Sales and marketing strategies and tactic:

11. The nature of sales relationship is a critical determinant of cloud success
12. Profit is driven by product/service balance
13. Partner-to-partner relationships are important to cloud business success
14. A distinctive approach to budget and resource allocation creates differentiation
15. Creating a cost-effective, scalable approach to lead generation is imperative

Detailed analysis included in the report highlights key differences between:

  • Channel partners that are very successful and are making money selling cloud to SMBs

  • Channel partners that have just achieved success and have started making money selling cloud to SMBs

  • Channel partners that are not yet successful and are not making money from their SMB cloud business


Working with SMBs, the channel and the vendor community, Techaisle has created research materials that help reduce time-to-success and increase the overall benefit of offering SMB solutions. Channel members looking to build a successful cloud business practice, or a vendor looking to accelerate channel success, can find details of the report here, or send us an email at This email address is being protected from spambots. You need JavaScript enabled to view it.

 
×
Stay Informed

When you subscribe to the blog, we will send you an e-mail when there are new updates on the site so you wouldn't miss them.

Next big thing for SMBs: Need for Enterprise Perfo...
VMware Mobility Solution: Innovation to Execution
 

Research You Can Rely On | Analysis You Can Act Upon

Techaisle - TA