New Technologies - Cloud, Mobility, Managed Services Will Finally Change SMB Channel Landscape

Techaisle's recently completed channel surveys show that Cloud, Mobility, and Managed Services Solutions together are beginning to change the SMB channel landscape as these solutions are revolutionizing IT utilization by SMBs. However, only 14% of channels are currently offering all three services to SMBs. The new paradigm would be the “3-in-1” Channels offering Mobility, Cloud, and Managed Services as a single offering.

Our research shows that SMBs want mostly integrated solutions to limit complexity and therefore seek partners that are capable of such deliverables. However, very few partners currently do so as they are all camped in either one or two solution corners and few seem to embrace a holistic solution view – and this is making SMBs unsure of overall benefits and desire to spend.

We feel that it is important for broad product/solution vendors to rapidly evaluate all their partners, seek and cluster partners based on where they are with regards to capabilities of delivering complete solutions and introduce programs to support development.

Resellers should look at their core skills, financial support and asses if they are capable of developing a market accepted value proposition encompassing all three key areas or seek collaborative relationships with other partners in areas they are weak. Here, vendors can also help in partnerships.

So far, Managed Services has been the most important offering and implementing Mobility Solutions is a new line of business for SMB Channel Partners.

Survey data shows that VARs are quite proactive in initiating discussions with their SMB customers for Cloud Solutions. Nevertheless, 31% of the VARs mention that vendors are pushing them to offer more Cloud Computing Solutions.

Channel partners that are able to deliver a suite of services that cut across Mobility, Cloud and Managed services will find SMBs that are willing to listen to them. The march towards Mobility and Cloud cannot be stopped. The only course for channel partners and vendors is to find the optimal intersection of the three. These “3-in-1” partners will define the next channel landscape.

In-depth analysis is covered in Techaisle’s report titled “Channel View- Trends & Challenges in offering SMB Mobility, Cloud, & Managed Services Solutions.”

Tavishi Agrawal
Techaisle