Gaining traction - building Cloud-based revenue

The growth in cloud-based services predicted by IDC comes as no surprise. The fact that these services will account for 16% of all IT spend will make IT channel partners sit up and take note as it presents a significant threat, but if action is taken it presents an even bigger opportunity. There are many in the channel that have recognised this shift and have started adding cloud-based services to their portfolio; as well as expanded managed service offerings to ensure they can keep up with a shift towards consumerisation of IT and demand for more flexibility, performance, mobility and reduced IT costs.

At ThinkGrid, we have built our three-fold channel proposition - platform tools, services and enablement - with this market shift in mind. To be successful in developing cloud services revenue takes three key components: tools; consumable services; and the right enablement and business processes. With regards to enablement, this is key to partners getting traction quickly and ultimately building a profitable business. Here is our approach to making that happen:

Business Consulting – is the first step towards partner enablement. ThinkGrid’s team will work closely with the partner to plan the market approach and set-up the necessary processes for a smooth transition towards a cloud-based business model. A growth plan covering target market, service launch and opportunity support is put in place to ensure the partner is on track. The whole process and end-plan will take into account the partner organisation type; Value Added Resellers, Distributors, Franchisees and Agents, their capabilities and their customer base.

Training Programmes – ensure the Partner’s various business functions – sales, marketing, operations and technical – start building real capabilities in the area of cloud computing. Interactive presentations, videos and documents will be made available, covering everything from the basics of understanding and positioning cloud-based-services, customer education on the benefits of cloud computing, to more complex issues such as integrating services with existing IT infrastructure, billing & provisioning and more broadly how to structure a sales organisation around recurring, Opex-based revenues.

Go-to-market – consists of editable product and solution collateral that Partners can customise, to build their differentiated or vertical value proposition for the SME market. Channel Partners can at this stage successfully conduct a cloud readiness assessment for their customers and deliver the most appropriate cloud-based services as part of a public, hybrid or private cloud solution.

The thin line between the opportunity and threat that the increasing growth in cloud-based service adoption brings lies with partner enablement and how fast they can build capabilities in the area of cloud computing, retaining or gaining the trusted advisor status on the market. ThinkGrid is committed to becoming the channel’s trusted advisor on cloud computing. By working with Colt’s existing capabilities and European reach, this will further develop our enablement programme, expand the portfolio and we are confident we will achieve the desired result for us and the Channel.