Have you been watching the exciting change that’s underway in the digital world? The current evolution is changing more than just how we do business.
Coming changes in cloud architecture will benefit everyone in the channel.
What is cloud architecture? It provides road maps to enterprises who are deploying cloud solutions — road maps that cover both technical and business governance. Cloud architecture includes the guidelines, procedures, and constraints of cloud deployment.
This IT evolution brings brilliant change to enterprises that deploy cloud solutions. The change from the old model to the new means IT is more central to business strategy — and more essential to growth — than ever before.
What’s most exciting is that cloud architecture is bringing channel partners a huge growth opportunity: The use of indirect channels as a main strategy.
Read on to learn how you can leverage indirect channels and accelerate growth.
Channel Roles in the Cloud and the Power of Adapting
Ten years ago channel partners (ISVs, resellers, distributors, etc.) all knew their roles and how they fit into the ecosystem.
Now, roles are changing. Cloud architecture enables ISVs to deliver business applications as a service. ISVs now come together with other members of the channel, who are simultaneously expanding their services to include Infrastructure as a Service (IaaS), Platform as a Service (PaaS) and more.
This increase of services in the cloud means HUGE growth opportunities for MSPs. As more companies realize that in-house IT is not integral to success, they outsource IT to MSPs. You can see why MSPs are not only growing faster than ever, but also becoming more critical to the ecosystem than ever before.
Changes in Business Models
Understanding the changes in your unique business environment is crucial.
Steve Blum from Autodesk says in an SBI podcast that their business generates 75-80% of their sales from indirect channels. It gives them scale and coverage, and provides value to their customers.
Going from perpetual licensing to a subscription model isn’t easy at first. But it’s well worth the effort. One of the many perks of the cloud is that customers don’t suffer from implementation headaches.
The role of IT in the enterprise is changing fast, thanks to cloud architecture. This puts IT in the position of needing to adapt.
The question to ask yourself is, how can I adapt to changing this environment?
Best Ways to Adapt:
1. Reframe The IT Conversation: Talk About Methods, Not Products
Instead of clinging to your old IT model, it’s time to build a new one.
Cloud computing brings new methods of storing and analyzing data, sharing documents, collaborating, hosting dynamic websites, and much more.
To build a new model, ask your team what are the best methods to reach your business goals. Identify where your organization needs to be more agile, efficient, and cost effective. Then find methods that help you adapt best.
2. If you don’t use indirect sales channels yet, consider this:
Promoting products through a third-party provider is cost-effective. Affiliate programs, reseller programs, and system integrators are all types of third-party providers, each on a different channel.
According to the Aberdeen Group, many businesses support indirect channels. But not all of them know how to optimize these channels. The key is to provide technology, guidance, and information to channel partners. With the right kind of support, channel partners can achieve:
- 28% shorter sales cycles
- 12% higher lead conversion rates
- 8% higher acceptance of marketing leads
Channel management, then, is critical to your success. Significantly, each channel needs to be managed in a unique way.
Your IT Future, Bright as a Supernova
Cloud architecture and other technological advances have put pressure on IT departments to evolve.
The next stage of your IT evolution can be brilliant if you make the right choices. The volume of options on the market is staggering, so you’ll want to consider them carefully before signing any contracts.
Look at IT like a supernova. When a change occurs at the center of a star, it explodes into a supernova. Cloud architecture can trigger change at the center of IT like that. And if your IT is moved to the cloud, IT becomes exponentially more efficient. Your company’s IT processes will explode into brilliance like a supernova!
IT is Evolving
In the last two decades IT had moved to the center of operations and strategy, bringing a rise of the CIO and more IT positions. But now things are changing fast. Again.
The cloud is just another chapter in the ongoing evolution of IT. It doesn’t spell the end. Some IT jobs, equipment, and functions will disappear. But new IT jobs, equipment, and functions are emerging. We can see IT is undeniably at the centre of business strategy and essential to growth.
“Business as usual” has undergone massive changes time and again. As long as we desire greater convenience, efficiency, agility, and results from our business processes, we will keep making way for the new and improved.
Cloud architecture has taken off, and is now widely embraced because it bypasses expensive, hard to manage equipment, and eliminates much of the capital expense and barrier to entry for startups and SMBs. It also plays a lot nicer with the mobile and social technologies customers love.
Pair indirect channels with cloud architecture, and BOOM: your IT capabilities will explode into something resembling supernova brilliance.