Channel partners need to gain more understanding around cloud services as resellers attempt to fully master the burgeoning sector, according to Exponential-e.
The networking and cloud provider has championed its attempts to hand-hold resellers looking to move away from traditional networking offerings.
Lee Wade, CEO of Exponential-e, told CRN the vendor is putting increased focus on helping those VARs that offer cloud services.
"Channel partners need more understanding around the cloud, so we have built a team of six which goes to channel partners and shows them new routes to revenue streams selling cloud services.
"We might start with something simple, opening them up selling products like business continuity services or online backup services. We then build up their knowledge of selling cloud-like solutions and keep holding of their hand through this," he said.
"It is going to be a long, drawn-out learning curve because many of them do not want to move away from what has been their focus all these years."
Wade said the size of this learning curve depends on the reseller and the type of service offered, with the easy and simple solutions a good starting point for the channel.
"Resellers are still in the early days of adapting to selling cloud solutions. Many of them have been selling voice-orientated solutions for many years, then they moved into network components, and the cloud is a step further forward. But resellers can win £1m orders with the cloud and we have proven this time and time again."
Wade said around 40 per cent of Exponential-e's revenues come from its channel partners.
"We have a team of around 40 channel salespeople in the business and we have 600 to 700 channel partners. Those partners are resellers, referral partners and 40 to 50 carrier partners as we have our own network.
"We have built a special portal for channel partners and while there are lots of portals where channel partners can log in and order networking products, we have built it so partners can access cloud services in a similar way that they can order network components from network providers," Wade added.
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