Many CIOs are in the process of moving applications and services into the cloud – some are considering cloud computing for economic reasons, while others want to create dynamic IT services.
Regardless of the reasons, many are forgetting about security.
Users expect that cloud computing will reduce complexity and cost, but security may be one of the biggest stumbling blocks.
Many of our Managed Security Service Providers (MSSPs) have cloud projects underway. They are looking at lots of factors, such as overall demand, cost availability, integration, competition,and application performance as well as security.
I believe that cloud offers huge potential cost savings and flexibility to customers, as capex is slashed.
However, the move to cloud may mean that in the short term there is less money on the table for the channel and vendors alike.
Channel partners have set budgets and forecasts according to traditional delivery models, and it will therefore take courage to adapt to cloud. Certainly this won’t be achieved overnight.
Our MSSP partners, I believe, will be more tuned into working with this type of delivery model, purely because of the nature of the deals they work on.
Certainly a new platform and new delivery mechanisms mean new threats and new ways needed when it comes to security. Security partners that can adapt and respond quickly will get ahead of their rivals.
Cloud, however, does reduce churn and increase stickiness -- a strong ongoing relationship and a true partnership over a longer time. Channel partners that are offering services will become more valuable to the customer over time.
However, like all services and ways to procure IT solutions, cloud is just another delivery model, an alternative and it will not be right for all organisations, in all instances. Therefore I don’t think traditional business models will disappear any time soon.
Anthony Perridge is EMEA channel director at Sourcefire
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