Getting into cloud computing

Johan Pellicaan outlines his tips for resellers considering cloud computing ventures

VARs venturing into cloud computing should obviously think in terms of solutions, not products, steering towards services and consultation rather than licensing and subscription sales.

Not everyone wants all their services hosted, so aim to include a range of offerings. Hybrid models, in particular, provide adaptability.

VARs can provide the flexibility that most cloud vendors lack, so use that to your advantage. Meet your customers' current needs, but plan additional functionality down the road.

Resellers may need to shift their thinking to accommodate faster deployments and smaller deals, but with recurring revenue and new collaborative partnerships.

Be certain the cloud vendor you choose is ready, willing and able to develop a healthy working relationship with you, offering both technical expertise and business support.

Many VARs will need to adjust their business models. Change might include preparing for different cash flow or creating a separate organisation dedicated to cloud business.

For some problems local services are the optimal solution, but disaster recovery, for example, may benefit from a location in an entirely different region.

Some VARS are overwhelmed by the cloud options currently available, but keep it simple. Focus on your customers' specific needs and then build from there. Take things one step at a time.

Johan Pellicaan is managing director for EMEA at i365