Partnering with SMBs on cloud

Kevin Collins re-examines how the channel can help SMBs invest in cloud

Traditionally, many enterprise offerings have been very expensive – but cloud offerings can bring more possibilities into the realm of SMB possibility.

SMBs need to consider how their business applications will run in the cloud. For instance, is the WAN capable of handling cloud traffic, and if not, what is the best solution?

If they are migrating to SaaS, security becomes a larger concern, as the customer relinquishes some control. Although obviously they should choose a cloud provider that can deliver on the appropriate SLAs.

The financial considerations are just as important as the technical ones. The primary benefits of cloud are the speed of adoption, adaptability, and the speed of implementation.

If the contract is too restrictive, competitive edge can be lost. A good channel partner will not only deliver a technically sound solution but also one where the financial model meets the customer's needs.

Business partners operating in the cloud need to be able to articulate financial and technological benefits to the customer, as well as how they will transform themselves into annuity-focused services providers.

Hybrid offerings allow partners to deliver traditional offerings as well as cloud services.

Some partners may have originally viewed cloud as a threat, given the direct nature of early engagements. But both suppliers and customers are looking to the channel for help with cloud IT. A trusted adviser is still required.

Channel partners can be those cloud advisers, offering builders, providers, resellers or integrators.

Kevin Collins is EMEA cloud practice director at Avnet