Do or Die: To Cloud or Not to Cloud

July 25, 2011 at 5:56 pm Leave a comment

by Sallie Martin, Consultant

We all know it… the Cloud is coming onshore quickly.  How VARs will fit into this new model is of abundant concern.  The first step is deciding whether to stay in the on-premise-only model or test-your-toes-in-the-Cloud pool.  In my opinion, if you wait too long, the answer will be made for you.

Customers are starting to understand the cost and flexibility benefits of the Cloud.  If you as a VAR are unable to have these conversations with them, then quite simply they will find someone that will.  This is a perfect door opener for your competition to enter into your best accounts.  A benefit of the Cloud is the reduced time for deployment of offerings.  This includes sales cycles, and your Cloud-savvy competitor isn’t going to wait for you to join the game.

If you are still on the fence post, talk to your favored vendors to understand their Cloud model.  Talk with a trusted Service Provider to understand how you can partner with them.  Read up on the areas that can affect your business such as different billing adaptations, new sales and consulting skills, and financial models.

The Cloud is one of the largest trends to hit technology in awhile.  The longer you put off starting the process, the greater the opportunity cost of missing the financial benefits. Adopt or be left behind.


Entry filed under: Industry Perspective. Tags: , , , .

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