SaaS and the Channel- What is happening? Part #2
In my first post Anders and I looked at how Cloud is changing the traditional IT supply chain and discussed some of the transformation that needs to take place.
As usual- the most interesting responses to the post were offline- but it gave me some deeper insight into how some sectors are thinking at the moment.
One of the most interesting was the comment that:
“Traditional vendors are just looking at their Channel for sales now”
Where the vendor used to use their channel to add value to the sale by installing, configuring and maintaining the software/hardware/etc, the majority of that work is done by the vendor now. And by default, if the Channel doesn’t change what it does, it’s becoming not much more than sales.
Now I think that’s a pretty cynical view- but I suspect they were playing devils advocate to make the point.
And it’s a point well made. The good times, as we knew it in the IT channel are gone. Remember the perfect storm? Economic and Technical change at once?
I think the good times will return, they’ll just be different.
How can the Channel evolve and adopt Cloud?
• Why should the Channel take the initiative?
• What assets do the Channel have today which they can leverage?
• How does the channel make money? (hint: Cloud support won’t replace on-premise support)
• Where should the Channel start?
• Why won’t Customers do it themselves?
• Why is Cloud positive for Customers and the Channel?
• What value can the Channel add?
We also run thorough the top ten list from my IAMCP presentation.
If you’re in the Channel- your reputation is on the line.