Education needed to get more resellers selling the cloud


Education needed to get more resellers selling the cloud

Simon Quicke

The gap between the cloud message from vendors and the ability of the channel to service the demand that is being stoked up is one causing some concern.

Last week research from ComputerLinks revealed that although 22% of companies are using the cloud and 38% are evaluating products and services around 64% of resellers are still not selling cloud services.

In response to that report it is not just Dave Ellis, director of new technologies and services at ComputerLinks, who is planning to offer the channel some education and hand holding with the cloud.

Comments made on indicate other channel players are also wrestling with the education issue.

I speak to many resellers and whilst the awareness of the opportunity to bring on new customers and widen the resellers offer is growing, most resellers are sticking to what they know," commented Mark Adams, heading the UK and Ireland business at Cloudmore.

"However the seeds of change are there, and some services such as security, back up and email are now robust and secure enough to make sense for most end customers with decent connectivity," he added.

Ian Moyse, EMEA channel director at Webroot, has also encountered the sort of situation outlined in the ComputerLinks research.

"Whilst vendors continue to hype "cloud," not enough is being done to educate and mentor the channel on how best to incorporate the model into their portfolio," he commented.

"Comments such as these have prompted us to take action and launch a series of educational papers for the channel on how to, where to and when to adopt cloud reselling. These materials are supported by a range of educational events starting in this month across Europe," he added.

As well as providing educational material and seminars the other approach that can bear fruit is to provide a wide range of choices for resellers taking their first steps into the cloud.

"The key is having the ability to give resellers the ability to pick and chose the services they offer and allowing them to brand those services as their own," suggested Phil Donoghue, director at Cloud4 Computers.

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