Resellers need to balance their approach to the cloud with an eye on both hosted and on-premise options.
Although the share of cloud-based IT sales are going to grow strongly over the next few years from their current level of around 5 per cent, the demand for on-premise will remain.
Speaking at an event run by Kaseya to promote managed services, Quocirca service director Bob Tarzey said that the demand for traditional on-premise would continue for quite some time.
"The future challenge is going to be to deliver a mixture of private infrastructure and cloud infrastructure," he said.
He said it was clear which way the market was going and "the direction of travel" but resellers would be asked by customers to deal with a hybrid infrastructure.
Ray Barber, technical director at Kaseya, said that the on-premise option appealed to those users that were worried about where their data resided.
In recent weeks more vendors have indicated that they are going to acknowledge the need for a hybrid model.
Both Sage and FrontRange have followed Microsoft's example and plumped for a hybrid approach offering both cloud and on-premise.