The time resellers have to make the move to the cloud is getting shorter with most in the channel advising a transition towards the hosted model if the growth in the market is going to be taken advantage of.
Although the expectation is that then next few years will be a hybrid environment with both on-premise and cloud solutions being used by customers the advice to resellers is to ensure they can deliver both choices.
Speaking to MicroScope, Andrew Binding, vice president northern Europe region at Magirus, said that the competition for resellers had increased and the option of sticking their head in the sands was not one that would be wise in the long-term.
"Resellers have competition from more sources with vendors, service providers and others making it a completely new landscape," he added "The whole take-up of cloud is still relatively small and you might be able to get away with sticking your head in the sand but things will change very soon."
He said that distribution had a key role to play helping resellers make the move towards the cloud and in particular providing them with the support to deliver services to the mid market which was fertile ground for the hosted pitch.