Asim Saud AlJammaz, VP, AlJammaz Distribution, shares insights into partners’ cloud journey and how its recently unveiled cloud marketplace can aid them to accelerate business.
Cloud has been a popular term over the last couple of years. How have cloud solutions enabled reseller partners to accelerate business growth?
Only few regional channel partners have played effectively in the cloud space. Most of them are still focusing on the traditional business or selling licenses on the cloud rather than on-premise with similar revenues and margins. Also, the end-user did not move to cloud, however in 2017 we have seen many customers looking to do so and exploring the related options, costs and values. We believe vendors and distributors could have played a stronger role in enabling the channel partners into cloud offerings and services.
What changes do you foresee in this market segment over the next year?
What are the driving factors for cloud solutions within the region?
Over the next year, there will be increased cloud requirements from end-users, enterprises will need to have some of their services over the cloud. We will also see SMBs moving to the cloud.
To drive the demand for cloud solutions, vendors need to invest locally as many government firms and enterprises require the cloud service to be hosted within the same country. Distributors need to change their business models in the cloud and focus on enabling partners.
How can partners best prepare to maximise the opportunities in this space?
Value-added resellers and systems integrators need to associate with the right distributor partner who will help them to provide cloud services. They need to also identify the right vendor who can invest in the regional market and partner with operators who can provide local computing and storage cloud solutions. Partners should not resist market changes, they need to adapt to new trends and become a leader in it.
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