2014 U.S. Cloud Partner Transformation Report

  • ID: 2738951
  • December 2013
  • Region: United States
  • 116 Pages
  • AMI Partners

Increased demand among SMB customers for enterprise-grade services has spurred partners to diversify their cloud solutions portfolios.

This study and report focuses on U.S. channel partners that offer at least one cloud solution. These cloud solutions include Software-as-a-Service (SaaS), Infrastructure-as-a-Service (IaaS), Remotely Managed IT Services (RMITS) and Unified Communications (UC) solutions.

Offering these cloud-based services provides SMB partners with opportunities to continue their transformation from time and materials, systems-centric businesses to those that are centered on consultative solutions and services-based recurring revenue streams.

A number of SMBs remain hesitant to adopt 'the cloud'. Introducing point cloud solutions such as hosted productivity and communications and being able to bundle cloud components with on-premise hardware and software as part of hybrid solutions will be key to partner success.

The report also focuses on partners who serve the small and medium business (SMB) segment of customers - those firms with under 1,000 employees.

Note: Product cover images may vary from those shown

I. Executive Summary
- Executive Summary Overview

II. Cloud Transformation Process for Partners
- Attributes Defining Stage of Cloud Transformation
- Overview: Three Cloud Partner Segments
- Summary of Cloud Partner Segments’ Characteristics
- Evolution of Cloud Transformed Partners: 2011-13
- Comparison of Cloud Partners by Transformation Stage

III. Market Size and Forecast of Cloud Partners
- Size of Partner Universe
- Growth in SMB Cloud Partner Universe
- Number of Cloud Partners by Key Applications Offered
- Growth in Top Cloud Solutions from 2012 to 2013
- Type of Cloud Partners and Secondary Partner Business Classification
- Partners’ Secondary Business Model

IV. Business Characteristics of Cloud Partners
- Business Characteristics Summary
- SMB Cloud Partner Revenues and Growth
- Cloud Partner Maturity: Number of Years Offering Cloud
- SMB Cloud Partner Workforce Overview
- Top Verticals Served among SMB Cloud Partners

V. On-Premise Solutions Overview
- On-Premise Products and Services Offered
- Growth in SMB Customer Demand for Traditional PCs
- Business Transformation
- Cloud Competency Overview
- Change in Partner Attitudes and Competencies from 2012 to 2013
- Steps Taken to Transform Cloud Business by Cloud Transformed Partners
- Key Investments to Drive Cloud Sales Among all Cloud Partners
- Key Factors Inhibiting End-User Cloud Adoption

VI. Cloud Solutions Overview
- Basic SaaS Solutions Offered by Cloud Partners
- Advanced SaaS Solutions Offered by Cloud Partners
- Hosted Security Solutions Offered by Cloud Partners
- Hosted UC and Collaboration Offered by Cloud Partners
- Market Share and Awareness of Bundled SaaS Solutions by Key Vendors
- Partner Preferences to Drive SaaS Renewals
- Platform as a Service and Database as a Service Offered
- Preferred Partners To Offer Various Flavors of Cloud
- IaaS Offered by Cloud Partners
- Virtualization Solutions Offered & Type of Desktop Virtualization
- Desktop Virtualization Brands Currently and Planned to be Offered
- Server Virtualization Brands Currently and Planned to be Offered
- Storage Virtualization Brands Currently and Planned to be Offered
- Desktop as a Service Brands Currently and Planned to be Offered
- Preferred Server Virtualization Vendors and OS for Cloud Infrastructure
- Partner Attitudes: Potential Growth Opportunities of Emerging Solutions
- Fastest Growing Solutions and Solution Partners are Most Likely to Lead With
- Attachment of On-Premise Solutions to Cloud Deals
- Remotely Managed IT Services Offered by Cloud Partners
- Top Remote Monitoring and Management (RMM) Platforms Used by Partners
- Professional Service Automation (PSA) Platforms Offered
- Preferred Professional Service Automation (PSA) Platforms
- IT Service and Support Model Offered
- Packaged/Subscription Based Service and Support Offered by Vendor
- Stages and Solutions Requiring Service and Support
- Partner Participation in Professional Communities

VII. Profitability and Hosting Models
- Profitability and Hosting Summary
- Profitability of Cloud Business Models
- Preferred Method for Hosting Cloud Applications
- Preferred Method for Hosting Cloud Infrastructure
- Public vs. Private vs. Hybrid Models Offered by Cloud Partners
- Partner Attitudes Towards Public and Hybrid Cloud Models
- Partner Aggressiveness in Pursuing Hybrid Cloud Opportunities
- Top Hosters Partnered With
- Inhibitors Impacting Ability to Offer Public Cloud
- Source of Future Revenues: Public vs. Private vs. Hybrid Models

VIII. Sales, Marketing and Compensation of Cloud Partners
- Sales, Marketing & Compensation Summary
- Most Effective Method of Selling Cloud Solutions
- Partner Sales and Marketing Overview
- Marketing and Branding Strategy to Drive Cloud Sales
- Frequency of Top Partner Marketing Activities
- ROI from Marketing Activities
- Third Party Support for Sales and Marketing Activities
- Top Cloud Brokers and Aggregators Partners Work With

IX. Mobility Overview
- Mobility Summary
- Tablets and Smartphone Overview
- Top Mobile Operating Systems Offered
- Primary Motivation for Offering Mobile Devices
- Partner Sales Model When Offering Smartphones
- Partner Sales Model When Offering Tablets
- Top Partner Priorities When Offering Mobile Solutions
- Mobile Applications Developed for Smartphones & Tablets
- Preferred Mobile Operating Systems Offered by Partners
- Partner Attitudes Towards Emerging Hybrid and Tablet PC Devices

X. Vendor Relationships
- Top Cloud Vendors Solutions Offered
- Top Cloud Vendors by Certification
- Vendor Satisfaction Levels
- Service and Support Partners Require from Vendors
- Top Distributors Partners Work With to Offer Cloud Solutions
- Partner Attitudes Towards Evolving Relationships With Distributors and Hosters

XI. Appendix

Note: Product cover images may vary from those shown
Note: Product cover images may vary from those shown


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