2011-12 U.S. Cloud Partner Transformation Report
AMI Partners, December 2011, Pages: 126
A groundbreaking study that provides in-depth analysis and intelligence on today’s SMB Cloud Partner ecosystem, including competencies and best practices that enable partners to transform their cloud business.
Today, almost two thirds of all channel partners provide some type of cloud-based services to SMB customers. Yet only a small proportion of these partners have been successful in transforming into a cloud service provider. The study highlights the skill sets, competencies, investments, business model, sales & marketing tools, etc., that are required to successfully transform and migrate a partner to the cloud. It also segments and profiles partners by their success and value in providing various cloud services.
All types of cloud partners were surveyed for this study including cloud resellers, cloud application providers, cloud infrastructure providers, MSPs, cloud consultants, etc. Key issues addressed in the report include:
- Market opportunity and growth of all types of cloud partners
- Competencies and business Transformation practices employed by traditional partners to successfully migrate to the cloud partner
- Competitive analysis of top cloud vendors
- Key cloud solutions offered along with deal size, revenue and margins that partners derive
- Cloud marketing, sales and remuneration strategy of partners
- Mobility offerings
Executive Summary
Executive Summary – Report Overview
Cloud Transformation Process for Partners
Executive Summary – Attributes Defining Stage of Cloud Transformation
Overview: 3 Cloud Partner Segments
Summary of Cloud Partner Segments’ Characteristics
Comparison of Cloud Partners by Transformation Stage
Market Size and Forecast of Cloud Partners
Size of Partner Universe
Growth in SMB Cloud Partner Universe
Breakout of SMB Cloud Partners Revenue by Business Model
Number of Cloud Partners by Key Applications Offered
Total Revenue Breakout by On-Premise vs. Cloud
Business Characteristics of Cloud Partners
Business Characteristics Summary
SMB Cloud Partner Revenue and Growth
SMB Cloud Partner Workforce Overview
Customer Profile of SMB Cloud Partners
Age of Business and Years Offering Cloud
Top Verticals Served among SMB Cloud Partners
Top 3 Verticals Served by Type of Cloud Partner
Cloud Solutions Overview
Top SaaS and IaaS Solutions Offered – Summary
Basic SaaS Solutions Offered by Cloud Partners
Advanced SaaS Solutions Offered by Cloud Partners
Hosted UC and Collaboration Offered by Cloud Partners
Remotely Managed IT Services Offered by Cloud Partners
IaaS Offered by Cloud Partners
Public vs. Private vs. Hybrid Solutions Offered by Cloud Partners
Market Share and Awareness of Bundled SaaS Solutions by Key Vendors
Comparison of Cloud Partners by Brand of Productivity Suites Offered
Business Transformation
Cloud Competency Overview
Steps Taken to Transform Cloud Business by Cloud Transformed Partners
Key Investments to Drive Cloud Sales Among all Cloud Partners
Deal Size
Business Transformation Summary
SaaS Solutions Deal Size Overview
Seat Uptake after Initial Sale
Key Drivers to Accelerate End-User Cloud Adoption
Business Models
Source of Cloud Revenue
Cloud Profit Margins
Pricing Model Preferred by Type of Cloud Partners
Hosting Model Deployed by Type of Cloud Partners
Sales, Marketing and Compensation of Cloud Partners
Sales, Marketing & Compensation Summary
Preferred Method of Selling Cloud Solutions
Cloud Competency Overview
Steps Taken to Transform Cloud Business by Cloud Transformed Partners
Key Investments to Drive Cloud Sales Among all Cloud Partners
Marketing and Branding Strategy to Drive Sales of Cloud Solutions
Cloud Partner Compensation Structure
How Cloud Partners Compensate Their Cloud Sales Reps
Vendor Relationships
Top Cloud Vendors Solutions Offered
Top Cloud Vendors by Certification
Vendor Satisfaction Levels
Service and Support Partners Require from Vendors
Relationship with Telcos and Cable Companies
High Level Profile of Cloud Partner Types
Business Characteristics by Type of Cloud Partner
Partners Market Sizing: Cloud Resellers
Partners Business Characteristics: Cloud Resellers
Partners Market Sizing: Cloud Application Providers
Partners Business Characteristics: Cloud Application Providers
Partners Market Sizing: Cloud Infrastructure Providers
Partners Business Characteristics: Cloud Infrastructure Providers
Partners Market Sizing: MSPs & SPs
Partners Business Characteristics: MSPs & SPs
Mobility Overview
Mobility Summary
Tablet PC Overview
Smartphone Overview
Type of Mobile Applications Provided
Software Applications for Mobile Devices
Top Mobile Operating Systems Offered
Appendix
Definitions
Methodology – Cloud Partner Overview and Cloud Benchmarking Metrics Study
Breakout of Partners by Customers they Serve
Business Characteristics
Business Transformation And Competencies For Cloud Offerings
Cloud Solution Offerings
Cloud Business And Delivery Model
Sales And Marketing
Vendor Alliance And Support
Mobility
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