4th Annual Trends in Cloud Computing: IT Channel Impact
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The document summarizes findings from CompTIA's 4th Annual Trends in Cloud Computing report. It finds that the majority of IT channel firms see their cloud offerings having a positive revenue impact. Most channel partners expect their cloud revenue to grow over the next 12 months. Medium-sized channel firms are most likely to consider cloud activities like integration, provisioning and support as strategic. The top challenges for channel firms in adopting cloud are deciding on vendors and balancing needs of legacy businesses. Customer demand is driving channel partners' recommendations of cloud over on-premise solutions.
4th Annual Trends in Cloud Computing: IT Channel Impact
- 1. 4th Annual Trends in Cloud Computing: IT Channel Impact
- 2. IT Channel Firms See Positive Revenue Impact from Cloud Offerings Cloud vs. Established Products/Services Revenue Growth 22% 26% 50% Established growing fasterGrowing at same rateCloud growing faster Source: CompTIA’s 4th Annual Trends in Cloud Computing Base: 400 channel firms with cloud offerings Cloud vs. Established Products/Services Profit Margins 30% 21% 49% Established higherRoughly the same Cloud…
- 3. Channel Partner Cloud Growth Expectations 24% 35% 29% 12% <25% 25% - 49% 50% - 75% >75% 4% 56% 26% Flat, no change Grow modestly Grow significantly (15%+) Percentage of revenue from cloud sales in last 12 months among channel partners Cloud revenue growth expectations among channel partners over next 12 months Source: CompTIA’s 4th Annual Trends in Cloud Computing Base: 400 U.S. IT channel firms with cloud offerings
- 4. Challenges Channel Faced in Adopting Cloud 14% 14% 12% 12% 12% 12% 11% 43% 42% 44% 43% 42% 39% 40% 43% 44% 44% 45% 46% 49% 50% Deciding vendors to work with Initial startup costs Balancing needs of legacy business Determining business model Cash flow/financial considerations Optimizing cloud marketing/sales messaging Developing cloud tech/sales expertise Very Significan t Somewhat Significant Not Significant Source: CompTIA’s 4th Annual Trends in Cloud Computing Base: 400 U.S. IT channel firms with cloud offerings
- 5. Build Provide / Provision Enable / Integrate Manage / Support IaaS | PaaS | SaaS Public | Private | Hybrid Clouds Cloud Aggregation | Brokerage Services Procure HW + SW; add expertise to build cloud Resell White-label Hosting / Direct to customer Deployment Consulting | Advising | IT Solutions Integration Break/Fix Managed Services Customization / Development Architecture / Design Cloud Business Models Framework for the Channel BUILD: Typically procuring vendor- based hardware and software products to construct private and/or hybrid clouds for customers. Also, services such as consulting, architecture, configuration and related. PROVIDE/PROVISION: Typically reselling and provisioning IaaS offerings such as storage and compute capacity from Amazon Web Services or SaaS offerings such as Google Apps. Evaluating and aggregating various cloud services for customers. ENABLE/INTEGRATE: Typically providing integration and implementation services that may include tying a customer’s on-premises IT solutions to its cloud-based solutions or, customizing cloud-based solutions to fit a particular business need or vertical. MANAGE/SUPPORT: Typically providing the ongoing management and support of cloud-based services as project work or in a contractual, recurring revenue model. Adding , scaling or troubleshooting cloud services as needed.
- 6. 48% 49% 51% 61% 32% 34% 35% 27% Cloud Business Models Mature Build Provide/ Provision Manage/ Support 46% 54% Mature Somewhat Mature / Not That Mature Cloud Business Model Maturity Self-Assessment Cloud Business Model Involvement among Channel Partners 29% of channel partners report being “born in the cloud” Enable/Int egrate Currently provide Plan to provide
- 7. Strategic to Business Small (1-99 employees) Medium (100-499) Large (500+) Build 40% 56% 49% Provide/Provision 44% 58% 50% Enable/Integrate 49% 66% 50% Manage Support 55% 67% 55% Medium-Sized Channel Firms Most Likely to Consider Cloud Activities Across all Models Strategic Source: CompTIA’s 4th Annual Trends in Cloud Computing Base: 400 U.S. IT channel firms with cloud offerings 8 in 10 medium- size channel firms are involved with Enable/Integrate activities compared with just more than half of their smaller cohorts.
- 8. Of firms providing... 1st 2nd 3rd 4th Build 71% 15% 5% 9% Provide/Provision 30% 35% 29% 7% Enable/Integrate 32% 32% 25% 10% Manage Support 29% 34% 17% 20% Rank Order in Which Channel Firms Adopted One or More of the Various Cloud Business Models Source: CompTIA’s 4th Annual Trends in Cloud Computing Base: 400 U.S. IT channel firms with cloud offerings Among those channel firms providing services in all four cloud areas today, 64% started their cloud practice in a Build mode. But while Build is the most common starting point for cloud adoption, the Manage/Support bucket is the most prevalent among firms today.
- 9. 37 % 41 % 22 % Customer Demand for Cloud Solutions Customer Demand for Cloud Solutions Customer desire to reduce complexity Customer desire to increase mobile/remote access to company data Customer eyeing cost reductions or they are price sensitive Customer has business objectives best me with cloud solutions Ability to on-ramp and scale new features/services faster Customer has no in-house IT management Main Reasons to Recommend Cloud over On-premise Solutions Source: CompTIA’s 4th Annual Trends in Cloud Computing Base: 400 U.S. IT channel firms with cloud offerings Very High Demand High Demand 63% NET High Demand Somewhat High or Low Demand Rating of Demand from Channel Partner Perspective Channel partners with a cloud build practice or a provide/provision practice are most bullish on customer demand for cloud solutions.
- 10. Cloud and the Customer Relationship How Cloud has Impacted Customer Ties Customer demand outstripped capacity to deliver cloud solutions 1 2 3 Lost cloud sale to vendor, disty or other non-solution provider Lost a sale because customer asked for solution we don’t offer Negative Sales Outcomes with Customers 15% 26% 59% Generally weakened No change Generally strengthened Source: CompTIA’s 4th Annual Trends in Cloud Computing Base: 400 U.S. IT channel firms with cloud offerings Channel companies with a high degree of cloud maturity and involvement are more likely to report some type of negative customer outcome than channel partners with lower levels of cloud maturity.
- 11. Factors at Play in Choosing Cloud Vendor Partners 9% 11% 11% 11% 13% 11% 47% 44% 44% 42% 37% 39% 44% 46% 47% 48% 50% 52% Revenue/comp model provided Commitment to cloud Supports all four cloud busines models Vendor brand reputation Type/variety of cloud services offered Customer preference/demand Very Significan t Somewhat Significant Not Significant Source: CompTIA’s 4th Annual Trends in Cloud Computing Base: 400 U.S. IT channel firms with cloud offerings From perspective of channel partners with a cloud practice
- 12. Cloud Impact on Distribution Channel Firm Expectations for Distributor Relationship over Next 2 Years Distributors are serving as an aggregator of cloud services that solution provider can then resell 1 2 3 4 Distributors still figuring out where they fit in the cloud world Distributors playing a hosting role for cloud services in their data centers Distributors are competing against solution providers with their cloud offerings Channel Partner Perceptions of Role of Distributors in a Cloud World 5% 7% 37% 52% Don't know Expect decreasing involvement No change Expect increasing involvement with distributors Source: CompTIA’s 4th Annual Trends in Cloud Computing Base: 400 U.S. IT channel firms with cloud offerings
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