Two Sides of the Cloud Innovation Coin

As new vendors expand and enhance their existing services, the pace of innovation, similarly, accelerates. The channel is also no stranger to this state of affairs, and partners scramble to adopt service solution portfolios. However, as the cloud diversifies, there is a by-product to this growth; the market becomes flooded with (potentially) unpolished and unnecessary solutions and services.

Salesforce.com, the anti-software company, released a a large amount of cloud services and products at Dreamforce '12. However, Michael Hickins in a Wall Street Journal CIO Report wrote that companies like Salesforce.com may be innovating and growing faster than necessary in the current climate. Furthermore, he states that this could be a bad thing.

It appears that Salesforce.com is attempting to engage their customers in multiple ways in the hope that something will take root. Furthermore, Hickins states that this comes as a result of Salesforce.com “reducing the overall effectiveness of its services [and] ...of each of those individual applications.” Certainly, Hickins' words should be heeded by channel partners, and CIOs need to be wary of the results of their investments in the cloud.

Examining the cloud will uncover creases which the channel will be able to smooth over, all the while aiding partner-led sales teams to anticipate the approach and appreciation C-level executives have of cloud service introductions. Put plainly, Hickins argues for the necessity of the channel.

Solution providers must take note of the new products and services offered by Salesforce.com. The channel can specialize, differentiate and provide consultative services as a result of the influx of new IP, and this in turn helps to create a custom cloud package. A large variety of services allows right-sized solutions, while at the same time maintaining a healthy competitive atmosphere within the marketplace.

Intermeida's newly developed Cloud Server is a platform which stands to show that additional level of flexibility and complexity. As there is much opportunity, it is also important to remember when and how the benefits should be reaped. Certainly, fast-paced innovation can outrun channel partners.

Training resources are offered by vendors and these should be utilized, but this requires time which is something that cloud solution providers may not have much of. The main difference between CIOs and channel partners is that partners require training in order to be successful, whereas a CIO may survive on superficial comprehension. However, the latest Gartner numbers show that the cloud services marketplace is set to double by 2016, and true cloud education and training is essential in order to succeed early and grow a business.

Building trust between the customer, cloud and channel can be ensured by understanding the customer, the problem and the solution; this will also result in the best implementation for both customer and partner.

As change is the only certainty, cloud plans that can prepare for sudden shifts in the landscape will outlast those that cannot. Partners and vendors need to be aware of this landscape and be able to adjust their strategies accordingly. (CY) Link