The Cloud and The Channel: The Case for a CSP in Your Channel Business Model

Microsoft and other technology titans have been nudging their customers to the cloud for quite some time.  Along with a record number of organizations adopting cloud solutions within the Microsoft Dynamics community, competitive solutions are now selling ‘cloud-first' in many cases.  The world is going to the cloud and the adoption trend isn't slowing.

As fast as the ecosystem is moving though, many independent software vendors (ISVs) in the channel are finding it challenging to keep up with the pace.  As evidenced by development calendars like this one published by GPUG, many critical horizontal and industry applications for Dynamics are far from releasing web-enabled products to support the cloud-based deployments that customers and prospects are looking for.  This delay has stifled the adoption the new Dynamics ERP web clients and threatens to further increase the distance between ISVs schedules and the accelerated development life cycles of Microsoft product teams.

At a time like this, when there is tension between the product development roadmaps of different organizations, a Cloud Solution Provider (CSP) can help fill the gaps in your current channel business model. By working with a CSP, you may be able to cloud enable your existing solutions to help meet customer demand at a rapid pace. Below, you'll find key scenarios in which a CSP can add value and complement your current channel model:   

1. When Your Customers Need Strong Cloud Expertise:

When you are selling entirely through a channel, it's easy to say "I sell everything through the channel, why do I need to offer my solution in the cloud?"  The truth is, not all Value Added ...