Article

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

by Rob Curls
Solutions Consultant, Concerto Cloud Services,

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?"  ...

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About Rob Curls

As a Solutions Consultant for Concerto Cloud Services, my primary focus is educating customers on technologies that are available and designing solutions that will achieve their strategic objectives. With a focus on cloud solutions, my responsibilities include architecting complex workloads utilizing best of bread technology and service providers, developing and presenting in person and online presentations and demonstrations with customers and industry experts, as well as working with our team to ensure we stay on the cutting edge as a cloud service provider.

With more than 14 years of technology experience, I have a diverse background which has enabled me to work in challenging industries such as Healthcare, Professional Services, and Defense. I've consulted organizations ranging in size from small start ups to large globally dispersed organizations, and I'd love the opportunity to sit down and discuss your needs.

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