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simon - March 1st, 2011
 

Microsoft has launched its largest-ever ad campaign targeting businesses, touting “Cloud Power” and its benefits over traditional server-based computing. The ads, which include TV, Internet, print, and outdoor ads, feature the line “cloud power” and brings the terminology into the mainstream, with actors portraying different types of customers and offering various takes on what products like Windows [...]

 
simon - February 14th, 2011
 

…they also need a big helping hand to align them and the right programmes and incentives to get them on board.
Cisco seem to be ahead of the other big traditional vendors when it comes to creating a profitable and meaningful cloud opportunity for their channel partners across the board. They have just announced the launch of [...]

 
simon - February 10th, 2011
 

With the gaudy images from TV series “my big fat gypsy wedding” still flashing bright in our minds there is another big marriage on the horizon; cloud computing and mobility! Mobile devices will become the primary means of accessing a company’s cloud applications – just as they’ve now become the the most common means of accessing [...]

 
simon - February 10th, 2011
 

According to research from distributor Computerlinks, 22 per cent of UK end users are already using cloud with a further 38 per cent actively evaluating its benefits. However less than half of all UK resellers are currently providing these services…

 



Simon - The channel finds a new direction

With the growth curve for cloud computing practically vertical and set to remain so in 2011, what will happen to the traditional channel sales model?

There are significant channel players who fear they will lose out from the growing demand for cloud solutions. However, the reverse may be true, despite the disappearance of the traditional supply chain. The fact is that cloud computing will create new service-led opportunities for the channel to generate income and help retain their existing customer base. However, change will be necessary and vendors will have to help their partners migrate to a new business model. They’ll need to provide cross-selling and up-selling education and collateral.

Services-to-product-resale revenue ratios for partners will go up in line with the increasing number of cloud computing solutions on offer as partners become less involved in architectural design and implementation and more with managed services consultancy and support contracts.

In this unfamiliar world, channel partners will require new tools and certification programs. Vendor cloud objectives will need to be translated into profitable and relevant propositions on which they can thrive. They’re going to need a lot of reassurance. Are you ready to help them?

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