carloscastilla - Fotolia

Report finds finds majority of resellers are growing

As more and more resellers make the transition to cloud, a new report from Pulsant finds that the vast majority are already reaping the benefits

New research suggests that the channel is weathering current economic uncertainty by taking full advantage of the benefits that cloud brings.

The research, conducted by independent B2B survey company Censuswide on behalf of hybrid cloud specialist Pulsant, found that 97% of survey respondents experienced growth in the last 12 months.

The firm polled 104 IT resellers in different size organisations, across various industries. Respondents attributed their growth to multiple factors, including new talent (63%), incorporating SaaS or cloud into their product offering (47%), working with a cloud services provider, and marketing initiatives (37%).

However, there was some friction for resellers transitioning to SaaS or cloud providers. Service delivery was cited the most common obstacle (33%), followed by adjusting to a new business model (20%) and difficulty in finding the right cloud provider (12%).

Partnerships proved to be the common bond, with almost two-thirds of respondents said they were working with partners in order to add additional value to their products and services.

“There’s absolutely no doubt that cloud has changed the way that we do business and is becoming a dominant market force,” said Chris Roberts, channel director at Pulsant. “The channel has been transitioning over the past few years, adapting to the changes that cloud has brought, so this level of positive growth reflected in the research is a powerful indication of the strength of the market.”

Roberts said that while the survey painted a positive picture of resellers making the transition, there were still many concerns, particularly around lack of training and skills. 

“Interestingly, those surveyed said they believed that they had the requisite sales skills to succeed, which demonstrates the varying needs and attitudes of these companies. It also points to the value that working with the right cloud partner can bring to operations,” he concluded.


Read more on Channel Business Management