• Resellers report lack of skills as biggest challenge to selling and delivering cloud services

        • New industry data from cloud distributor, intY, has revealed that resellers are struggling to upskill and provide the necessary tools needed to sell and deliver cloud solutions.

          The survey, taken at intY’s Cloud Fest conference, hosted in London in September, gathered the opinions of the UK’s most prominent resellers. It reported that 37 per cent of cloud resellers identified a lack of staff skills, to support the solutions, as one of the biggest challenges to selling and delivering cloud services, the highest rated opinion. In addition, 31 per cent of respondents rated not having enough staff, to sell cloud solutions, as one of their biggest challenges.

          Resellers are increasingly positioning towards a ‘cloud-first’ business model, moving away from their traditional markets of primarily hardware sales, backed up by the occasional software package. The survey reflects a growing recognition amongst resellers regarding the value that cloud services can offer, with 51 per cent agreeing that cloud services had given them a competitive edge in the market. However, without the requisite skills in their organisations, resellers risk missing out on the potential benefits that cloud services can offer them.

          Craig Joseph, COO at intY said, “resellers who can’t offer a convincing and seamless cloud solution to their customer’s risk being forced out of the marketplace completely, and missing out on the potentially huge revenue streams to come from cloud computing. For enterprises, the transition to cloud services is critical to enable them to take advantage of the operational efficiencies and potential for new product and application development that cloud technology offers. An enterprise that wants to succeed in the era of digital transformation must look to the most effective technology to help them do so, and it is increasingly clear that this will be the cloud.

          “We believe that it is our duty as a value add distributor to help our resellers upskill their staff and give them the tools they need to succeed in the market. We focus on providing thorough training programmes across our whole product range so that our resellers and partners can feel confident in, and able to support, the tools that they are offering their customers.”

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