Get CompTIA’s Strategies for Cloud Service Success

  • Benelux Community Identifies Top 4 Technology Challenges

    by Bob Snyder, Editor-in-Chief, Channel Media Europe  | May 14, 2019
    CompTIA has launched an open, vendor-neutral community focused on the needs of the Benelux region, encompassing Belgium, the Netherlands and Luxembourg. The goal of this new community is to help businesses thrive in a time of unprecedented change.
    Full Story
  • CompTIA ChannelChangers: Inspiring the NextGen Community

    by Brian Sherman  | May 09, 2019
    Five years ago, CompTIA created the ChannelChangers award. The association bestows this honor on a select group of young professionals who are making their mark within member companies, have shown success or originality as entrepreneurs, or have positively impacted the industry in other ways.
    Full Story
  • The All New CompTIA Canadian Business Technology Community

    by Adam Proulx, Sr. Manager, Member Communities, CompTIA  | May 07, 2019
    With more than 1,100 individuals committed to promoting the expansion and growth of Canada’s $160 billion technology industry, the CompTIA Canadian Business Technology (CBT) Community helps businesses thrive through networking and thought leadership, as well as being a platform to connect with likeminded IT professionals experiencing similar challenges and opportunities.
    Full Story
  • Six Genius Sales Tips for People in the Business of Technology

    by CompTIA  | May 02, 2019
    This year’s UK Channel Community meeting, held in Manchester focused on how to build a better business. Alongside a packed agenda of keynote speeches and panel sessions that explored how this could be achieved, the Sales Genius Café brought together industry leaders to offer their advice for better sales.
    Full Story
  • CompTIA Advisory Councils Develop Standards, Solutions and Big Ideas for the Business of Tech

    by Michelle Lange  | April 30, 2019
    The mission of CompTIA’s Advisory Councils is to expand the association’s reach and relevance in emerging technologies and drive the adoption of innovative tech into mainstream business.
    Full Story
  • Why IT Needs to Keep an Eye on IoT

    by Matthew Stern  | April 25, 2019
    Smart devices for all applications are appearing more frequently in office environments. For businesses, this raises many new cybersecurity concerns. So how close are enterprises and SMBs to safely leveraging IoT? CompTIA’s 2019 Trends in Internet of Things gives guidance on where we are and need to be.
    Full Story
  • A Vision of Hope: Victor Johnston

    by Daniel Margolis  | April 25, 2019
    Read about how CompTIA’s 2018 Member of the Year, Inspired Business Innovations President Victor Johnston, pays IT forward. Then, nominate yourself or a deserving peer for the prestigious 2019 Member of the Year award, and like Victor, you could be featured in the next edition of CompTIA World Magazine! The application deadline is May 15. Apply today!
    Full Story
  • Where Are We With AR/VR? Trends You Should Know

    by Matthew Stern  | April 22, 2019
    Augmented Reality (AR) and Virtual Reality (VR) are technologies that are not only getting more sophisticated, but may soon be finding their way into regular usage in office environments and other professional settings. What does that mean for businesses? Here’s a look at what might be on the way.
    Full Story
  • The Future Looks Bright for Forward-Thinking IT Services Professionals

    by Brian Sherman  | April 16, 2019
    While many IT services professionals remain focused on infrastructure and closely related applications to support their clients, the emerging technologies are opening the imaginations ̶ and checkbooks ̶ of adventurous entrepreneurs. Based on current trends detailed in the CompTIA IT Industry Outlook 2019, the business case for these emerging solutions is quickly shifting from the speculative stage to one with real interest and revenue opportunities.
    Full Story
  • Need Tech? Call Your Accountant

    by Carolyn April  | April 03, 2019
    CompTIA research finds professional services firms getting into the tech-influencer game.
    Full Story
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There’s no denying it: cloud is growing. IBM just announced an aggressive expansion of its cloud services, and TheInfoPro’s “Wave 5 Cloud Computing Study” predicts a 36 percent compound annual growth rate for cloud into 2016, according to Forbes. Moreover, 69 percent of enterprises with cloud budgets in 2013 are expecting to increase them in 2014. These expanding market projections also mean expanding budgets for cloud computing, so if you’re not in the game already, you ought to get involved. And if you’re already playing, make sure you’re investing your resources effectively.

While the unique new business models springing up around the cloud can pose challenges, CompTIA can help you navigate them with these four strategies for success.

Strategy 1: Define Your Business Model — and Stick to it

While it’s tempting to try to be all things to all clients, it is important to start off with a clear focus on what role your business will play. To do that, you must understand the potential business models. CompTIA has defined three approaches an IT channel business might take when evaluating how best to provide cloud services. Make the choice to be one of the following:

  • Cloud designers and builders act as both a trusted source of information and a builder of tech infrastructure. In this approach, you will help end-users determine their cloud needs, walk them through the myriad options available, strategize migrations to cloud-based architecture, and coordinate the relationships between internal IT and external cloud services. 
  • Cloud resellers, also known as cloud brokers and cloud agents, add value to existing cloud packages, or white-label and rebrand services, generating sales based on a recurring revenue model.
  • Cloud services providers have their own cloud infrastructure and provide access to those services, plus monitoring and metering.

Once you’ve decided what kind of services to provide, you can make that clear to the client and move forward with appropriate expectations.

Strategy 2: Set Yourself Apart from the Competition

Find a unique area of need that can be met by your cloud-delivered services and distinguish yourself from other players in the channel. Keep an eye on the evolution of cloud technology and the future of the industry so you can advantageously position yourself to be the first to assist a new client base.

Strategy 3: Hire and Train Appropriately

Cloud computing requires specific expertise, especially when you consider all the ways internal IT infrastructure can interact with cloud-based resources. Make sure, through appropriate hiring and training, that your staff has a working knowledge of how disparate systems interact with one another. Make sure they speak the language of cloud, too, so they can communicate clearly and effectively.

Strategy 4: Act as a Trusted Adviser

When it comes down to it, your value is in your expertise. Regardless of the kind of cloud services you sell, you want your business to give your clients the information they need. Ask the right questions. Look at a client’s existing IT infrastructure and evaluate what can be moved, in part or in whole, to the cloud, and provide a roadmap of how that migration will occur. You want clients to feel comfortable and confident with your command of the complex world of cloud computing as you lead them through big decisions with big potential payoffs.

According to Forbes’ cited study, 37 percent of the folks who struggle to get value out of cloud computing investments report a lack of clarity in organization and budget. Fifteen percent say it’s a lack of trust, visibility and reliability. If your business provides the clarity and builds the trust that some find missing in potential cloud computing endeavors, you can succeed in this burgeoning area of the IT channel.

To learn more about CompTIA’s resources for success with cloud services, visit our Quick Start Guide to Accelerating Your Cloud Business. If you want to take your cloud knowledge to the next level, explore our CompTIA Cloud Essentials and CompTIA Cloud+ certifications.

Matthew Stern is a freelance writer based in Chicago.

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