Grounded in the Cloud
Showing results for 
Search instead for 
Did you mean: 

Show me the money in cloud!



With the rising adoption of cloud computing technology, the market demand for infrastructure products that run most traditional datacenters is rapidly declining. Many IT organizations are buying fewer traditional servers, storage devices and networking hardware. So if you are in the business of producing, distributing, selling, installing and supporting these traditional hardware components you might have already seen your core customer base and revenue shrinking.

Read this blog that illustrates how cloud is disrupting the channel.


The money is in enabling customers to deliver business outcomes

Organizations are investing in technology solutions to help them deliver desired business outcomes and engage their customers better. Business executives such as CMO and LOB managers are increasingly spending their budget on IT services to help them advance their business strategies. Think business outcomes first.

Expertise in hardware and software is not enough to meet your customers’ needs in this idea economy. You need to understand your customers’ businesses, their strategic initiatives, operating process and executive performance metrics. You need to help customers understand how cloud solutions can turn ideas into business outcomes, lower costs, make their organizations run faster, and create competitive advantage.

Organizations are investing in technology solutions to help them deliver desired business outcomes and engage their customers better.   Don’t think cloud technology first. Think business outcomes first.


The money is in private and hybrid cloud

Careful consideration of business outcomes is behind the uptake of hybrid IT environments where private and public clouds are used for different purposes. Mark Potts, CTO of HPE Helion, talked about the future of hybrid clouds in this video. The key for organizations with complex demands from their business stakeholders is to find the right mix of private cloud, public cloud and traditional IT to host their applications and data based on performance, availability, security and cost requirements.

Customers need help building and managing private clouds, as well as providing a consistent set of management and security practices across the hybrid environment. Specifically, customers need help in:

  • building a service-oriented model to serve their internal or external customers.
  • managing services, not servers.
  • ensuring critical information is properly secured and complies with regulatory requirements.
  • reducing complexity with a single set of tools and processes to manage multiple clouds.
  • training their sales and technical people on the new world of cloud.

As you can see, there is so much that organizations cannot do on their own. They will need trusted partners with the proper expertise to fill their gap.


Don’t do it alone

Winning in this new era will require different players working together. No single company can take on the task of building all the capabilities required to deliver what customers want. This is a Lego economy where you can evaluate partners to choose the ones that complement your strengths, and then you have the flexibility to modularly fit them together as you see fit to build your cloud business. Your business becomes better and more formidable since you can focus on your core strengths, while growing faster than you could if you had to develop the expertise that your partners can bring to the table.  

Value-added resellers have great relationships with IT departments, but often have trouble selling effectively to decision-makers. They want to provide high margin solutions and services to make up for the declining resell revenue. Independent software vendors are quickly embracing the cloud with subscription-based SaaS but they don’t have the geographic reach and network to sell the applications. They need service providers to host and deliver their applications. Service Providers need to differentiate themselves in an increasingly crowded market with unique applications and services.

The truth is they need each other. By working together, they collectively become stronger than the sum of their individual strengths.

Just about every major IT vendor has their own partner program and network. So how do you choose an ecosystem of partners that give you that flexibility and complementary partners? Look at the choice of technology platforms, types of software and services available, financing, training programs, joint go-to-market opportunity and monetization model. If the ecosystem does not offer the partnership and benefits to help drive incremental revenue, it’s not the right one for you.

0 Kudos
About the Author


cloud SaaS hybrid IT

Jan 30-31, 2018
Expert Days - 2018
Visit this forum and get the schedules for online HPE Expert Days where you can talk to HPE product experts, R&D and support team members and get answ...
Read more
See posts for dates
HPE Webinars - 2018
Find out about this year's live broadcasts and on-demand webinars.
Read more
View all