Unrealistic expectations about what cloud computing can deliver often derail relationships between technology vendors and their channel partners, as well as between partners and their customers. The CompTIA Cloud / SaaS community debated how to overcome those obstacles during its meeting Monday at ChannelCon 2013, the premier education and training event for the IT channel.
Attendees agreed that setting realistic expectations that are understood and agreed to by both parties – whether vendor and partner or partner and customer – is essential. Channel partners participating in the meeting said that vendors need to understand that different levels of marketing support to sell cloud solutions are needed for different partners, depending on how they are selling cloud solutions and what they are selling. Likewise, levels of liability and responsibility for security in the cloud need to be clearly defined by both parties.
Cloud providers were also advised to set realistic expectations for their clients, especially when it comes to total cost of ownership. Several speakers noted that the cheapest solution on day one may not be the most cost effective in the long run.
One other piece of advice channel partners: It’s okay to say no to a client. Not every client is the right client for you.
Cloud / SaaS community leaders also spoke briefly on two ongoing projects now underway: The first is a cloud Trustmark aimed at vendors but designed to help solution providers. Vendors would be put through a rigorous process to prove the quality of their cloud deliverables. Channel partners would have a way to validate their cloud-based deliverable decisions. The second is new cloud sales education and training in areas such as financial planning, operations, solutions, marketing and sales.
