Application marketplaces are important, but businesses still prefer to buy from people, so the ability to enable multiple channels to sell your cloud services is also critical.
Supporting a channel of resellers can be demanding. By providing them with self-service access to the resources they need most, service providers will operate more efficiently and reseller support requirements are minimized.
Perhaps the most important channel partners are the traditional IT resellers. These resellers are transitioning to selling cloud services by leveraging their trusted advisor status with their long-time customers. They must have the ability to order and provision services on behalf of their customers directly and in real time. These same capabilities will also support a service provider’s own outside sales and telesales teams.
In our next blog post, we will drill into the fourth critical success factor: presenting a simplified customer experience.