Fast-Tracking Channel Demand For Cloud Solutions

Suppliers moving from on-premises to cloud solutions must adjust their programs for creating demand through channel partners. Cloud solutions represent a new paradigm for most channel customers, requiring partners to loosen the status quo and convince customers to change. When delivering solutions through the cloud, suppliers should allow partners to market complementary services.

Suppliers shifting from on-premises technology offerings to cloud-based solutions must change the marketing guidance and resources they provide to their partners. Based on partners’ readiness to market and sell cloud-based solutions, channel marketers must make the right adjustments in order to sustain the momentum of partner-led demand (see The Forrester Fast-Tracking Channel Demand Model). In this report, we describe four areas of change that should be considered when creating demand through partners for cloud-based solutions.