Is Partner Recruitment Different In The Cloud?

Spending on cloud sales is accelerating, thanks to the reduced costs, increased flexibility and mobility benefits that the cloud delivery system offers businesses of all sizes. In contrast to early industry predictions, customers still prefer to procure these solutions from their trusted solution providers. Yet many suppliers report that they are still struggling to drive sales of their cloud offerings through the channel. The solution is often to recruit new partners that are better prepared and qualified to address the unique requirements of a cloud practice.

Forrester has worked with many suppliers on recruiting cloud-ready partners; we have witnessed what works and what does not work. In this report, we identify the key activities suppliers should complete before initiating any recruitment effort and how each activity in the recruitment phase differs for recruiting cloud services partners.