Tag: intY

Reseller cloud skills thin on the ground

Every silver has a cloudy liningResellers peddling cloud services are finding it hard to get skilled staff.

Beancounters at intY at its recent CloudFest event found that 51 percent of resellers  felt that they had been given a competitive edge by selling cloud services. But a third said there was a lack of skilled staff to help support sales of cloud solutions . Another third admitted they did not have enough people on the ground to support their sales plans.

intY COO Craig Joseph said: ” The lack of skills in both sales and support of cloud services presents a double threat. Resellers who can’t offer a convincing and seamless cloud solution to their customer’s risk being forced out of the marketplace completely, and missing out on the potentially huge revenue streams to come from cloud computing. We believe that it is our duty as a value add distributor to help our resellers upskill their staff and give them the tools they need to succeed in the market.”

The result findings are confirming what even big players like Cisco are noticing. While everyone and their dog wants to have a cloud compontent to their business there are too few people out there who know what one really is and how to build it for customers.

Minty intY starts channel drive

cloud 1SaaS firm intY claimed that it has forged a “historic agreement” with the mighty Microsoft related to Office 365. SaaS stands for software as a service.

It will offer what it dubs a recurring revenue resale model to its high volume partners.  That means, said intY that its partners can resell rather than just recommend Office 365 – meaning better margins and the ability to sell more services.

Chris Baldock, the chief executive officer of intT, said its major partners had problems with the referral only model. One sticking point was Microsoft’s billing relationship that prevented complementary services being offered by the channel on one invoice.

“This agreement puts our larger channel partners firmly back in the driving seat. They become a reseller with margin and value add.”

Customer adoption, added Baldock, is pretty much reliant on channel partners for migration, support and integration.

So the firm is adding Office 365 for resale in its CASCADE mix.