Nan Boden, head of global technology partners at Google’s Cloud division, said solution providers need to pull their socks up and get new skills and services. She said more customers wanted to target digital transformation for their businesses and there were new consumption models and buyers who wanted a part of the lucrative cloud economy.
Talking at the NextGen Cloud event, Boden said that industry models will be based less on products and more on services.
“This is putting pressure on partners to provide services to customers. It requires a different motion and skill set that is not optional, and we’re seeing successful channel partners get ahead of that.”
She added that punters were demanding faster time-to-value, minimal up-front commitment, and increased flexibility and scalability for their businesses, requiring solution providers to move away from a sales and marketing reseller model to a more value-added services model.
This includes offering managed services and even packaged IP technology solutions to solve customer needs, she said.
“We’re seeing partners using machine learning, the cloud and analytics together in ways that are transforming industries. We believe that if you invest in innovations for your line-of-business customers, that will pay off.”