The channel is being forced to rethink the landscape because of the pervasiveness of cloud computing.
But there are ways for resellers to make margins through cloud offerings, despite the preponderance of services that are available.
That’s according to Lisette Sens, head of channel at Zynstra. She was appointed to the role last week with the remit to sell products through the supply chain.
Sens said one way to attract businesses was through resellers educating SMBs about the benefits of cloud offerings. SMBs can save as much as 30%, she said, implementing desktop enterprise systems.
“This market is growing and should be taken seriously,” she told ChannelEye. “The SMB market is looking for trusted providers. We have done trials in the market and we’re working with Easynet.”
She said reselllers need to find their place in this changing landscape in order to maximise their margins.
“We want to show the SMB world that we really understand them and work with the channel to deliver,” she said.
