Over 90% of SMB revenues are driven through the Partner channel. A critical ecosystem for the IT industry, it is important to understand the profile of solutions provided, the business models used, vendor satisfaction ratings, as well as the total addressable market size and opportunity and competitive intelligence. This practice provides deep insights into the channel ecosystem to drive maximum impact through the partner channel to end customers.
Driven by survey data, the Channel Partners Market Trends and Opportunity Assessment practice provides deep understanding of the partner ecosystem and opportunity.
Partner Competency Report
This analysis benchmarks successful partners against other partners to gain insights on market size, business characteristics and skill-sets of key competencies including:
- Business Analytic Partners
- Unified Communication and Collaboration Partners
- Mobility Partners
- Converged Infrastructure Partners
- Business Process Automation Partners
Partner Capacity Planning Tool
An interactive model that provides US SMB Channel Partner market sizing intelligence by:
- Regions: Northeast, South, West, and Midwest
- Type of on-premise solutions offered
- Type of cloud solutions offered
- Business Model of partners
- Type of vendors they work with
- Vendor Certification
As the small and medium business demand for cloud services continues to accelerate, vendors are finding it increasingly challenging to support their partners in the migration to a cloud based business model. To this end, AMI is introducing its Partner Transformation and Enablement Program. This program will provide vendors' partners with an actionable blueprint and go-to-market resources to be successful in selling cloud and hosted solutions to their target SMB customers.
The objective of the program is to deliver unique and focused strategic guidance to channel partners to enable them to successfully transition from traditional “resellers” to more fully transformed cloud based “service providers”.
Almost two-thirds of all channel partners provide some type of cloud-based services to SMB customers. Yet only a small proportion of these partners have been successful in transforming into a cloud service provider. The study highlights the skill sets, competencies, investments, business model, and sales & marketing tools that are required to successfully migrate to the cloud. Partners are segmented in order to provide a benchmark to evaluate key factors to success.
The "Cloud" Channel Partner practice explores the dynamics surrounding Partners selling hosted solutions. Two syndicated reports are available in multiple countries.
SMB Cloud Partner Transformation
A groundbreaking study that provides in-depth analysis and intelligence on today’s SMB Cloud Partner ecosystem including competencies and best practices to enable partners to make-over their cloud business into high-value cloud partners.
- Market Opportunity and Growth
- Competencies and Business Transformation Practices Employed
- Competitive Analysis
- Key Cloud Solutions Offered, Deal Size, Revenue and Margins That Partners Derive
- Cloud Marketing, Sales and Remuneration Strategy
- Mobility Offerings
SMB Cloud Partner Benchmarking and Metrics Guide
Segmentation of cloud-ready partners to provide a prescriptive guide to recruit successful cloud partners and generate strong ROI.
- Segmentation Analysis
- Benchmarking and Profiling of Successful Cloud Partners
- Identification of KPIs
- Optimum Strategy Guidance to Target, Recruit and Engage Cloud Partners
Access to enterprise-grade applications, burgeoning usage of mobile devices, and the need for scalability and cost savings have all underscored the benefits of using the cloud for U.S. SMBs. As they alter the way they use IT, SMBs are also changing the way they purchase IT. Hosters are quickly becoming the route to market of choice when it comes to cloud solutions. AMI's U.S. SMB Hosters Playbook study provides a comprehensive understanding of the segmented U.S. SMB cloud market, purchase behaviors, solutions usage/interest, and what are the most effective bundling opportunities for hosters looking to sell solutions to SMBs.
For over 20 years, AMI has tracked the SMB channel partners with annual end-user surveys in order to provide the most complete view of the channel partner ecosystem.
As Cloud vendors continue to set their sights downstream at 6+ million U.S. SMBs, there remain significant challenges in effectively reaching this market. Hosters are well positioned to address these challenges by leveraging their SMB customer bases and foundation of relevant, online solutions. Their success will largely hinge on their ability to identify and engage high-value SMB segments, and implement effective downstream sales and marketing strategies. This report provides an assessment of the Cloud opportunity for Hosters and a playbook for targeting SMBs.