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6 opportunities for enterprise channels in 2013

Channelworld India staff | May 2, 2013
Here are the six opportunities that solution providers should consider to grow business and stay profitable.

Kolkata-based Parth Technocomm concurs with the need for a focused approach. With nearly 65 percent of its clients coming from the SMB sector, Parth is focusing on storage and networking solutions.

"We plan to put a datacenter up by end of June this year. This should help address a larger SMB audience than we used to," says Tejas Mehta, director, Parth Technocomm.

BB Professionals is planning to take a mix of cloud and on-premise hardware solutions to the market soon. These solutions present a profitable business opportunity for partners. Most SMBs currently require only basic IT infrastructure. But, the future will see a marked change. How well the solution providers deliver to SMBs now will define how well they can leverage larger opportunities tomorrow.

The Cloud Unlimited

The Opportunities: If you believe that the momentum around cloud has run its course, then you are wrong. Smaller, under-served markets and advanced technologies offer big opportunities.

Cloud opportunities beckon the solution provider fraternity in 2013. Partners are slowly, but surely moving out of the wait-and-watch mode and trying to grab a slice of the pie.

In India, a quick look suggests that the mid-market is still nascent, but ready to go cloud in a big way. Cloud computing is entering the next phase of its evolution, one in which businesses move beyond relatively simple SaaS applications and hybrid hosted infrastructure. Enterprises will soon call on solution providers to select, deploy, provision, and move applications around different cloud hosting providers.

As confidence in the cloud grows, so does a customer's appetite for more advanced services and applications. This trend will also be driven by more companies switching to opex models. Businesses will no longer be satisfied with hosted e-mail or cloud-based backup--they will want high-end supply chain management, business analytics, and CRM in the cloud.

In order to make the best of this opportunity, the majority of the solution providers who are currently cloud amateurs themselves, will need to plan the outlines their structure, operations, value proposition, and goals. In the present cloud-era, in which IP is still very fluid, Indian solution providers who invest into product development and marketing will fare well. They will need to develop organizations with independent engineering, research, product development, and consultative sales competencies. It's not wrong to say that management will become the focal point by which transformation happens and succeeds.

"In the cloud-era, solution providers will have to focus on business plans to ensure they remain focused on business expansion and value delivery," says Tirthankar Sen, senior analyst-Partners and Ecosystems, Forrester Research.

Dynacons Solutions is adding value by sensitizing customers about the long- and short-term fallouts of the cloud, and what will be the right fit and mix for them. "A strong ROI case has to be established for cloud to succeed," says Dharmesh Anjaria, director, Dynacons Solutions. "While the cloud is a fantastic opportunity, we are still encouraging customers to do their virtualization bit thoroughly before they march aggressively into the cloud space."


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