2011-12 US Cloud Partner Benchmarking Report


May 1, 2012
SKU: BDHQ3944098
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Countries covered: United States

AMI has segmented the partner market to compare and differentiate between those partners who have been successful in transforming their business to a cloud model with those who are in the process of doing so, or have yet to do so.

The cloud partner ecosystem can be broken out into three key segments: high-value partners who have transformed their business, partners who are in the process of transforming, and laggards who have yet to embrace the cloud.

This report will provide insights into how the cloud partner market can be segmented and will provide a comparison across the three partner types to identify key differences in cloud partner behavior.

By using this guide, vendors will be able to understand where their partners lag behind cloud-transformed partners and what steps they must take to transition to the next level.


Cloud Partner Transformation Segmentation
Executive Summary – Report Objectives
Executive Summary – Attributes Defining Stage of Cloud Transformation
Firmographic Comparison of Cloud Partners
Summary of Cloud Partners
Strategic Initiatives of Cloud Transformed Partners
Key Strategic Initiatives Taken by Cloud Transformed Partners
1. Partners Have Invested Internally to Enhance Cloud Expertise
2. Established Strong Cloud Infrastructure and Perception
3. Developed Proactive Marketing Strategies to Engage Clients
Firmographics
Firmographic Comparison of Cloud Partners
Cloud Partner Business Type
Solution Overview
Basic SaaS Solutions Offered by Cloud Partners
Advanced SaaS Solutions Offered by Cloud Partners
Remotely Managed IT Services Offered by Cloud Partners
Public vs. Private vs. Hybrid Solutions Offered by Cloud Partners
Key Drivers to Accelerate End-User Cloud Adoption
Business Transformation
Cloud Competency Overview
Critical Investments Necessary to Drive Cloud Sales
Cloud Business Transformation Steps Taken
Cloud Business and Delivery Model
Sources of Cloud Revenue
Hosting Model Deployed by Type of Cloud Partners
Pricing Model Preferred by Type of Cloud Partners
Sales and Marketing
Key Marketing Activities and Number of Sales Representatives
Compensating Staff and Marketing & Branding Strategy to Drive Sales of Cloud Solutions
Vendor Alliance and Support
Top Cloud Vendors Solutions Offered and Top Cloud Vendors by Certification
Service and Support Partners Require from Vendors
Mobility Overview
Mobility Overview
Appendix
Comparison of Cloud Partners by Transformation Stage
Top SaaS Applications Currently Offered by Partners
Top SaaS Applications Planned to be Offered by Partners
Hosted UC and Collaboration Offered by Cloud Partners
IaaS Offered by Cloud Partners
Cloud Profit Margins
Relationship with Telcos and Cable Companies
Metric 3: Dedicated Cloud Promotional Activities (15 pts.)
Metric 3: Dedicated Cloud Promotional Activities (15 pts.)
Metric 4: Cloud Dedicated Sales Staff (12 pts.)
Metric 4: Cloud Dedicated Sales Staff (12 pts.)
Metric 5: Marketing Funds Dedicated to Cloud (9 pts.)
Metric 5: Marketing Funds Dedicated to Cloud (9 pts.)
Metric 6: Proportion of Revenue From Cloud (6 pts.)
Metric 6: Proportion of Revenue From Cloud (6 pts.)
Metric 7: Flexibility of Cloud Models Offered (6 pts.)
Metric 7: Flexibility of Cloud Models Offered (6 pts.)
Distribution of Cloud Partners Across Key Metrics
Scoring Criteria Overview
Appendix
Comparison of Cloud Partners by Transformation Stage
Basic SaaS Solutions Offered by Cloud Partners
Advanced SaaS Solutions Offered by Cloud Partners
Hosted UC and Collaboration Offered by Cloud Partners
Cloud Profit Margins
Relationship with Telcos and Cable Companies
How Cloud Partners are Currently Compensated by Vendors for the Cloud Solutions they Sell
Contact Information

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