Amazon Consulting today released the findings of its exclusive new channel research study which analyzes the tier-one, telecom-focused service provider as an indirect channel for IT and cloud services. As managed services, outsourcing and cloud services gain broad market acceptance, IT vendors are challenged with which types of partners are best suited to represent them; telecom carriers, managed services providers, traditional VARs and systems integrators, or a combination of these partner types.
This study focuses on the evolving business model and services make-up of the national and global service providers. Once considered a sell-to customer model, the large telecom carriers now provide the most compelling infrastructure and go-to-market business model for providing a wide range of IT-as-a-service offerings. The study also reviews the unique requirements of these large providers and what other on-premise or outsourcing channel partners they’re putting at risk. This research includes a free executive summary for public consumption and two in-depth research reports free to members of Amazon Consulting’s Partner G2 market intelligence subscription service.
“It’s a tumultuous time in the IT channel as solution providers try to establish market differentiation and build their next generation revenue and profit streams,” said Beth Vanni, VP of Amazon Consulting. “As larger telecom service providers experiment with IT services and the cloud, they will have their challenges and growing pains. However, they have the potential to be one of the most powerful channels in driving broad market adoption of cloud services. It’s just a matter of whether they will invest fast enough for the IT vendors’ appetites.”
Through the research, the service providers interviewed agreed two things are critical for their long-term success in IT services: leveraging the skills of traditional IT integrators to help customers migrate from on-premise to hybrid or cloud services; and developing a robust professional services offering to assess and deliver cloud solutions, especially hybrid offerings.
Full results from this study are included in a comprehensive two-part research report, available to subscribers of Amazon Consulting’s PartnerG2 market intelligence service. A free Executive Summary of research findings can be found at Amazon Consulting’s Online Resource.