CLOUD
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research put it: “What customers value most in cloud services are skill capabilities. This gives them the confidence to focus on their business goals.” Developing and deploying these skills and capabilities could be the key to partner success in cloud in the coming years. FinOps frustration Leveraging cloud provider programmes to full effect is another major challenge for partners, with 56% of UK respondents highlighting this as one of the biggest barriers they face when advising their customers on cloud cost optimisation. Meanwhile 63% of partners in the UK admitted that they struggle to fully understand cloud pricing, with the complex nature of models making it hard to give customers certainty over costs. Richard Beeston, CTO at Digital Space, told us: “In some respects, the challenge is getting customers to see the value of investing in cost-saving measures. In others, it’s getting the right people within the customer base to say yes – particularly if they’re concerned about exposing inefficiencies.” State of security More than one in three partners admitted difficulties meeting customers’ cloud security needs – a striking finding given that cloud security is a huge concern for customers. In fact, 74% of partners in the UK flagged cloud security when asked which factors their customers prioritise when choosing a cloud partner – the second highest proportion of all the countries surveyed. Given the high stakes and the reputational, operational and financial impact of a breach, it’s understandable that cloud security is top of mind for end users. Again, what’s concerning from a partner perspective is the disconnect between customer needs and the channel’s ability to meet them.
Now for the good news More positively, the UK channel stands ahead of other countries in its determination to grasp the cloud opportunity. We found that 93% of UK- based partners see developing their cloud capabilities as a priority. That’s higher than any other country and is set against an international average of 85%. Meanwhile, an above average 42% of UK partners say they’re experiencing pressure to outperform rivals by delivering better, faster solutions. That reflects the healthy, vibrant, competitive market that exists here. Given the intention to build out cloud offerings and take on the competition, there is compelling evidence to suggest that partners in the UK are better placed than most to achieve cloud success. Mastering the maze Cloud has changed the way businesses of all sizes operate, promising limitless potential for growth, innovation and agility. With this promise comes complexity and customers are looking to partners to help them overcome it. That’s why partners’ roles are more critical than ever. End users are depending on them to be trusted advisors, bringing the tools and specialised knowledge to succeed in cloud, safely and cost-effectively. But the channel has some way to go on its journey to fulfilling this role, with many partners still honing their own skills and expertise. It really is a case of mastering the maze, hence the title of our report. Partners that make a strategic decision to develop their capabilities and become genuine experts in cloud will reap the rewards. By mastering the cloud maze, they can solidify and deepen customer relationships, accelerate growth and create a future-ready business that will thrive in the gen-AI era. I’d argue that’s a prize worth fighting for. n
Richard Beeston CTO
digitalspace.co.uk
In some respects, the challenge is getting customers to see the value of investing in cost- saving measures... “ ”
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