Resellers being ousted from cloud, warns report

End users are missing out the middleman and heading straight to the vendors for advice on cloud adoption, according to a report published today.

The survey, carried out by channel-only hosted IT services provider Rise, polled 100 SMB prospects of one of Rise's clients and found that just eight per cent of IT decision makers are engaging with resellers over cloud computing while 77 per cent said they would consult IT vendors and 15 per cent admitted they sought advice on cloud from the internet.

The poll also found that almost 70 per cent of businesses are planning to move to a cloud platform over the next two years,yet a massive 90 per cent said they felt they needed more education on cloud computing, particularly with regards to security and the associated costs.

Commenting on the report, Rise director Alex Hilton said the research highlighted the need for more resellers to formulate a cloud strategy, rather than leaving it to the vendors: "It seems as though a lot of firms are not asking their trusted advisers because they do not have that value proposition themselves but are relying on the vendors, who offer it directly, and are taking a referral fee," he added.

Hilton admitted that end users may find it easier to work directly with a cloud vendor if they needed a vanilla solution, but stressed most would have bespoke needs that require the integration skills of a reseller: "Customers still require education and there is a big role for the reseller in this," he said.

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