Gartner Research

Tech Go-to-Market: CSPs Should Adjust Their Go-to-Market Approach to Sell More Cloud Services to SMB

Published: 19 September 2016

ID: G00306007

Analyst(s): Mark Paine

Summary

Despite a predicted 16% overall growth rate in worldwide public cloud services in 2016, CSPs are not seeing adoption from SMB due to misaligned go to market strategies. This document highlights best practices for CSPs to capitalize on the opportunity using an integrated go-to-market approach.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • What Do SMBs Want From Cloud Services?
  • Start With a Vision of Your Service Based on the Customer Experience
  • Coordinate and Integrate Your Route-to-Market Approach
  • How to Motivate the Right Partners to Come on Board and Sell
    • What Do You Need in Your Program to Attract the Right Partners?
    • Strategic Foundation
    • Enablement Programs
    • Infrastructure and Systems Support
    • Execution Platform
    • Results and Performance Management
  • How to Attract the Right Partners
  • Summary

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