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


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



  • 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

Gartner Recommended Reading

©2021 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Become a client

Learn how to access this content as a Gartner client.