Gartner Research

Market Insight: Cloud Marketplaces Will Disrupt Communications Service Providers' Sales Models

Published: 13 March 2018

ID: G00349642

Analyst(s): Gaspar Valdivia , David Yockelson , Ibo Sanz Castedo


Enterprise sourcing through cloud marketplaces and the availability of direct cloud connect services are set for strong growth through 2020. Technology product marketing leaders at communications service providers must leverage both in their enterprise go-to-market strategy.

Table Of Contents


  • Enterprises Will Increasingly Buy Communications Service Offerings via Cloud Service Provider Marketplaces
  • There Will Be Three Distinct Cloud Connect Acquisition Journeys
  • CSPs Need to Embrace Cloud Provider Partnerships
  • Product Marketing Plays a Crucial Role in This New Sales Channel
  • New Operations Model to Drive a Seamless Customer Experience

Background and Context

  • Buyers Are More Accepting of Cloud Marketplaces

The Impact


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