Aug 2018 - IDC Survey Spotlight - Doc # EMEA44203818
Partners Play an Essential Role in SMBs' Journey to the Cloud, But Marketplaces are Emerging as Key Routes to Market
By: Carla La CroceSenior Research Analyst, European Industry Solutions, Customer Insights & Analysis, Hannah StubbingsSenior Research Analyst, Margaret AdamSenior Program Director, IDC’s European Channels and Alliances program
This IDC Survey Spotlight examines the role of partners and marketplaces in the cloud journeys of small and medium-sized businesses (SMBs). SMBs rely heavily on their trusted IT partners when it comes to cloud, taking advantage of the support they offer in terms of advice, bundling of solutions, technical support, and billing — all crucial considerations for customers when moving to the cloud. However, marketplaces are emerging as another key route for SMB customers when procuring cloud, thanks to their self-service nature and ease of use. Vendors must view marketplaces as key vehicles for reaching SMB customers, especially smaller ones, which need more support in approaching marketplaces.