This IDC Market Perspective provides a brief overview of the current preferences of Russian cloud services providers regarding their sales channels and prospects for their development in the next five years. Local cloud providers are increasing their investments in the self-service channel, without which it is impossible to develop further the partner and white-label channels. This does not mean, however, that the direct sales channel will become less important for the suppliers. This channel will continue to be used primarily for interaction with large companies and government organizations, and will remain key in terms of generating revenues for Russian cloud services suppliers.
"The success of channel development in the Russian cloud services market depends largely on the level of automation of the computing capacity lifecycle. This can only be achieved with deterministic capacity planning and an increased level of standardization, including in service delivery processes themselves. This integrated approach will minimize the participation of people in the provision of cloud services, which will not only have a positive impact on the development of online sales through self-service portals, but will also lay the foundation for the development of the partner and white-label channels with a focus on providing industry-specific solutions." — Cloud Services Lead Dmitry Gavrilov, IDC Russia/CIS
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