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CompTIA Leader To Channel: Cloud-Based Offerings And Security Can Bring In Bucks

28 Aug 2017

Where are the best opportunities for channel partners to make quick money?

Look at cybersecurity and cloud-based Software-as-a-Service (SaaS), says CompTIA CEO Todd Thibodeaux.

The Downers Grove, Ill.-based IT trade organization said many companies have come out of the woodwork with cloud-based applications, addressing everything from human resources and payment processing services to customer relationship management (CRM) and enterprise resource planning (ERP).

Thibodeaux said channel partners could, for instance, unlock additional credit or payment processing opportunities by helping their customers move from Peachtree or Quicken-based financial management products to cloud-based application services. But not many solution providers have taken advantage of this possibility, Thibodeaux told CRN leading up to CompTIA ChannelCon 2017, which begins Tuesday in Austin, Texas.

"When you talk to the average partner, they haven't embraced very many of those," Thibodeaux said. "They're still working on the transition from desktop or notebook-based Office installations to Office 365, making transitions of existing infrastructure, disaster recovery backup, and remote monitoring."

To succeed in selling cloud SaaS products, Thibodeaux said solution providers must adjust to a different sales motion that offers fewer opportunities to engage the customer following the initial implementation. That's because solution providers delivering cloud-based applications are no longer responsible for ongoing maintenance, patches or updates, according to Thibodeaux.

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