Value Add in the Cloud
Until now Salesforce, Amazon and Google (App Engine) have all been focusing on selling their cloud platform services directly to the consumer.
A recent announcement from Salesforce details their new Value Added Reseller program. The program is aimed at leveraging the relationships between consulting firms, local IT providers and their various customers.
This development in the way cloud is taken to market shows a keen understanding on the part of Salesforce. Many organisations are still wary about moving to the cloud. They don’t know who these new players are, don’t recognise their expertise in this new area and often don’t have the capacity to develop for the cloud in house.
By using the relationships already developed over years by local IT providers and consultants Salesforce has found a route to market that captures the tentative and unsure customer through the trust they put in the professionals that have helped them in the past.
Critically this also allows organisations who don’t have the expertise of creating applications for the cloud in house to start realising the potential cost savings and efficiencies offered by the cloud. It could also create another avenue for Salesforce's leading offerings in SaaS.
By allowing third party resellers to develop for other organisations, Salesforce is ensuring it spreads its net far and wide as momentum in the cloud marketplace picks up, whilst also growing their core business.
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