Sponsored by OrionVM Sponsored by OrionVM RESULTS OF OUR SURVEY ABOUT CLOUD Australian IT channel 71.2% 56.3% 55.2% 51.7% see market demand for offer Software-as-a-Service offer private or hybrid of channel companies offer reveals cloud pain points cloud storage or Platform-as-a-Service cloud infrastructure public cloud infrastructure Australian IT channel companies are The channel also sees plenty of Security and compliance topped clamouring to sell cloud, but worry demand for cloud services. We asked that wishlist, followed by cloud vendors that incumbent cloud providers aren’t readers to identify the services or that don’t compete with resellers for WHICH CLOUD INFRASTRUCTURE PROVIDERS DO WHAT PROBLEMS DO YOU HAVE WITH YOUR CURRENT CLOUD INFRASTRUCTURE PROVIDER?* offering the structures needed to make applications experiencing greatest customers. YOU CURRENTLY USE OR RESELL?* cloud a viable proposition. end-customer demand, and more than Survey respondents also wanted I do not currently use any cloud 14% That’s one of the findings from a new two-thirds pointed to cloud storage. cloud infrastructure that complements infrastructure providers I am completely satisfied with my current survey of CRN readers, sponsored by Intriguingly, storage beat out tier one their businesses, full control over cloud cloud infrastructure provider 24% Other (please specify) 11% OrionVM and conducted in November and enterprise applications, databases and branding, enterprise-level performance Losing clients that go directly to my cloud provider and/or competitors 25% and resilient infrastructure – further proof December 2018. unified communications. Not enough control over branding and doesn’t allow The survey found that over 44 percent that low prices won’t solve the channel’s me to represent services and solutions as my own 21% None 12% of channel partners and distributors INCUMBENT PLATFORMS cloud needs. Hidden or variable fees 22% We built our own virtualised rated margins as the biggest problem The survey also revealed which Limited flexibility 17% solution using VMware, 45% they have with their current cloud infrastructure providers the channel uses. MIDDLE GROUND OpenStack or Hyper-V Vendor lock-in infrastructure provider. Microsoft Azure was the most popular retail Demand for higher margins and more 18% Google Cloud Platform 18% Another prominent gripe – customers public cloud provider, with nearly two-thirds flexibility hasn’t gone unnoticed by IaaS Unsatisfactory performance and stability 4% that go direct to clouds, robbing the provider OrionVM, which is muscling into Lack of timely and responsive technical support 19% channel of their chance to add value and Azure’s territory with wholesale cloud Microsoft Azure 65% win revenue – came from a quarter of tailored for the channel. Expensive to operate and scale 17% respondents. “We see a gap in the OrionVM’s goal is to outgun rivals Low margins 45% Amazon Web Hidden or variable fees charged by market for a high by using high-performance computing Services 31% cloud providers also earned the ire of the architecture, including Infiniband, performance, flexible * Respondents could select more than one option. channel. cloud with high-margin software-defined storage, hyperconverged * Respondents could select more than one option. A smaller number of channel infrastructure and virtualisation. companies complained about lack of wholesale discounts and This contributes to greater efficiency HOW IMPORTANT IS CLOUD HOSTING REVENUE timely technical support from cloud channel-ready features.” and performance and lower costs, WHAT SERVICES OR APPLICATIONS DO YOU SEE THE HIGHEST DEMAND FOR IN THE MARKET?* providers. according to OrionVM. The company TO YOUR BUSINESS? SHENG YEO, CEO, ORIONVM Other (please specify) 1% Little wonder that less than a third of also promises high margins and says its It’s not a key part None 1% CRN readers rated themselves completely services can be delivered at lower rates of our business 12% satisfied with their cloud infrastructure of channel companies using or reselling than AWS or Azure. strategy High performance computing and machine learning 17% provider. the service. That adoption rate was more OrionVM is also giving channel partners Unified communications or VoIP services than double the number using or reselling flexibility in the way they sell its services, We don’t earn 46% cloud revenue, 5% REVENUE OPPORTUNITIES Amazon Web Services or Google Cloud. including the ability to rebrand OrionVM but we’d like to Backup or disaster recovery services 75% Not that those complaints are putting But the channel is also prepared to services as their own. Cloud storage 71% the channel off cloud – about half of roll up its sleeves and build its own cloud. More choice is good news for channel Cloud is a cost respondents sold public, private or hybrid Nearly half of the respondents used companies looking to increase cloud centre, not a 3% DevOps or testing services 12% revenue generator cloud infrastructure, SaaS or PaaS, more VMware, OpenStack or Hyper-V to do that revenue. Big data services or analytics 19% than the number selling dedicated or co- – a sign that public retail cloud providers Find out more about OrionVM’s services It’s a small part of our Databases 38% located infrastructure. aren’t solving all the channel’s needs. revenue and we’d 52% Nearly a third of respondents’ businesses at www.orionvm.com like to grow it Mobile and Internet of Things applications 24% already depended heavily on cloud revenue. DIVERSE NEEDS Virtual Desktop Infrastructure or Desktop-as-a-Service 39% And while half said that cloud contributed a The channel isn’t only concerned with cloud Our business depends heavily on 28% Tier 1 enterprise applications 28% small part of their revenue, they wanted to margins – the survey also uncovered a wide cloud revenue grow that revenue. range of other sought-after cloud features. * Respondents could select more than one option..