Channel partners want to develop their cloud capabilities but almost half feel that they lack the technical skills to meet customer needs, according to research by Westcon-Comstor.
The distributor’s survey revealed that 85 per cent of respondents consider developing a cloud practice to be a priority.
More than two thirds (69 per cent) of partners said that their customers are looking for specialised cloud skills, but only 57 per cent are confident in fulfilling this demand – with the remaining 43 per cent describing skill shortages as a challenge.
Indeed, a lack of technical skills and finops expertise – along with associated hurdles around hiring and talent – emerged as one of the main obstacles facing partners as they strive to meet end-users’ cloud requirements.
Using cloud provider programmes to full effect is another major challenge for partners, with 58 per cent highlighting this as one of the biggest barriers they face when advising their customers on cloud cost optimisation. Meanwhile, 56 per cent pointed to issues around understanding cloud pricing models, with the often complex nature of these models making it hard to give customers certainty over costs.
Other barriers to cloud success include meeting customers’ cloud security needs and fending off fierce market competition, with 40 per cent of partners highlighting the pressure to outperform rivals by delivering better, faster solutions.
The research also reveals that:
• Partners say half (50 per cent) of customers are choosing hybrid cloud solutions, with 27 per cent pursuing full migration amid a cautious approach to migrations overall.
• A quarter (25 per cent) of partners describe themselves as born in the cloud, while 23 per cent say that they are developing a cloud practice having previously been focused on on-prem solutions.
• Almost half (46 per cent) highlighted training and enablement when asked how distributors can support the development their cloud capabilities.
Meanwhile, 75 per cent of partners view cloud hyperscaler marketplaces as an opportunity rather than a threat and are actively using them.
The publication of the research comes as Westcon-Comstor increases the focus on its cloud strategy. In late 2024 it became an authorised Amazon Web Services (AWS) distributor for Europe, adding to an existing distribution agreement in Asia-Pacific.
That followed Westcon-Comstor's acquisition of specialist AWS consultancy and the launch of its AWS Marketplace programme, which is designed to speed up AWS Marketplace growth for partners and vendors.
“Our research shows that the channel is poised to grasp the huge growth opportunities presented by the cloud market, but is facing certain gaps around skills, capabilities and expertise,” said David Grant, CEO at Westcon-Comstor. “Partners around the world are at different stages of their cloud journey, but there is a common thread in their desire to expand their cloud capabilities and meet their customers’ needs. It is incumbent on distributors to support, enable and empower partners in pursuit of these aims by harnessing and deploying their own cloud expertise.”