Channel Chiefs: 12 Tips For Taking On The Cloud


Many solution providers only have dozens, some maybe hundreds of customers. That's because nearly every customer sale, every project, is a onetime deal. But the beauty of cloud services is that they are repeatable and drive recurring revenue streams. Craig Schlaugbaum, Comcast vice president of indirect channels, said that gives solution providers the opportunity to scale their business "to handle thousands of customers" and potentially millions of dollars in revenue.

"That's what you can do in a cloud world that you cannot do in an on-premise world," Schlaugbaum said. "I think it involves enormous opportunity for any partner out there. And the ones that are most successful with us today see that vision already."