Channel Chiefs: 12 Tips For Taking On The Cloud


Develop New Skills And Your Own Intellectual Property

"It's a different skill set than buying boxes, installing boxes and maintaining boxes. If you're only going to sell boxes and deploy boxes, it can be all downside," Cisco's McLeod said.

"We think at the end of the day there are still going to be people that have to install, deploy, support. [But] those margins are going to continue to shrink. And the more you can add value on top of that -- putting the value around services that perhaps someone else is providing but you have your own intellectual property, your own value-add, your own business consulting -- the more margin you'll make," McLeod said.

McLeod said integrating cloud and on-premise applications is one skill that is in high demand.