6. More Cloud Marketing
Despite all the value that MSPs and CSPs are able to provide with the cloud to clients, marketing is an area that resellers, especially smaller ones, have historically struggled with, Ingram Micro Jamie Ferullo, sales director of the SMB business unit at Ingram Micro, said.
"Cloud more than any other technology solution could easily be a marketing-driven sale," Ingram Micro's Bystrack said.
And marketing is much more than just tweeting every once and a while or having a Facebook account. It's about proactively showing how solutions add value to the client and being more proactive than the historical referral methods, Continuum's George said.
"These things are starting to make their way into the mindset of the business user, and it's going to change the way MSPs are getting to those people," George said. "They're going to need more sophisticated marketing and sales than just waiting around."
However, the marketing isn't the be all and end all, said Dima Kumets, product manager at OpenDNS. In the end, it's the product that matters, Kumets said, which is then reinforced with strong marketing to increase competitiveness.