Cisco To Partners: You're Leaving Cloud Services Money On The Table

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A Full Application 'Sweep'

Like they do with a client's infrastructure, partners should do a full "sweep" of an enterprise's application landscape before rolling out a new cloud platform, Gault said.

In what represents another lucrative consulting opportunity, Gault suggested partners analyze all aspects of the applications running in their client's environment. They should know which apps, for instance, are running remotely or locally. They should understand what each application's licensing model is, or whether the app operates in a shared or dedicated environment. This, Gault said, helps partners determine which applications are better suited for a private or public cloud.

To take advantage of this kind of consultative role, he said, some partners might need to bulk up their resources. "Partners may need to take a look at the skill sets they have in place today and make a decision whether the people they have in place can have these kinds of conversations with customers," Gault said.

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