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The Channel Company CEO Bob Skelley: Public Cloud Is Having A Big Impact On Channel Landscape

The Channel Company CEO Bob Skelley says public cloud providers Microsoft, Amazon Web Services and Google are seeing a dramatic increase in the number of partners that view them as strategic suppliers.

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Solution Providers See Public Cloud Providers As 'Strategic Suppliers' 

Microsoft Azure, AWS and Google Cloud are being viewed as "strategic suppliers" engaged at all levels of their go-to-market strategies including sales, marketing and technical programs, and certifications, according to the IPED survey.

Forty-four percent of partners view Microsoft Azure as a strategic supplier for their business, compared with 34 percent for AWS and 17 percent for Google Cloud, according to The Channel Company's research. 

"Microsoft has been a channel-centric organization forever," said Skelley. "There are a lot of Microsoft legacy relationships in the channel. That is reflected in the strategic relationship Microsoft has with partners." 

AWS, a relative newcomer into the channel, is also seeing strong strategic supplier traction, said Skelley. 

Although Google Cloud is trailing at 17 percent, Skelley predicted that Google's investment in channel talent, strategy and leadership is set to drive big channel gains. "Google is going to really start closing that gap with Microsoft and AWS very fast," he said. "Google has channel talent in key roles that understand how to work with solution providers and build a business model that is going to be very rewarding for partners." 

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