IT and Business Insights for SMB Solution Providers

Cloud Services Deliver Far-Reaching Revenue and Business Advantages for the Channel

A survey of U.S. channel organizations conducted by StorageCraft quantifies the business benefits to channel organizations expanding into cloud services. The survey reveals increased per customer and quarterly revenue, expanded new customer acquisition, and improved customer retention as a direct result of adding cloud services to their portfolios.  

Explaining their motivation in adding cloud services, 37 percent of the channel organizations surveyed cited a desire to expand their portfolio, and 32 percent saw themselves at a competitive disadvantage without sophisticated cloud services. While only 13 percent added cloud services to win new customers, and 10 percent to increase revenues per customer, they will likely be more than satisfied with the business results. 

When asked about customer revenue, wins and retention due to adding cloud services 

  • 66% reported an increase in revenue per customer
  • 63% reported improved customer retention
  • 23% reported they have won new customers

When asked about the impact of cloud services on quarterly revenue

  • 15% reported increased quarterly revenues of between 11-19%
  • 41% reported increased quarterly revenues of between 6-10%

"This survey highlights the richness of market demand and the undeniable business benefits that cloud services bring to channel organizations," said Shridar Subramanian, vice president marketing and product management at StorageCraft. "StorageCraft Cloud Services and purpose built DRaaS channel grew four-fold in the last year alone. Much of this growth can be attributed to the sophistication of our offering which, unlike AWS and other third-party services, delivers the ability to recover and restore both physical and VM environments within minutes. For the channel this means they can reap the business rewards from being able to meet and exceed their customers' RPO and RTO targets effortlessly."

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