Press Release

India SMB Cloud Customers Driven by Quality and Post Sales Service


February 16th, 2012

Global Information Inc. would like to present a new market research report, "2011-12 India Cloud Partner Transformation Report" by Access Markets International (AMI) Partners, Inc..

According to AMI, "vendors must increase marketing and help channel partners educate India SMBs on the value of cloud." With cloud services showing increased demand among India small and medium businesses (SMBs, companies with up to 999 employees) there has been a healthy growth in the number of channel partners offering cloud solutions in their product/services portfolio. The total number of India SMB channel partners has increased by nearly 10% in the past year, while the number of cloud channel partners has increased by approximately 35%. This translates to a significant shift in the number of India partners offering cloud solutions.

While a typical India SMB-focused cloud channel partner has been in business for around 10 years, they have only added cloud offerings in the last 2-3. AMIs recently released India Channel Partner study reveals that channel partners offering cloud solutions tend to be optimistic expecting strong revenue growth driven by customer demand for hosted applications and vendor investments in this area. Quality of solutions and post-sales service are the major drivers to accelerate cloud adoption among SMB customers in India.

Remotely managed IT services (RMITS) is the most common cloud service offered, as it requires less investment for partners, followed by software-as-a-service (SaaS). Other cloud services include infrastructure-as-a-service (IaaS) and cloud consulting services.

"There are three distinct forms of cloud solutions offered by channel partners in India," noted Arnab Bhar, Analyst at AMI-India. "They are public, private and hybrid." Financial and professional business services are the top industries currently served by these partners and these businesses typically prefer a private solution as they are subject to strict regulations."

"Many cloud channel partners have said that a major hindrance to the adoption of cloud-based solutions by India SMBs is the lack of understanding surrounding these applications and the inherent value they offer," continued Mr. Bhar. In order to maintain a healthy growth rate in the number of partners offering cloud solutions, cloud vendors need to boost marketing initiatives and help partners educate India SMBs on cloud solutions value.

For a vendor to be successful in offering cloud services in India, it is necessary to meet the expectations of their partners. When surveyed India cloud channel partners responded that access to 24/7 customer support, training of sales people, and lead generation/referrals are among the service and support features they require most from cloud vendors.


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