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It’s important for VARs to include cloud services in their product lineups. However, cloud services need to truly be consultative in order to be effective – and not just another product – which is how companies should evaluate them.

Any reseller can say they sell cloud services. All they have to do is add the word Cloud to their line card. What you want is a reseller who is invested in the success of its customers and actually delivers the consulting and best practices that are necessary.

Microsoft can say that it sells sci-fi memorabilia alongside its software offerings. But that doesn’t mean that you should buy model starfighters from them in bulk.

Think about these questions:

  • Do they have trained subject matter experts assigned to selling cloud services?
  • Do they give you the right amount of control? Can you choose your backup or security solution of choice? Do they give you dedicated compute resources?
  • Do they sound like they know what they’re doing, or are they just playing buzzword bingo and hoping you won’t notice?

Because of their existing relationships, resellers should be providing up-selling and cross-selling opportunities for their customers. Why? They know customers’ IT environments, and what they need.

Your cloud partner should be just that. A partner.