Guide highlights why end-users fumble with cloud adoption, how profitability is impacted and the options for channel partners

LOWELL, Mass., (July 7, 2016)PlumChoice, Inc., the leader in specialized technical services for the cloud and the Internet of Things (IoT), today released, “Traversing the Cloud App Gap: Calling an Audible and Seizing the Market Opportunity.” The guide cautions how a lack of end-user adoption is impacting small- to mid-sized market sales of Software-as-a-Service (SaaS) products, and why cloud developers and businesses are leaning on channel partners to improve use through better technical services. The cloud playbook will be released at Microsoft’s Worldwide Partner Conference (WPC), taking place July 10 to 14 in Toronto, where PlumChoice will be exhibiting at booth #119.

The playbook illustrates the increasingly complex cloud ecosystem, and the significant market opportunity for channel partners to increase use and profitability within the small- to mid-size business sector. Though businesses are flocking to the cloud and buying into the promise of its benefits, end-users are struggling to activate and use cloud programs. As a result of threatened cloud sales and reactivations, developers like Microsoft are now requiring channel partners to provide the necessary support, through their Cloud Solution Provider (CSP) program to enable more successful user experiences and ensure continued profitability.

“As the cloud ecosystem grows, channel partners must own and support the customer through the entire product lifecycle – from pre-sale through activation and setup, and also for support. The challenge is that they haven’t be asked to do that before and are not built operationally to handle the ask,” said Dave Hauser, general manager, cloud and managed services with PlumChoice. “Channel partners need to adjust their business models and transform the way they engage and support their customers. Without this new level of support, they risk losing revenue and relationships with both the developer and the end user. The playbook provides a guide to help channel partners adopt new support services that will improve user adoption, increase profitability and lead to success in this thriving industry.”

According to Intuit, 78 percent of small businesses plan to be fully cloud operational in four years – but there is still the lingering question of who is responsible for helping them adopt, activate, migrate and ultimately gain the benefits of the cloud. The playbook provides advice for channel partners and explains how they can achieve product “stickiness” by wrapping applications and solutions with cloud enablement services.

Additional key areas addressed in PlumChoice’s “Traversing the Cloud App Gap: Calling an Audible and Seizing the Market Opportunity” include:

  • A view of the current cloud landscape and the players that make up the ecosystem
  • Why channel partners are struggling with market sales, activation and adoption of cloud software
  • What channel partners can do to achieve product “stickiness” to reduce churn and grow revenue
  • How cloud developers can maximize profitability by leveraging services from cloud enablers

For additional information, please visit To access the full playbook, please click here.

PlumChoice Resources

About PlumChoice

PlumChoice helps cloud and Internet of Things (IoT) companies deploy and sell support services that drive product adoption, resulting in greater market penetration.

We work on behalf of major brands to help end users install, configure, integrate, troubleshoot and use brands’ products and software. In turn, PlumChoice’s partners experience greater customer satisfaction and lifetime value, lower overhead, increased profitability, and shorter time to market.